Job Responsibilities
- Establishes productive, professional relationships with key personnel in assigned vertical markets.
- Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach.
- Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet performance objectives and customers’ expectations.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned markets
- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
Accountabilities and Performance Measures
- Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
- Makes telephone calls and in-person visits and presentations to existing and prospective customers.
- Researches sources for developing prospective customers and for information to determine their potential.
- Develops clear and effective written proposals/quotations for current and prospective customers.
- Expedites the resolution of customer problems and complaints.
- Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
- Analyzes the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization.
- Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
- Identifies advantages and compares competitors’ products/services.
- Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
- Provide management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
- Participates in trade shows and conventions.
- Accurate weekly forecasts of sales figures.
Organizational Alignment
- Reports to the Regional Director
- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
- Closely coordinates company executive involvement with customer management.
- Works closely with Channel Account Managers and Pre-Sales Engineers to ensure customer/business partner satisfaction and problem resolution.
- Maintains high customer satisfaction ratings that meet company standards
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
- Completes required training and development objectives within the assigned time frame.
Minimum Qualifications
- BS degree in Computer Science or related engineering field or equivalent practical experience.
- 5 years of commercial software, storage or networking engineering experience.
Environmental Job Requirements and Working Conditions
- This position normally requires 25% time of domestic travel but at times a little more.
- All prospective employees must pass a background check.
