Senior Account Manager
in California

PRIMARY OBJECTIVE OF POSITION

The Senior Account Manager is responsible for prospecting new business opportunities, while also managing an existing account base. The account base may consist of the house assigned accounts as well as those personally developed by the Senior Account Manager. The opportunities can include managed services, professional services, and procurement services. All opportunities must align with the core capabilities of Company from a services delivery capability. The Senior Account Manager will at all times present themselves professionally to Company prospects and customers.

Key Elements of the Role

• The primary responsibility of the Senior Account Manager is the achievement of gross profit targets
• Actively engage in internal company meetings; be prepared to present the current sales pipeline in a concise and consistent manner during sales meetings
• Ensure a high level of responsiveness, communication, and professionalism with Company’s customers in all interactions
• Assigned leads should be contacted within four hours of the lead assignment; all details of the initial meeting will be clearly detailed in CRM systems. Diligently follow up with assigned leads on an appropriate cadence to develop opportunities within the prospective account
• Maintain an accurate and regularly updated sales pipeline from the identification of the opportunity through close; be cognizant of the drivers in the various opportunities to determine the appropriate sales stage for each opportunity
• In prospecting activities quickly identify those engagements that fall outside of Company’s core capabilities. As appropriate refer to such opportunities to strategic partners of Company.
• Draft accurate and competitive proposals using the appropriate Company sales tools in collaboration with the services team. Statements of work will be created on Company standard templates. Statements of work will have a concise business value statement and a summary of the services to be provided. All procurement related quotes will have accurate pricing and costs included in the quote
• Attend all recurring meetings with managed services clients that are chaired by the Technical Account Manager; participate in such meetings by actively listening for opportunities to improve client’s business with the use of technology and Company services
• Continuous development of both technical sales knowledge based on the direction of immediate supervisor. As necessary, the Senior Account Manager will attend Company partner training and take all necessary certification tests to maintain good standing in various partner programs
• Additional duties and projects as assigned

LEVEL OF EDUCATION, EXPERIENCE OR SKILL SET

• Five years of direct selling experience in technical managed services and professional services
• Excellent organizational skills; enthusiasm for multi-tasking
• Strong interpersonal and communication skills; both verbally and in writing
• The ability to demonstrate, active listening, and customer care

EXPERIENCE

• Managed Services Sales: 3 years (Preferred)
• IT service management: 1 year (Preferred)