Ability to prospect and create opportunities within assigned accounts
Manage and optimize the overall customer account experience
Demonstrate knowledge of the customer's business to better influence customer needs
Identify solutions that address customer needs and lead efforts to sell those solutions
Build and maintain relationships with key executives and decision makers
Understand and navigate the customer's buying process
Meet or exceed C&E's stated financial quotas and targets
Negotiate and close sales opportunities
Manage opportunities and transactions to ensure long-term stability and sustainability of the book of business
Demonstrate proficiency with C&E's methods and processes and contribute your own experience in the following: Account Planning, Opportunity Planning, Forecasting, Lead-to-Quote, Performance Management, Need-Based Sales Methodology
Keep your pipeline up to date in Salesforce.com
Keep end-user contacts updated in our database

Experience in the AV/IT channel, with resellers and integrators
Fluent in French and English, both spoken and written
Experience working in a matrix selling environment, collaborating with technical presales and services
Substantial experience demonstrating products/solutions in the AV industry
Deep understanding of customer, channel, and partner requirements, and the ability to explain how a product/solution should be integrated to solve their problems
Strong prospecting skills using a variety of techniques including cold calling, social selling, email, and partner channels
Knowledge of regional/local customers, dealers, system integrators, and end users is required

Channel Account Manager

Key skills