Senior Account Manager

Aspire Technology Partners, LLC.•Rochester, NY

1d•Hybrid

About The Position

The Senior Account Manager (SAM) will be responsible for finding and opening new accounts (Hunting) in the assigned territory. The SAM needs to be able to position Aspire solutions with the decision makers at the accounts he or she uncovers, as well as any existing Aspire accounts that may be reassigned to the SAM. Positioning means that the SAM will need to be able to understand the Aspire Value proposition and how it may be relevant to a client or prospect. The SAM needs to be able to position the business outcomes that an Aspire solution will deliver to the client/prospect. The Senior Account Manager needs to be able to present and sell Aspire solutions to C-Level executives in the assigned territory or vertical. To be successful, you must have a working knowledge of Cisco technologies and the ecosystem that connects back to Cisco solutions. We expect you to quickly develop a deep understanding of the Aspire brand as well as a deep knowledge of Aspires services and the benefits of an Aspire solution.

Requirements

Ten years or more track record of successful sales experience selling complex technical solutions to public sector or large enterprise accounts.
Knowledge of Cisco portfolio and strong working relationship with Cisco
Experience in the partner community
Must have a working knowledge of Cisco technologies and the ecosystem that connects back to Cisco solutions
Ability to quickly develop a deep understanding of the Aspire brand as well as a deep knowledge of Aspires services and the benefits of an Aspire solution
Ability to be a team player.
Must be a competitive, high achiever, who is persistent, overcoming obstacles, competition, or setbacks
Highly motivated and able to work independently and deliver outstanding professional work
Creative problem solver
Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
Exemplify ownership and accountability in responsibilities
Willingness to learn and take constructive criticism

Nice To Haves

Bachelor’s degree or MBA preferred
Cisco sales certification preferred

Responsibilities

Find new prospects who have a need for Aspire services
Build a “trusted advisor” relationship with all your accounts
Build, maintain and grow profitable long-term relationships with all clients
Negotiate and close contracts to maximize Aspire’s long-term growth and profitability
Expand the relationship with profitable new opportunities once a new client is brought to Aspire
Introduce and sell managed services and managed security into all your clients and prospects
Build trust with all our core vendors and ecosystem partners
Align your prospects and clients with the corresponding Cisco Account Manager (or other ecosystem partner)
Strategize with the Cisco AM (or other ecosystem partner) to earn deal registration
Be the team lead and primary point of contact for any and all matters that impact your clients and prospects
Ruthlessly pursue client satisfaction
Work with Operations to build quotes and to verify the accuracy of quotes before they are presented to the client
Work with distribution to find any OEM promotions that can improve the profitability of the sale
Work with Aspire Solution Architects to develop solutions that address the clients required business outcomes
Be able to negotiate the Statement of Business Outcomes with the client or prospect without the assistance of a Solutions Architect
Understand and communicate internally with Aspire colleagues the client’s expectations regarding delivery of all pre-sales materials and deliverables
Work with Aspire’s Professional Service team to verify the accuracy and business relevance of Statements or Work before they are presented to the client
Understand and communicate internally with Aspire colleagues the client’s expectations regarding delivery of the project, including all milestones that may be client business impacting
Communicate in Salesforce an accurate sales forecast to enable Professional Services and Finance to accurately plan their resource needs
Embrace the Aspire culture by support your colleagues to help everyone excel
Complete compliance training by due dates