Strategic Account Manager

Genetec•Los Angeles, CA

21h•Hybrid

About The Position

Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes, cross-selling, upselling, and implement account growth strategies. Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs. Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning. Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed. Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs. Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts. Provide product demonstrations and commercial training to account stakeholders. Uncover customer needs, identify opportunities for cross- and upselling, assist in response to RFx, and assist in preparation of quotes and proposals. Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options. Engage with the Commercial Team to develop account strategies, coverage, and follow-up. Closely manage forecasts and achieve quotas. Monitor and report satisfaction levels. Update and maintain data in CRM or other applications. Acquire, maintain and report accurate and detailed knowledge of product, market and competition. Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc.

Requirements

College degree or equivalent experience
10+ years of high-tech sales experience, including national/strategic account management
Excellent communication skills; able to articulate clearly and effectively in person, over the phone and in writing; strong presentation skills
Excellent interpersonal and problem-solving skills; ability to work with a minimum of direction and supervision to be able to translate broad directives into useful tactics and meaningful activities
Understanding of large-company business practices; ability to influence and leverage company management and key contributors to achieve growth goals
Ability to influence and gain consensus among multiple stakeholders in group purchase situations
Ability to work cross-functionally and build relationships with core stakeholders
Working knowledge and proficiency in Microsoft Word, Excel and PowerPoint
Acumen for understanding complex technology systems
Proven sales achievement/track record
Open to travel up to 50% of the time anywhere within California

Nice To Haves

Security industry background
IT and/or IP Security industry background

Responsibilities

Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes, cross-selling, upselling, and implement account growth strategies
Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs
Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning
Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed
Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs
Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts
Provide product demonstrations and commercial training to account stakeholders
Uncover customer needs, identify opportunities for cross- and upselling, assist in response to RFx, and assist in preparation of quotes and proposals
Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options
Engage with the Commercial Team to develop account strategies, coverage, and follow-up
Closely manage forecasts and achieve quotas
Monitor and report satisfaction levels
Update and maintain data in CRM or other applications
Acquire, maintain and report accurate and detailed knowledge of product, market and competition
Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc.