Strategic Account Manager

Job Description

Job Description

For over 35 years, Yorktel has been the video managed services partner around the world for some of the largest business and government agencies. With over 10,000 video systems under management worldwide – more than any other video communications service provider – Yorktel has the proven expertise and global reach to deliver enterprise-quality visual communications.

Yorktel is currently seeking a Strategic Account Manager who will work to achieve maximum sales profitability, growth, and account penetration within assigned accounts. The position is responsible and accountable for overall sales processes from initial contact and understanding client needs to the closure of the product/service delivery. Promotes/sells/secures orders from existing and prospective customers through a relationship and solution-based approach. The Strategic Account Manager must present existing products and services to current and prospective clients and is accountable for ensuring client requirements are understood and communicated to service teams within Yorktel efficiently and effectively.

This position reports directly the VP, Enterprise Sales – North America. The VP, Enterprise Sales, North America, will provide direction and support to the Strategic Account Manager regarding the following areas: development and improvement, career development and client escalation issues. This position will also work closely various departments to identify, develop and deploy service offerings and lead strategic engagements with major customers.

Ability to pursue audio visual, managed services, and voice integration business opportunities for Yorktel within enterprise corporate space, as well as other potential growth markets. Proven track record selling audio-visual integration, communication collaboration, IT integration, hardware, software or related technology-based product or solutions. This position must have the ability to establish and maintain strong working relationships both internally and externally. Excellent verbal and written communication are necessary. Strong presentation skills are an essential function of this position. Superior negotiation skills coupled with a net profit bottom line mentality is required. Must have advanced conflict resolution skills. When required the Strategic Account Manager will be required to manage actives within Global Enterprise Accounts. The ability to forecast business accurately and have basic understanding business financial principles is essential.

The Strategic Account Manager will represent customer requirements to Yorktel and will play a major role in directing how Yorktel products and services are customized and deployed in based on the client solution. This position will make recommendations and be actively involved in the design and development of Yorktel products and services.

Internal and External Relationship Responsibilities:

This position regularly works in a team of individuals with varying degrees of expertise and influences internal and external customers to achieve a mutually desirable outcome. This position will make recommendations to internal parties and customers in regard to concerns or issues and ensure resolution of any problems working closely in conjunction with assigned clients.

This position must regularly communicate answers to complex questions and respond to detailed inquiries. This position handles and is expected to protect all internal and external confidential information and must utilize discretion and judgment based on company policies and procedures. Responsible for interaction with all Operations and Corporate Services departments including, Sales, Purchasing, Accounting, Engineering, Production and Logistics to ensure the successful execution of all products.

• Experienced in consultative sales with long sales cycles in the Collaboration industry.
• Drives Revenue through recognition and realization of opportunities within accounts.
• Works with customers and Yorktel resources to leverage Yorktel’s products and services to enhance customers’ business and grow opportunities.
• Helps build the message to sell Yorktel Microsoft and Cisco voice offerings to other parts of their customers business. Contributes to the creation of stakeholder maps for accounts and determines and orchestrates a coverage plan.
• Develops Sales annual account action plans.
• Identify all customer contract renewals and build plan for the renewal of those contracts.
• Drives profitability revenue growth year over year in assigned accounts.
• Meets and exceeds monthly and annual revenue goals by executing an account growth strategy.
• Works with Marketing to create Sales Programs centered on OEM endorsements.
• Conducts regular Business Reviews and reporting with major accounts.
• Manages relationships with Manufacturers (OEMs), distributors and resellers to further sales opportunities and to ensure continued customer satisfaction.
• Tracks and maintains all account activity in the company CRM application (Vision and Dynamics)
• Provides input into pricing, positioning and strategy within assigned verticals or markets.
• Provides accurate and timely sales forecasts and other reports to manager as required.
• Develop and conform to company technical standards and practices.
• Research, prospect and establish leads for corporate relationships followed by an introductory needs analysis/discovery meeting utilizing a consultative sales approach
• Proven success building new business relationships with executive-level management.
• Prepare and present proposals to corporate decision makers, build interactive components for all renewal and new business proposals, build interactive presentations that outline features, benefits and unique selling points of interactive properties.
• Generate a pre-determined level of new business revenue for Yorktel with special attention to net revenues.
• Self-motivated, achievement-oriented with superior planning and time management skills
• Maintain current knowledge of interactive products and industry trends.
• Prepare weekly sales reports, activities and revenue reports.
• Other Duties as assigned

Technical Job Responsibilities:

• Strategic Account Manager must keep up to date with the latest technology trends to ensure that they have the ability to answer client inquires for solutions.
• Ability to translate technical concepts for non-technical buyers.
• Proficiency in the use of computers and general business software (Microsoft Outlook, PowerPoint, Excel, Word and Project)
• Various Sales Software and pipeline software

Technical Certifications:

• CCIE desirable
• CVE desirable
• MCSE desirable

Skills and Additional Qualifications:

• Knowledge of and adherence to Yorktel policies and procedures.
• Must be comfortable managing relationships with executive level contacts.
• Excellent ability to successfully interface with clients and handle multiple priorities concurrently.
• Dedication and commitment to get the job done.
• Able to work in a fast-paced, continuously evolving environment.
• Self-motivated and ability to work independently.
• Knowledge of sales and marketing concepts.
• Successful track record of winning and closing deals in competitive environments, as well as identifying new opportunities.
• High capacity to learn and adapt.
• May require occasional lifting (up to 50 lbs)
• Requires extensive sitting, standing and walking
• Limited weekend and/or night work may be required
• Domestic travel requiring multi-night stays within and at times outside the local work area
• International travel may be required
• Valid U.S. driver’s license is a requirement and must have a positive driver’s abstract.
• Current valid U.S. Passport is desirable.
• Must be willing to complete background checks and drug tests as required by current or future contracts
• Must be willing to apply for security clearances, suitability, and other related clearances to be able to work at certain customer locations

Join us and you will enjoy an excellent salary and benefits package, including 401k and Flex 125 plans.

We conform to all the laws, statutes, and regulations concerning equal employment opportunities and affirmative action. We strongly encourage women, minorities, individuals with disabilities and veterans to apply to all of our job openings. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, genetic information and testing, family and medical leave, sexual orientation and gender identity or expression, protected veteran status, or any other characteristics protected by law. We prohibit retaliation against individuals who bring forth any complaint, orally or in writing, to the employer or the government, or against any individuals who assist or participate in the investigation of any complaint or otherwise oppose discrimination.