Strategic Account Manager

Kinly US Corporation•Los Angeles, CA

35d•$115,000 - $135,000•Hybrid

About The Position

Yorktel is seeking a Strategic Account Manager to achieve maximum sales profitability, growth, and account penetration within assigned accounts. This role is responsible for the entire sales process, from initial contact and understanding client needs to the closure of product/service delivery. The Strategic Account Manager will promote and sell products/services to existing and prospective customers through a relationship and solution-based approach, presenting current offerings and ensuring client requirements are effectively communicated to internal service teams. This position reports directly to the VP, Enterprise Sales – North America, who will provide direction and support in areas such as development, career growth, and client escalations. The role involves collaborating with various departments to identify, develop, and deploy service offerings and lead strategic engagements with major customers.

Requirements

Proven track record selling audio-visual integration, communication collaboration, IT integration, hardware, software or related technology-based product or solutions.
Ability to establish and maintain strong working relationships both internally and externally.
Excellent verbal and written communication skills.
Strong presentation skills.
Superior negotiation skills coupled with a net profit bottom line mentality.
Advanced conflict resolution skills.
Ability to forecast business accurately.
Basic understanding of business financial principles.
Experienced in consultative sales with long sales cycles in the Collaboration industry.
Proven success building new business relationships with executive-level management.
Self-motivated, achievement-oriented with superior planning and time management skills.
Proficiency in the use of computers and general business software (Microsoft Outlook, PowerPoint, Excel, Word and Project).
Proficiency in various Sales Software and pipeline software.
Knowledge of and adherence to Yorktel policies and procedures.
Must be comfortable managing relationships with executive level contacts.
Excellent ability to successfully interface with clients and handle multiple priorities concurrently.
Dedication and commitment to get the job done.
Able to work in a fast-paced, continuously evolving environment.
Self-motivated and ability to work independently.
Knowledge of sales and marketing concepts.
Successful track record of winning and closing deals in competitive environments, as well as identifying new opportunities.
High capacity to learn and adapt.
Valid U.S. driver’s license.
Must have a positive driver’s abstract.
Must be willing to complete background checks and drug tests as required by current or future contracts.
Must be willing to apply for security clearances, suitability, and other related clearances.

Nice To Haves

CCIE desirable
CVE desirable
MCSE desirable
Current valid U.S. Passport is desirable.
International travel may be required.

Responsibilities

Achieve maximum sales profitability, growth, and account penetration within assigned accounts.
Manage the overall sales process from initial contact to product/service delivery closure.
Promote and sell products/services to existing and prospective customers using a relationship and solution-based approach.
Present existing products and services to current and prospective clients.
Ensure client requirements are understood and communicated efficiently to Yorktel service teams.
Pursue audio visual, managed services, and voice integration business opportunities within enterprise corporate space and other growth markets.
Establish and maintain strong working relationships both internally and externally.
Manage activities within Global Enterprise Accounts when required.
Forecast business accurately and apply basic understanding of business financial principles.
Represent customer requirements to Yorktel and direct the customization and deployment of Yorktel products and services based on client solutions.
Make recommendations and be actively involved in the design and development of Yorktel products and services.
Regularly communicate answers to complex questions and respond to detailed inquiries.
Protect all internal and external confidential information using discretion and judgment based on company policies and procedures.
Interact with Operations and Corporate Services departments (Sales, Purchasing, Accounting, Engineering, Production, Logistics) to ensure successful product execution.
Drive revenue through recognition and realization of opportunities within accounts.
Work with customers and Yorktel resources to leverage products and services to enhance customer businesses and grow opportunities.
Help build the message to sell Yorktel Microsoft and Cisco voice offerings.
Contribute to the creation of stakeholder maps for accounts and determine/orchestrate coverage plans.
Develop annual sales account action plans.
Identify all customer contract renewals and build plans for their renewal.
Drive profitability and revenue growth year over year in assigned accounts.
Meet and exceed monthly and annual revenue goals by executing an account growth strategy.
Work with Marketing to create Sales Programs centered on OEM endorsements.
Conduct regular Business Reviews and reporting with major accounts.
Manage relationships with Manufacturers (OEMs), distributors, and resellers to further sales opportunities and ensure customer satisfaction.
Track and maintain all account activity in the company CRM application (Vision and Dynamics).
Provide input into pricing, positioning, and strategy within assigned verticals or markets.
Provide accurate and timely sales forecasts and other reports to manager.
Develop and conform to company technical standards and practices.
Research, prospect, and establish leads for corporate relationships followed by an introductory needs analysis/discovery meeting using a consultative sales approach.
Build new business relationships with executive-level management.
Prepare and present proposals to corporate decision makers, build interactive components for proposals, and build interactive presentations outlining features, benefits, and unique selling points.
Generate a pre-determined level of new business revenue for Yorktel with special attention to net revenues.
Maintain current knowledge of interactive products and industry trends.
Prepare weekly sales reports, activities, and revenue reports.
Other Duties as assigned.
Keep up to date with the latest technology trends to answer client inquiries for solutions.
Translate technical concepts for non-technical buyers.