The company is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.
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This role serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory, and/or industry. The focus is on understanding a client’s key business and IT challenges and requirements, driving value for the client, while maximizing revenue and margin for the company.
Work Conditions
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office of the company.
Responsibilities
- Develop and execute account plans to grow market share, focusing on large deals and value/volume management.
- Collaborate with management for future business strategies and independently determine sales methods.
- Leverage external partners, build relationships with IT and business executives (including C-levels).
- Use consultative selling to identify opportunities, ensuring ongoing revenue growth.
- Maintain high customer loyalty, advocate for client needs, and negotiate solutions.
- Develop business plans with clients, analyze industry and competitive data for strategic dialogue.
- Manage and forecast account activity, build a sales pipeline, and generate new business.
- Achieve sales quotas and margin targets; document opportunities in pipeline tools.
- Gather references and implement margin recovery strategies.
- Act as an interface for international accounts and coordinate supply chain options based on customer needs.
Education & Experience
- Bachelor's degree required; advanced degree or MBA preferred.
- 12+ years of relevant sales experience, including 5+ years in commercial account management.
- Expertise in products such as computers, printers, servers, storage, and related industry experience.
- Recognized as a sales strategy expert and mentor.
Knowledge & Skills
- Ability to motivate partners and manage complex sales negotiations.
- Strong time management, presentation, and relationship-building skills, especially with high-level executives.
- Skilled in financial and value-based selling, with extensive partner engagement experience.
- Proficient in managing end-to-end sales processes for large, complex deals.
- Knowledge of industry trends, company solutions, and the ability to translate customer business issues into solutions.
- Competitive selling skills and ability to sell across platforms and specialties.
This role emphasizes strategic account growth, complex sales management, partner collaboration, and high-level customer engagement, suited for a seasoned sales leader within the company.
