07-104 Strategic Account Manager (Southwest, USA)

Purpose of position
The Strategic Account Manager (SAM) is responsible for uncovering and driving new business within the Retail, Financial and Commercial / Industrial vertical markets - mainstream and niche - and to look for strategic methods to capitalize on opportunities. The SAM will author and own the Business Plan for their territory and actively be involved in the development of his / her BDM. He/she must have expertise in the vertical market, understand channels to market and assist in the channel strategy in order to achieve success. He/she must be an excellent communicator and team player, as they will interact with all other departments in the organization. This is a cross-functional position that works with Finance, Marketing, Professional Services, Sales, Legal, Product Management and Engineering. The SAM must have a strong, mutual respect for and professional relationship with the Product Manager Prime. The SAM will initiate, develop and maintain relationships with key end-user decision makers, March Networks' customers, prospective customers and end users. The SAM will be extremely motivated and have a prior track record solution selling using consultative selling techniques.

Duties

• Establish and manage effective business development program to maximize company growth.
• Develop and maintain communication with new and current clients in order to facilitate future sales.
• Work with the Director of Sales and executives to ensure that business development activities support the strategic objectives of the company.
• Research and deliver executive-level strategic marketing presentations
• Gain and maintain expertise in the verticals with a focus on winning new business.
• Submit accurate rolling product and sales forecasts looking out 360 days leveraging the corporate CRM solution.
• Uncover and create new business opportunities through independent prospecting, including cold calling.
• Work with the partner network to develop joint business plans, value propositions and marketing programs.
• Cultivate trust and credibility with peers and maintain strong working relationships at all levels of the organization.
• Able to conceive and execute on effective marketing and prospecting programs to increase awareness of Critical Mass among qualified prospects.
• Represent the company at networking functions, speaking engagements and other industry-related events.
• Expertly demonstrate products to prospects and customers and communicate effective vertical market strategy across the organization.
• Manage sales forecasts and market analysis and assess competitor activity in the retail vertical.
• Submit reports pertaining to sales activity, potential sale opportunities and market trends.
• Give constructive and quantitative information to help in the maintenance of product and sales manuals, technical documentation and pricing schedules.
• Maintain knowledge of industry trends through trade publications and relation information.
• Participate and assist with trade shows, conventions, customer functions and industry-wide affairs as needed.
• Develop and maintain a Strategic Sales Plan to exploit the full potential of the specified accounts, monitor constantly and provide updates to upper management.
• Position requires strategic sales aptitude with the ability to sell March Networks solutions to all levels within the target vertical and the ability to identify all strategic buyers within an account.
• Execute, at the direction of the Vice President of Sales, non-sales related functions that in the corporation’s view, further the corporation’s general advancement.
• Maintain and exceed the ethical standards for March Networks employees.
• Identify possible OEMs and raise these to Senior Management.
• Develop and continue to refine a list of target third party supplier companies, and contacts deemed influential to developing business with those targets.
• Act as the primary point of contact for the business verticals in their respective territory. Expertise in the verticals is mandatory.
• Continuously manage for market, margin and inventory optimization.
• Work with executive management, and sales and marketing, to ensure competition and any other threats to (or opportunities for) the business are effectively monitored and proactively dealt with.

Education / Qualifications 

• Bachelor’s degree from a four-year college or university.
• Degree in a business and/or technical discipline.
• Requires 5 or more years of experience in business development or sales support.

Experience

• Disciplined self-starter with 5+ years of consultative selling experience in a technical discipline.
• A track record of success in selling both hardware and software solutions
• Must have the ability to explain technical products/topology to a wide range of disciplines.
• Proven track record in developing effective strategies and customized proposals that win new business from sophisticated buyers within the vertical.
• Excellent oral and written communication, persuasion, diplomatic and interpersonal skills; experience in researching, writing and delivering marketing proposals and presentations. 
• A demonstrated ability to work in a highly entrepreneurial setting where 'many hats' must be worn and decisions need to be made quickly, sometimes with minimal management direction.
• Experience selling to high-level sophisticated buyers at Fortune 1000 companies.
• Hard driving, "Close the Deal" attitude will be important, but must be balanced with flexibility, patience and adaptability.
• Ability to use sales and cold calling methodologies to effectively overcome client objections and book prospecting meetings.
• Team player, strong work ethic, ability to work with minimal supervision, results-oriented, flexible, patient and adaptable.
• An understanding of Internet and wireless technologies.
• Proven track record in providing customer satisfaction.
• Strong written, project management and technical aptitude skills are essential.
• A high degree of tact and diplomacy is required.

Complexity 
Position involves a high degree of complexity and judgement due to the technical/marketing/business elements of the role. Complex decisions, which have significant and strategic commercial impact, must be made by this individual on a regular basis and in an environment that is extremely competitive and dynamic. Due to the potential for channel conflict, decisions of a highly sensitive and political nature must be made that will protect the best interests of March Networks and thatmust mitigate potential risk to the company. This position also requires a "balancing act" between end users and channel partners as we execute on our end-user, pull-through strategy.

Responsibility 
The individual is responsible for all aspects of the verticals development and success. The decisions made directly impact both customers and the company’s financial performance. Significant company resources are directly influenced by this position. Incorrect decisions can have a dramatic market, financial and legal impact. The individual will often have to make immediate decisions, which may affect the relationship between March Networks and its channel partners.

Apply Now
Please send your resume in confidence to opportunitites@marchnetworks.com quoting position #07-104