Key Account Manager
At a glance
Mid-level Account Management role at Sunbird Software. Remote · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and qualify new opportunities with data center operators and facility managers
- Guide prospects through solution development and convert qualified opportunities into profitable sales
- Run the complete sales process across new and existing enterprise accounts
- Coordinate internal resources around customer needs and territory objectives
- Update senior management in the CRM on account performance and join industry events
What you bring
- A demonstrated record selling enterprise software and developing major C-level accounts
- An active network of data center infrastructure managers, directors, and vice presidents
- Experience with both channel and direct sales, plus a defined business development approach
- Strong consultative selling, relationship management, and multi-level enterprise account skills
- Formal strategic or solution sales training, with Microsoft Office, Exchange, and CRM experience
Who this fits
You’ll suit a senior enterprise seller who can open doors with data center infrastructure leaders, explain technology clearly, and manage complex accounts. This is a remote, full-time role, but you must live in the Northern California territory. The work includes both individual selling and coordination across company resources, along with industry or promotional events.
From the employer
The Key Account Manager is responsible for successfully managing the assigned territories and is expected to close new business by building trusted customer relationships with Data Center Operators and/or Facility Managers. Successful candidates should be able to identify opportunities, converting these opportunities into sales, demonstrating the monetary value of Sunbird product/services, managing cross functional teams to ensure territory success and manage enterprise customer relations. This is a remote position but candidate must reside in Northern California territory.
Candidate must be able to skillfully execute these standard sales processes:
- Develop and qualify opportunities
- Understand customer buy process
- Develop & adapt Enterprise sales methodologies
ESSENTIAL DUTIES AND RESPONSIBILITIES
Primary Responsibilities include (but are not limited to):
- Hunt for new business opportunities and consult with perspective customers to provide mutually beneficial solutions.
- Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts though pipeline development and high win rate.
- Lead solution development efforts that best address end-user needs, while coordinating the involvement of relevant company resources.
- Manage end-to-end sales cycle for new and existing accounts.
- Utilize proactive/consultative selling methods to improve market share, revenue growth, and profitability.
- Provide regular updates to senior management on status and performance of customer accounts within the territory through CRM.
- Participate in industry or promotional events (e.g. trade shows, conferences) to cultivate customer relationships.
- Other duties as assigned.
REQUIREMENTS/QUALIFICATIONS
- A proven track record of success in selling enterprise software applications and managing major accounts.
- Passion for technology products.
- Ability to learn new technology and understand it at a high level.
- Proven business development process and skillset.
- Experience in channel and direct sales. Experience in pre-sales activities is helpful.
- Proven referenceable track record of managing and developing major accounts at C level.
- Strong account management and relationship building skills.
- Knowledge and experience of multi-level selling and account management in large corporate accounts.
- Possess an existing and current rolodex of data center infrastructure managers / directors / VPs, etc. that can be used as references for gaining access.
- Ability to converse and consult with customers, providing educational value during the process.
- Formal strategic/solution sales training (Sandler, Challenger, Strategic, SPIN, etc.)
- Ability to use Microsoft Office/Exchange, and CRM systems
- BA/BS degree or technological certifications are preferred.
Sunbird is an EEO/AA/ADA/Veterans employer.
Job Type: Full-time
WHY SUNBIRD?
- We are all about delighting our clients and live/breathe the end client/user experience
- We have amazing PTO Policy that allows you to take care of yourself and your family
- We offer medical, dental, vision and life insurance to eligible employees
- We believe in collaboration, teamwork, creativity and taking initiative
Do you want to work with a leading global software company in the data center industry experiencing double digit growth in each of the last 5 years?
Do you want to represent a modern data center software product that often beats offers from larger multi-billion-dollar companies?
Interested? Read on for additional details about this opportunity to join our amazing team!- What is DCIM Software: www.sunbirddcim.com/what-dcim
- What are customers saying about Sunbird: www.sunbirddcim.com/reviews
- Why work at Sunbird: www.sunbirddcim.com/careers
Sunbird is an EEO/AA/ADA/Veterans employer.
Benefits:
- 401(k) matching
- Dental insurance
- Disability insurance
- Flexible schedule
- Health insurance
- Paid time off
- Tuition reimbursement
- College Savings Benefits
- Vision insurance
- Work from home
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