PubSec Field Account Manager

SHI International Corp.•US - NJ - Home Office, NJ

1d•$75,000 - $125,000•Onsite

About The Position

We are looking for a passionate and experienced Field Account Manager to be responsible for engaging with key customers in this Public Sector Field sales overlay position by building and preserving trusted relationships. The Field Account Manager will be the primary point of contact between the customer(s) contract stakeholders and SHI. This person will collaborate with the Account Executive team to optimize the opportunity presented by our contract vehicles with the customer(s). The Field Account Manager will focus on efficiently managing transactional business, extending our partner network, being the subject matter expert on terms and conditions of the contract(s), and coordinate with partners and internal teams to deliver on client expectations. The Field Account Manager will also serve as a point of contact for Accounts that need temporary coverage due to an Account Executive transition or absence. In addition, the right candidate will have a thorough knowledge of SHI’s business and offerings, participate in implementing strategic plans to grow the account, and help to identify potential new opportunities. This position will report to the Senior District Manager of the Public Sector Field role within the Public Sector Sales department.

Requirements

Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate
Proficiency in overseeing and coordinating multiple related projects, ensuring they align with organizational goals and deliver intended benefits on time and within budget - Intermediate
Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Intermediate
Ability to excel in a team selling environment - Intermediate
Proficiency in selling information technology products and services on a global scale, including understanding diverse market dynamics, managing international client relationships, and navigating complex sales processes across different regions - Intermediate
Completed Bachelor’s Degree or relevant work experience required
2-4 years of experience working in outside sales, inside sales management, or pre-sales supporting large organizations
Ability to travel to SHI, Partner, and Customer Events

Nice To Haves

Advanced sales EOM sales certification preferred (i.e. Microsoft, Dell, HP, Cisco, AWS, Lenovo, etc.)
2-4 years of experience in a Customer Success role preferred

Responsibilities

Conduct regular meetings with customer(s) contract stakeholders
Develop and maintain detailed knowledge of SHI’s products, services, and processes
Manage large transactional opportunities/orders brought to SHI by customer and/or partners
Act as a liaison between Outside Sales, customers, Inside Sales and other SHI internal departments
Collaborate with SHI’s Capture & Contract Management teams to manage complex contract negotiations
Coordinate and participate in marketing activities to named customer base
Provide excellent customer service and support to customers and outside sales team
Engage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) tool
Establish vendor and distribution channel partnerships via meetings and phone conversations
Educate sellers, support teams and partners on the parameters of the contract and how to appropriately leverage contract(s) to close business
Actively participate in team meetings with managers to review important updates and changes
Be proactive with problem resolution
Collaborate and strategize with Account Executive on potential new opportunities based on customer’s quoting and order history
Accelerate customer contract adoption within assigned territory
Act as point of contact and escalation for contract compliance and support issues
Provide temporary coverage for territories/customers due to Account Executive transition/absence continuing SHI’s World Class support throughout
Participate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand off
Coordinate and deliver regular Customer Business Reviews with Tier 1 customers
Travel within your assigned territory as necessary