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About the Role

The Strategic Account Manager will 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, and promotes/sells/secures orders from existing and prospective customers through a relationship and solution-based approach. The position requires presenting existing products and services, understanding client needs, and efficiently communicating them to internal service teams.

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 using a relationship and solution-based approach.
Present existing products and services to current and prospective clients.
Ensure client requirements are understood and communicated efficiently to internal service teams.
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.
Accurately forecast business and apply basic understanding of business financial principles.
Represent customer requirements to Yorktel and direct customization and deployment of products and services.
Make recommendations and be actively involved in the design and development of Yorktel products and services.
Influence internal and external customers to achieve mutually desirable outcomes.
Make recommendations to internal parties and customers regarding concerns or issues and ensure problem resolution.
Communicate answers to complex questions and respond to detailed inquiries.
Protect all internal and external confidential information using discretion and judgment based on company policies.
Interact with Sales, Purchasing, Accounting, Engineering, Production, and Logistics departments to ensure successful product execution.
Drive revenue through recognition and realization of opportunities within accounts.
Leverage Yorktel’s products and services to enhance customers’ business and grow opportunities.
Help build the message to sell Yorktel Microsoft and Cisco voice offerings.
Contribute to the creation of stakeholder maps for accounts and determine coverage plans.
Develop 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 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.
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 proposals, and build interactive presentations outlining features, benefits, and unique selling points.
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.
Other Duties as assigned.
Keep up to date with the latest technology trends to answer client inquiries for solutions.
Translate technical concepts for non-technical buyers.
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.

Requirements

Proven track record selling audio-visual integration, communication collaboration, IT integration, hardware, software or related technology-based product or solutions.
Advanced conflict resolution skills.
Must have advanced conflict resolution skills.
Ability to forecast business accurately.
Basic understanding of business financial principles is essential.
Must be comfortable managing relationships with executive level contacts.
Excellent ability to successfully interface with clients and handle multiple priorities concurrently.
Dedication and commitment to get the job done.
Able to work in a fast-paced, continuously evolving environment.
Self-motivated and ability to work independently.
Knowledge of sales and marketing concepts.
Successful track record of winning and closing deals in competitive environments, as well as identifying new opportunities.
High capacity to learn and adapt.
May require occasional lifting (up to 50 lbs).
Requires extensive sitting, standing and walking.
Limited weekend and/or night work may be required.
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.

Skills

Excellent verbal and written communication skills.
Strong presentation skills.
Superior negotiation skills.
Net profit bottom line mentality.
Consultative sales experience with long sales cycles in the Collaboration industry.
Proficiency in Microsoft Outlook, PowerPoint, Excel, Word and Project.
Experience with various Sales Software and pipeline software.

Location

Domestic travel requiring multi-night stays within and at times outside the local work area.
International travel may be required.

Work Type

Full-time

Experience Level

Experienced in consultative sales with long sales cycles in the Collaboration industry.
Proven success building new business relationships with executive-level management.

Education Level

CCIE desirable
CVE desirable
MCSE desirable

Salary/Compensations

excellent salary and benefits package

Benefits

401k
Flex 125 plans

About the Company

For over 35 years, Yorktel has been the video managed services partner around the world for some of the largest business and government agencies.
With over 10,000 video systems under management worldwide – more than any other video communications service provider – Yorktel has the proven expertise and global reach to deliver enterprise-quality visual communications.

Equal Opportunity

We conform to all the laws, statutes, and regulations concerning equal employment opportunities and affirmative action.
We strongly encourage women, minorities, individuals with disabilities and veterans to apply to all of our job openings.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, genetic information and testing, family and medical leave, sexual orientation and gender identity or expression, protected veteran status, or any other characteristics protected by law.
We prohibit retaliation against individuals who bring forth any complaint, orally or in writing, to the employer or the government, or against any individuals who assist or participate in the investigation of any complaint or otherwise oppose discrimination.