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About the Role

The Senior Account Manager (SAM) will be responsible for finding and opening new accounts (Hunting) in the assigned territory. The SAM needs to be able to position Aspire solutions with decision makers, understanding the Aspire Value proposition and communicating the business outcomes an Aspire solution will deliver. The role requires presenting and selling Aspire solutions to C-Level executives and a working knowledge of Cisco technologies and their ecosystem.

Responsibilities

Find new prospects who have a need for Aspire services
Build a “trusted advisor” relationship with all your accounts
Build, maintain and grow profitable long-term relationships with all clients
Negotiate and close contracts to maximize Aspire’s long-term growth and profitability
Expand relationships with profitable new opportunities within existing clients
Introduce and sell managed services and managed security into all clients and prospects
Build trust with all core vendors and ecosystem partners
Align prospects and clients with the corresponding Cisco Account Manager (or other ecosystem partner)
Strategize with the Cisco AM (or other ecosystem partner) to earn deal registration
Act as the team lead and primary point of contact for client and prospect matters
Pursue client satisfaction
Work with Operations to build and verify quote accuracy
Work with distribution to find OEM promotions to improve sale profitability
Work with Aspire Solution Architects to develop solutions addressing client business outcomes
Negotiate the Statement of Business Outcomes with the client or prospect independently
Communicate client expectations regarding pre-sales materials and deliverables internally
Work with Aspire’s Professional Service team to verify accuracy and business relevance of Statements of Work
Communicate client expectations regarding project delivery, including business-impacting milestones, internally
Communicate accurate sales forecasts in Salesforce for resource planning
Support colleagues to help everyone excel
Complete compliance training by due dates

Requirements

Ten years or more track record of successful sales experience selling complex technical solutions to public sector or large enterprise accounts
Knowledge of Cisco portfolio and strong working relationship with Cisco
Experience in the partner community
Ability to quickly develop a deep understanding of the Aspire brand, services, and solution benefits
Ability to be a team player
Must be a competitive, high achiever, persistent in overcoming obstacles, competition, or setbacks
Highly motivated and able to work independently to deliver outstanding professional work
Creative problem solver
Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
Exemplify ownership and accountability in responsibilities
Willingness to learn and take constructive criticism

Skills

Cisco technologies
Cisco ecosystem
Salesforce
Communication skills
Presentation skills
Persuasion skills

Location

Assigned territory
Designated area of closest Aspire Office
Home (when not in client or partner meetings)

Work Type

Full-time
Travel required
Evening meetings/activities

Experience Level

Senior

Education Level

Bachelor’s degree or MBA preferred
Cisco sales certification preferred

About the Company

Aspire solutions