Account Manager LIC - Cisco, West

Summary: 

The Account Manager is responsible for driving sales with both new and existing customers. Account Managers are responsible for managing the inbound interactions from customers within a specific segment and includes generating quotes, fielding and responding to inquiries, driving deals to closure, processing orders, and overflow quotes and orders. This individual will navigate internal departments and resources to answer customer inquiries and effectively close deals. The ideal candidate for this role is a fast learner, hardworking, high energy, results driven individual.  This role will be responsible for achieving their defined SLA’s, KPI’s, and other goals. 

Essential Job Duties: 

Business Development:

• Build, nurture, and grow relationships with the assigned accounts
• Focus on retaining and increasing ScSc’s share of wallet across the assigned account base
• Identify opportunities at the assigned accounts for further penetration and growth of the ScSc solution set
• Support the pipeline and forecast management by leveraging Salesforce.com
• Engage in account planning activities for the assigned accounts to help identify key decision makers, determine account health, key areas of opportunity, strengths, and potential risks
• Participate in regular business reviews and QBR’s
• Responsible for attaining quota based on the assigned account base
• Generate quotes and provide to customers, refining quotes as the deal negotiations progress
• Collaborate with other ScSc resources including Services, FS, and Sales Support to support deal closure
• Articulate clear value proposition to drive new opportunities

Customer Enablement:

• Coordinate order processing with the Sales Support Team in an organized and effective manner.
• Ability to identify additional ScSc solutions that will help accounts capitalize on market opportunities
• Research market and industry trends and the competitive landscape to understand ScSc strengths in the market
• Develop strong understanding of the business model of assigned accounts in your territory

Leadership:

• Develop and maintain relationships with key business stakeholders at assigned accounts
• Quickly develop trusting and collaborative relationships with both internal and external stakeholders

Business Acumen:

• Understand varying business models and how ScSc solutions enable customer success
• Ability to leverage consultative sales skills to support and advise accounts
• Proven strong communication, listening, and presentation skills to varying audiences
• Strong organizational skills and ability to manage multiple deadlines

Solution Selling:

• Ability to qualify customers’ needs and determine ScSc leverage points that resonate with the account
• Understand end customer markets and decision drivers
• Strong negotiation skills and ability to effectively close deals

Technical Acumen:

• Understanding ScSc solution set and how those solutions will support and enable customers
• Ability to engage with technical teams to sell and close deals

Other duties as assigned

Reporting Relationships: 

• Director, Sales

Requirements: 

• Four-year degree from an accredited college or university, preferably in business or management, or equivalent work experience
• 1 - 3 years experience in a sales or account management role
• Experience selling Cisco products and services preferred
• Understanding of ScSc solution landscape
• Demonstrate organizational skills and ability to successfully manage multiple deadlines
• Experience working collaboratively with cross-functional teams
• Previous success in managing $5M+ in annual quota
• History of high performance (e.g. achieving or exceeding quotas, achieving KPIs, etc.)
• Proficiency in SAP and Salesforce.com, a plus

Physical Requirements: 

• Ability to sit at a computer terminal for long periods of time.
• Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
• Ability to travel 10% of the time
• Ability to lift 10 pounds.

Compensation:

Base Range : $52,000 + commissions earned

For commissioned sales roles, the hiring range reflects a draw amount only as commissions are determined based on individual sales performance and cannot be estimated.  Commissioned sales roles are not subject to a draw claw back and therefore the draw amount can be predicted as the hiring range for this position.

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision.  Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire).   In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO.  ScanSource also celebrates 8 paid company holidays.

 ScanSource, Inc. is an Equal Opportunity Employer

EOE/M/F