Key Account Manager – Central, Texas

Role Overview

• Develop new OEM accounts.
• Design and implement sales strategies to ensure the company meets its revenue and design win objectives.
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions.
• Research prospective organizations and identify the right customer stakeholders to sell to.
• Coach customer stakeholders and build consensus for ADLINK solutions within their organization.
• Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals.
• Independently and collaboratively strategize for solving deal level challenges.
• Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning.
• Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline.
• Track weekly, monthly, and quarterly performance and sales metrics.
• Experience aligning business outcomes and initiatives with technology requirements.
• Manage rep partners.
• Support and manage the relationships with all assigned customers, ensuring high customer satisfaction.
• Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc.
• Customer visits including giving technical presentations and product overviews to customers.
• As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities.

Requirements

• Bachelor’s degree in any discipline.
• 3+ years of work experience in any industry.
• Strategic Thinking
• Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges.
• Communication
• Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills.
• Interpersonal Influence
• Uses rational and emotion drives that would appeal to customers to drive negotiation conversations in his or her favor.
• Networking
• Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success.
• Workflow Management
• Highly organized with a rapid, yet methodical approach. Sets clear time-bound objectives that align with business growth.
• Negotiation
• Experience in large complex deal negotiations with a successful track record.
• Ownership
• Goes out of his or her way to complete a job with relentless drive to achieve results; is independent and self-directed.

Tech Stack

• SFDC

Benefits

• Medical, Dental, and Vision Insurance.
• Life, AD&D, Short Term Disability, and Long-Term Disability insurance.
• 401k retirement plan HSA, Health Care FSA and Dependent Care FSA
• Vacation and Sick Leave.
• Paid holidays and floating holidays.