Account Manager - Enterprise

Job Summary

The Account Manager - Enterprise leads F accounts in an assigned country, geographic territory and / or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company.

Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities.

Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. This person will help define long-term organizational strategic goals, build key customer relationships, identify business opportunities, negotiate, and close business deals and maintain extensive knowledge of current customer priorities and market conditions.

The Account Manager - Enterprise will find potential new opportunities, present them, ultimately convert them into clients, and continue to grow business in the future in partnership with non-direct reporting resources.

This role will also help manage existing clients and ensure they stay satisfied and positive. They call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.

They also serve as leaders within the Enterprise sales team, setting the standard for performance and results, and assisting with the creation of new processes and structures.

Essential Duties and Responsibilities

• Develops account plans and long-term sales pipeline to increase the company's market share.
• Focuses on larger deals / opportunities and value and / or volume portfolio management and selling a range of company products and solutions.
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C level Executives.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Contribute to business development initiatives that are consistent with the BU’s overall strategy.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops business plan in conjunction with the customer.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving / managing quarterly, half yearly, annual quota and / or margin.
• Enters all opportunities in pipeline tool and updates them weekly.
• Builds a list of customers willing to be a reference in person or print.
• Ability to implement margin recovery activities / strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities.
• Other duties as assigned.

Supervisory Responsibility

This position has no supervisory responsibilities.

Travel Requirements

Travel Requirements : Less than %

Education

Minimum : High School Diploma or GED

Experience

Enterprise sales for hardware / software company

Quota-carrying account management roles

Knowledge, Skills, and Abilities

• Knows how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
• High level of negotiation skills at high level customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.

Proactive presentation of value solutions.

• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end- to-end sales processes in complex, large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.
• Uses CRM, Microsoft to manage account and inform the business
• Open and Trustworthy you think the best of those around you, ask questions to confirm this and avoid jumping to conclusions.

You treat others with respect.

• Self-aware you understand how others perceive you and can understand a situation from the perspective of others.
• Results Oriented you identify areas where we can improve as a team and raise and address them directly.
• Accountable you take ownership of yourself and your circumstances
• Collaborative - you share early and often to engage those around you.

Working Conditions and Physical Requirements

• Able to sit / stand for a long period of time in an office environment
• Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components

Disclaimer

This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications and CaptionCall.

It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.

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Equal Employment Opportunity :

CaptionCall and Sorenson Communications are an EOE, Disability / Age Employer.

Company Summary

Our Mission Harnessing the power of language, we connect diverse people and enrich the human experience.

Our Vision To provide global language services that expand opportunities, nurture belonging, and empower the world to connect beyond words.

As one of the world’s leading language services providers, Sorenson combines patented technology with human-centric solutions.

We strive to increase diversity, equity, inclusion, and accessibility for underrepresented people through communication solutions for all : call captioning and video relay services, over-video and in-person sign language and spoken language interpreting, translation, real-time captioning, and post-production language services.

Sorenson’s impact vision and plan extends to supporting employment opportunities for diverse employees, customers, and communities.

As a minority-owned company, we are committed to expanding opportunities for underserved communities while promoting an inclusive workplace for our own employees.