Senior Account Manager, SLED (CO, AZ, UT)

Presidio•Centennial, CO

About The Position

Presidio is seeking a Senior Account Manager, SLED (State, Local, Education) to drive business development, new account acquisition, and achieve sales targets within an assigned territory. This role involves anticipating customer needs, responding to requests, preparing proposals, and developing solutions. The ideal candidate will have a proven track record in outside IT sales, particularly within the SLED sector, and experience with advanced technology solutions.

Requirements

Bachelor’s degree preferred, or equivalent experience and/or military experience.
5-7+ or more years of outside information technology SLED sales experience (customer-facing) with state and local government and higher education.
Experience with infrastructure, storage, network security, professional services or managed services preferred.
Cloud experience strongly preferred.
Demonstrated ability to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely in a variety of settings.
Proven track record in developing relationships with customers and vendors, and ability to translate client business needs into solutions.

Nice To Haves

Prior experience selling advanced technology solutions from Cisco, EMC, Nimble, Aruba, Palo Alto, IBM, HP, Citrix, Microsoft, etc.

Responsibilities

Execute sales strategy by identifying customer needs and selling appropriate hardware and company services.
Develop business through multiple marketing and sales techniques including cold calling, in-person meetings, and partnering with vendors.
Maintain a targeted understanding of customers’ business, including their needs, buying cycles, and establishing strong relationships.
Meet or exceed annual sales revenue and margin goals.
Drive profitability and grow revenue for target accounts in partnership with the inside sales team.
Adhere to the sales process, including pipeline development and accurate forecasting.
Perform proposal writing and prepare sales information for customers.
Manage individual sales objectives, including sales orders and billing activities.
Manage ongoing customer account relationships, including updating account information and resolving satisfaction issues.
Work with the inside sales team to ensure accurate quotes and order processing, and with the engineering team to scope projects.
Manage past due invoice resolution with accounting.
Develop and maintain solid business relationships with decision-makers and influencers at all levels within target accounts.
Understand each target customer’s business model, map their organization, and identify their unique technology needs.
Perform deep analysis of account base to determine key opportunities.
Develop and execute marketing and business plans to drive revenue and profits.
Provide feedback to sales leadership, develop vendor relationships, advance new company initiatives, and mentor new employees.
Attend account planning/penetration sessions with strategic manufacturing partners.
Present a Quarterly Business Outlook (QBO) focusing on past performance, current quarter expectations, pipeline analysis, key wins, and personal improvement goals.
Provide in-depth customer technology roadmaps and collaborate with inside Account Managers to uncover new sales opportunities.
Develop partnerships with Vendor Field Sales Representatives and optimize joint selling opportunities.
Use monthly forecasting and pipeline management to manage sales growth.
Demonstrate ability to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely.
Translate client business needs into solutions.