Strategic Account Manager

York Telecom Corporation•Herndon, VA

4d•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 to closing deals, using a relationship and solution-based approach. The Strategic Account Manager will present products and services to clients, ensuring their requirements are understood and communicated effectively to internal teams. This position involves pursuing audio visual, managed services, and voice integration business opportunities, requiring a proven track record in selling related technology solutions. The role demands strong internal and external relationship management, excellent communication and presentation skills, superior negotiation abilities, and a focus on net profit. The Strategic Account Manager will represent customer requirements to Yorktel, influencing product and service customization and deployment, and will be involved in the design and development of offerings. This position regularly interacts with various departments including Sales, Purchasing, Accounting, Engineering, Production, and Logistics to ensure successful product execution. The role requires experience in consultative sales with long sales cycles in the Collaboration industry, driving revenue through opportunity recognition and realization, and leveraging Yorktel's products and services to enhance customer businesses. The Strategic Account Manager will help build sales messages for specific offerings, create stakeholder maps, develop annual account action plans, identify and plan for contract renewals, drive year-over-year revenue growth, and meet sales goals. They will also work with Marketing on sales programs, conduct business reviews, manage relationships with manufacturers and distributors, track account activity in CRM, provide input on pricing and strategy, and deliver accurate sales forecasts. The role requires adherence to technical standards and practices, prospecting for new business relationships, preparing and presenting proposals, generating new business revenue, and maintaining knowledge of industry trends. Other duties as assigned.

Requirements

Proven track record selling audio-visual integration, communication collaboration, IT integration, hardware, software or related technology-based product or solutions.
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.
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.
Dedication and commitment to get the job done.
Self-motivated and ability to work independently.
Knowledge of sales and marketing concepts.
High capacity to learn and adapt.
Requires extensive sitting, standing and walking.
Domestic travel requiring multi-night stays within and at times outside the local work area.
International travel may be required.
Valid U.S. driver’s license is a requirement and 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 to be able to work at certain customer locations.

Nice To Haves

CCIE desirable
CVE desirable
MCSE desirable
Current valid U.S. Passport is desirable.

Responsibilities

Achieve maximum sales profitability, growth, and account penetration within assigned accounts.
Manage the overall sales process from initial contact to closure of product/service delivery.
Promote and sell products and services to existing and prospective customers through a relationship and solution-based approach.
Present existing products and services to current and prospective clients.
Ensure client requirements are understood and communicated to service teams efficiently and effectively.
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 understand business financial principles.
Represent customer requirements to Yorktel and direct how products and services are customized and deployed.
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 and utilize discretion and judgment based on company policies and procedures.
Drive Revenue through recognition and realization of opportunities within accounts.
Work with customers and Yorktel resources to leverage products and services to enhance customers’ business and grow opportunities.
Help build the message to sell Microsoft and Cisco voice offerings.
Contribute to the creation of stakeholder maps for accounts and determine and orchestrate a coverage plan.
Develop Sales annual 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 continued 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 as required.
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 utilizing a consultative sales approach.
Build new business relationships with executive-level management.
Prepare and present proposals to corporate decision makers.
Build interactive components for all renewal and new business proposals.
Build interactive presentations that outline features, benefits and unique selling points of interactive properties.
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.
Keep up to date with the latest technology trends to ensure the ability to answer client inquiries for solutions.
Translate technical concepts for non-technical buyers.
Manage relationships with executive level contacts.
Successfully interface with clients and handle multiple priorities concurrently.
Work in a fast-paced, continuously evolving environment.
Win and close deals in competitive environments, as well as identifying new opportunities.