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Connection · 1 day ago

Inside Account Manager - Enterprise

United States

Full-time

Remote

Mid, Senior Level

$45K/yr - $95K/yr

5+ years exp

Connection is a company that guides the connection between people and technology, helping customers manage their IT needs. The Inside Account Manager (IAM) is responsible for providing proactive direct sales support for Enterprise Account Executives, managing client support, generating demand, and identifying new business opportunities.

ComputerEnterprise SoftwareGovernmentInformation ServicesInformation TechnologyService IndustrySoftware

No H1B

Responsibilities

Functions as the lead of an inside sales team, mentoring, monitoring, quarterbacking and delegating support tasks to a client operations team

Manages and grows velocity product lines within existing client base by obtaining assigned monthly/quarterly revenue and GP goals

Develops and maintains current velocity product line knowledge from top leading technology market leaders. Velocity product lines are defined as desktops, laptops, mobile devices, low end servers, peripherals, printers/scanners, supplies, monitors/displays, accessories, and All Other Software (AOS). + Velocity Proposal Management – delegation and inspection of velocity proposals under $25,000. Proper follow up on associated client quotes

Owns proposals over $25,000 to ensure pricing accuracy, project management, OEM deal registrations, and logging Salesforce activity associated with each opportunity

Establishes, builds and maintains strategic relationships with clients, OEM sales teams and distribution partners

Prepares, analyzes and presents client activity reports

Salesforce activity management to ensure all qualifying projects are recorded and updated proactively. Client quotes over $100k should have the Quote to Opportunity feature used in Salesforce the same day the quote has been entered with proper next steps and follow-up actions logged. + Provides complex solution proposals requiring technical configuration support + Furnishes customer quote & follows up on opportunity + Maintaining a 4 hour customer response to requests + Proactive management of software renewal quotes to be identified, strategized with the EAE, and sent to the client a minimum 30 days prior to renewal. + Works with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations + Escalates orders and provides over flow assistance for order entry & pricing verification review + Provides open order management process support for complex orders only + Maximum 20% of time spent in order and quote entry

Provides RMA escalation assistance to Inside Sales Support team

Responsible for the daily team communication with our customers, manufacturer partners & suppliers

Works with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins. + Smart Sourcing Initiatives + Contractual Limitations + Utilize Partner Programs to manage customer bids and deal registration submissions + Regular buying/prospect account reviews to ensure GP maximization and account strategy attainment

Works with Inside Sales Support Team to create, maintain and manage customer standards and catalogues

Provides self-service customer trainings and handles MarkITplace platform demonstrations at a moment’s notice via Webex (sourcing model, quote/order management, Special Price Monitoring, product search, reporting, license/renewal management, process improvement, & RMA capabilities)

Responsible for proactively identifying net new opportunities by leveraging the following areas + Monthly Spend Analysis & Standards Management Review + Mandatory monthly customer whitespace analysis followed by a specific strategy to gain that line of business. Standing monthly review of current business to target new cross sell / up sell activity + Proactive weekly calls to key OEM inside/outside sales team relationships. Target should be 5 OEM contacts reached per week and 25 OEM reps per account total. + Proactive weekly calls with key internal BDMs, SBDMs, SMEs, TSEs, and other manufacturer specific resources

Accountable for overall daily team management, customer satisfaction and the relationship management with our customers and partners

Responsible for proactive Salesforce entries per day per EAE supported with activities focused on new lines of business, strategic project calls, strategic OEM calls, and overall prospecting calls into the account

Responsible for daily utilization of Cloud:59 with minimum logins monthly and 2 video posts per quarter

Participates in and meets minimum Sales Management expectations for quarterly sales promotions and campaigns

Performs other duties as assigned

Qualification

SalesforceIT solutions salesTechnical expertiseCustomer serviceMicrosoft OfficeOrganizational skillsVerbal communicationWritten communicationTeamwork

Required

Bachelor's Degree or the equivalent combination of education and work experience

5 years of work experience to qualify for role

7 years of work experience to be fully proficient

Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint

General degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions

Knowledgeable on major velocity OEM product lines with understanding of current technologies

Previous reseller experience in a similar role that provided high value, high volume client support

Recent and relevant experience selling IT solutions at a competitor VAR or Tier 1 manufacturer/publisher

Committed to customer service, attention to detail and responsiveness are critical

Ability to think strategically and leverage resources

Requires a strong work ethic, positive can-do attitude and ability to work in a team

Results oriented, self-driven and motivated

Excellent written communication skills with ability to compose professional business communications via email, letter, and proposals

Excellent verbal communication skills with ability to present professional demonstrations, communicate and sell effectively to mid and senior level management

Strong organizational skills with ability to manage multiple priorities

Ability to work flexible hours to support assigned customer time zone

Preferred

An experienced, mature and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT software and related services directly to large enterprise accounts

High degree of technical expertise with a working understanding of software solutions

Knowledgeable on major strategic Software Publisher product lines with understanding of current technologies, programs and processes

Microsoft, VMware, Cisco, HP, Dell, Lenovo, ServiceNow sales certification preferred