Strategic Account Manager - West Coast York Telecom
Location : Los Angeles CA US 90001
% of Travel Required : 50-60%
Job Type : Full Time
Shift/Hours : First Shift (Day)
Career Level : Experienced (Non-Manager)
Education : Bachelor's Degree
Skill : Sales -> Outside
Category : Sales/Retail/Business Development
Job Description :
At Yorktel we don?t make video, we make video work. We design, integrate and manage world-class video solutions that enable visual communications ? anytime, anywhere, anyway. From video conferencing to streaming video, media services to digital signage, Yorktel makes video work ? for you.
Our philosophy is clear: Simplify. Innovate. Connect.
We are currently seeking a qualified Strategic Account Managers to identify, qualify, and close managed video services and business video solutions. The role will sell into large engagements and focus on a defined set of business services and solutions for video. The Strategic Account Manager (SAM) will demonstrate proficiency in identifying and selling enterprise opportunities that lead with Yorktel services offerings and solutions. The SAM is responsible for the development and sales of solution opportunities that involve technology, professional services, and change to major enterprise companies in the Western United States. Must be skilled in the identification, qualification, presentation, and closing of technology services to solve unique business problems. You will be involved in the total sales cycle including prospecting, proposal preparation and presentation to new clients and growing the services business in targeted accounts. The successful candidate will have consistently demonstrated the ability to exceed quota assignments, manage complex sales cycles in the development of new business while ensuring ongoing customer satisfaction.
Identify, quantify, qualify and close services solutions
Establish a professional, working, and consultative relationship at the CXO level and with executives in lines of business to interpret business requirements and challenges to translate them into technical solutions
Maintains expertise on Information Technology at all levels- new applications, maintenance, typical budgets, typical objectives, etc
Meets or exceeds monthly, quarterly, and annual revenue & margin quotas
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. Manages end-to-end sales processes in large deals
Researches and understands the client's industry
Deeply understands client business strategies and challenges
Aggressively maintains high-level of customer loyalty and builds trust and integrity in the sales cycle
Demonstrates breadth and depth of knowledge in aligning York Telecom capabilities to client business and IT priorities, and positioning relative to competitors
Advocates for client needs during sales cycle and in addressing any delivery issues
Builds and execute on Account Plans that includes both short and long term objectives
Actively drives Account Plan results through effective account management and reviews
Builds and orchestrates sales pipeline activity.
Ensures active nurturing of deals and movement of opportunities to close
Manages a balanced pipeline representing all of the businesses being pursued
Engages partners effectively to improve win rates and delivery of selected deals
Orchestrates all York Telecom resources and sponsorship essential for executing the account business plan.
Job Requirements :
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
Aggressive in pursuing opportunities
Experience in large revenue and complex deals: multi business unit, multi-product line and multi-partner
Knowledgeable in competitors' offerings to be able to sell large solutions
Strong sales process methodology
Direct and measurable experience selling, designing and implementing complex, customized engagements
Ability to lead, motivate and influence others (internal & external) to achieve results Proven track record of selling and/or delivering solutions to large-scale enterprise companies across all industries.
Experience in identifying, qualifying, proposing and closing business opportunities, including applications, technology, and/or process improvement.
Executive presence with excellent communication skills and the demonstrated ability to develop and harvest relationships with both business and IT executives. Ability to craft and present a value proposition, including a client-specific solution. Solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements.
Experience selling and delivering value add solutions to clients
Hands-on experience and understanding of structured methodologies for the implementation of solutions, process improvements and/or service transformation. Exceptional written and verbal communication skills, proficient in Microsoft PowerPoint, Word, Excel, etc
Outstanding teamwork, relationship building, and mentoring skills
Experience in consultative selling of services - minimum 8 years At least 3 years experience in business development / sales role within large scale consulting or professional services organization
At least 5 years experience in identifying, qualifying, proposing and closing business opportunities, including applications, technology, and/or process improvement.
At least 4 years experience in current/recent track record of being a lead or holding individual ownership of at least $8million in solution/consulting sales to enterprise customers
At least 3 years experience in developing and presenting client value propositions, including a client-specific solution
Solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements
Readiness to travel Up to 4 days a week
Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution. Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals
Expert in the sale of IT services and outsourcing
At least 10 years experience in business development / sales role within large scale consulting or professional services organization
At least 10 years experience in identifying, qualifying, proposing and closing business opportunities, including applications, technology, and/or process improvement.
At least 10 years experience in current/recent track record of being a lead or holding individual ownership of at least $8million in solution/consulting sales to enterprise customers
At least 8 years experience in developing and presenting client value propositions, including a client-specific solution
Solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirementsAdditional Requirements:
Frequent sitting, standing, walking
Domestic travel requiring multi-night stays within and at times outside the local work area
A valid U.S. driver?s license is a requirement and must have a positive driver?s abstract
Must be willing to complete background check and drug screen as required by current or future contracts
Must be willing to apply for security clearances, suitability, and other related clearances to be able to access certain customer locations
Offer Relocation : No
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