Key Account Manager
Job details
Do you want to work with a leading global software company in the data center industry experiencing double digit growth in each of the last 5 years? Do you want to represent a product that garners praise, kudos, and high marks from customers and industry analysts? If yes, come join us! The Key Account Manager is responsible for successfully managing the assigned territories (Australia and surrounding territory) and is expected to close new business by building trusted customer relationships with Data Center Operators and/or Facility Managers. Successful candidates should be able to identify opportunities, convert these opportunities into sales, demonstrate the value and ROI of Sunbird product/services, collaborate with cross functional teams to ensure territory success, and manage enterprise customer relationships. This is a remote role (Candidate must reside in territory) and reports to the West Region Sales Director.
Candidate must be able to skillfully execute these standard sales processes:
• Source, qualify and develop opportunities
• Understand customer buying process
• Develop & execute enterprise account strategy and tactics
ESSENTIAL DUTIES AND RESPONSIBILITIES Primary Responsibilities include (but are not limited to):
- Hunt for new business opportunities and consult with perspective customers on data center operations management solutions.
- Understand customer pain points and position solution appropriately to best address end-user needs utilizing consultative selling methods
- Understand key decision makers and help customer build case for solution, e.g. ROI modeling and securing budgets
- Coordinate appropriate company resources to support enterprise customer buying process
- Update CRM and provide regular updates to senior management on status and performance of customer accounts within the territory.
- Participate in industry or promotional events (e.g. trade shows, conferences) to cultivate customer relationships.
- Meet assigned sales targets and strategic objectives in assigned territory and accounts
- Other duties as assigned.
REQUIREMENTS/QUALIFICATIONS - A (minimum 5 years) proven track record of success in selling enterprise software applications and managing major accounts in the data center market.
- Passion for technology products.
- Ability to learn new technology, understand it, and articulate its value.
- Proven business development process and skillset.
- Experience in channel and direct sales.
- Strong discovery and qualification experience
- Proven referenceable track record of managing and developing major accounts at executive level.
- Strong account management and relationship building skills.
- Knowledge and experience of multi-level selling and account management in large corporate accounts.
- Possess an existing and current rolodex of data center infrastructure managers / directors / VPs, etc.
- Ability to converse and consult with customers, providing educational value during the process.
- Formal strategic/solution sales training (Sandler, Challenger, Strategic, SPIN, etc.)
- Ability to use Microsoft Office/Exchange, and CRM systems
- BA/BS degree or technological certifications are preferred.
WHY SUNBIRD? We are all about delighting our clients and live/breathe the end client/user experience We love to do great work and praise our teammates for their great contributions We believe in collaboration, teamwork, creativity and taking initiative Interested? Read on for additional details about this opportunity to join our amazing team!
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