SLED Account Manager - IMPEX Technologies

SLED Account Manager

Northern California

IMPEX Technologies is hiring experienced SLED Account Managers to join our growing sales team in Northern California. Our SLED Account Managers earn a competitive base salary, exceptional commissions and benefit plans – along with top training and support, and recognition for high achievers. If you’re coachable, persistent, smart, executive-savvy, and looking for your next great adventure, IMPEX is looking for you.

Account Managers are responsible for business development, new account acquisition, achieving sales targets, and maintaining high levels of customer satisfaction within an assigned territory.

Sales Responsibilities

Execute sales strategy by identifying customer needs and selling the appropriate hardware and company services
Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducing in person meetings, and partnering with vendors or manufacturers
Maintain a targeted understanding of customers’s business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business
Meet or exceed annual sales top line revenue and margin goals as defined by management
Drive profitability and grow revenue for target accounts in partnership with inside sales team
Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools
Performs extensive proposal writing and prepares sales information for customers

Account Management

Manage individual sales objectives to include sales orders and billing activities to support quarterly goals
Manage on-going customer account relationship to include updating account information in company systems and resolving customer satisfaction issues
Work with inside sales team to ensure that quotes are provided and order requests are processed accurately and with engineering team to accurately scope projects
Manage past due invoice resolution with accounting to ensure proper collections
Develop and maintain solid business relationships within the various decision-makers and influencers at all levels at each target account
Understand each target customer’s business model, map their organization and identify their unique technology needs

Strategic Planning & Presentation

Performs deep analysis of account base including “heat maps” to determine key areas of opportunities
Develop and execute marketing and business plans to drive revenue and profits
Work with sales leadership and team to provide feedback, develop specific vendor relationships, advance new company initiatives and mentor new employees to enhance all aspects of the sales strategy
Attends monthly/quarterly account planning/penetration sessions with our strategic manufacturing partners’ AMs
Presents a Quarterly Business Review to Sales/Ops Manager each quarter which will focus on past performance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals
Provide in-depth customer technology roadmap and collaboratively work with inside Account Manager to uncover new sales opportunities
Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory
Use monthly forecasting and pipeline management to manage sales growth
High performing AMs have the demonstrated ability to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely in a variety of settings
Ability to reach expected sales quota the first 90 and 180 days of employment leveraging existing vendor and customer contacts, as well as past experience and track record of meeting and exceeding sales quotas
Strong collaboration skills and ability to work closely and effectively with members across departments and at all levels of the organization
Proven track record in developing relationships with customers and vendors, and ability to translate client business needs into solutions

Required Skills

Bachelor’s degree preferred, or equivalent experience
At least 3 years of experience in the Public Sector space
At least 3 years of experience in outside IT sales (customer facing), focusing on infrastructure, storage, cloud, network, security, professional services or managed services
Experience selling advanced technology solutions from Cisco, Dell/EMC, Nutanix, HPE, Pure Storage, Rubrik, VMware, etc. preferred

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