Strategic Account Manager

Role Overview

• Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes, cross-selling, upselling, and implement account growth strategies
• Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs
• Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning
• Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed
• Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs
• Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts
• Provide product demonstrations and commercial training to account stakeholders
• Uncover customer needs, identify opportunities for cross
• and upselling, assist in response to RFx, and assist in preparation of quotes and proposals
• Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options
• Engage with the Commercial Team to develop account strategies, coverage, and follow-up
• Closely manage forecasts and achieve quotas
• Monitor and report satisfaction levels
• Update and maintain data in CRM or other applications
• Acquire, maintain and report accurate and detailed knowledge of product, market and competition
• Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc.

Requirements

• College degree or equivalent experience
• 10+ years of high-tech sales experience, including national/strategic account management
• Excellent communication skills; able to articulate clearly and effectively in person, over the phone and in writing; strong presentation skills
• Excellent interpersonal and problem-solving skills; ability to work with a minimum of direction and supervision to be able to translate broad directives into useful tactics and meaningful activities
• Understanding of large-company business practices; ability to influence and leverage company management and key contributors to achieve growth goals
• Ability to influence and gain consensus among multiple stakeholders in group purchase situations
• Ability to work cross-functionally and build relationships with core stakeholders
• Working knowledge and proficiency in Microsoft Word, Excel and PowerPoint
• Acumen for understanding complex technology systems
• Proven sales achievement/track record
• Open to travel up to 50% of the time anywhere within California

Benefits

• Attractive compensation package with 401K match
• Training Tuition Reimbursement Program
• Work-life balance with a flexible working schedule