Position Summary :
The Senior Account Manager is responsible for achieving sales quota in assigned territory through direct sales to Service Provider / Cable MSO and fix wire line customers.
This position controls the accounts directly even if the business is booked through channels.
Basic Account Manager Duties and Responsibilities
- Adhere to company policies and ethical guidelines
- Consistently follows a selling process
- Responsible for booking business per the company bookings policies and revenue recognition policy
- Understand the customer’s business and how our products impact their business
- Develops strong relationships and coaches in the accounts
- Develops a pipeline of 4X quota and is constantly prospecting in new or existing accounts
- Consistently calls on VP or C level in accounts
- Excels in finding customer pain and demonstrating our value to the customer in business terms
- Excels in developing relationships with customer management
- Works collaboratively with Sales Engineers to ensure ongoing account technical support.
- Follows company strategy and direction
- Consistently exceeds sales quota
- Consistently develops ROI value proposition for customers
- A leader in the organization through positive energy and collaborative approach
Substantial travel within region and occasionally beyond is required
Candidate will need to be located within the east coast of the US.
Education Requirements :
Bachelor’s degree in Computer Science or related degree
Attended several selling methodology courses
Experience Requirements :
5 + years sales experience in computer networking
- 5+ years’ experience in IT
- Experience selling in the Cable MSO / Fixed Wire line space
- A quantifiable track record of success demonstrated by territory / professional growth
- A solid, articulate understanding of our technology, market, and client profile
- Track record of exceptional and consistent quota achievement
- Proven success, established customers and contacts, and solid territory knowledge
- You will need the skill to independently, work with large, complex accounts
- Ability to source, pursue and close new business
Physical Demands :
While performing the duties of this job, you regularly will be required to talk and hear. This position requires the ability to occasionally lift company products and supplies, up to 50 pounds.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
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