Job Description
The Strategic Account Manager will be responsible for developing new prospects and interacting with assigned Multi-Tenant Data Centre and hyperscale/cloud customers and strategic channel partners to increase sales and margin of the Company's products and/or services; your primary focus will be face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process.
Responsibilities:
* Selling a diverse range of Wesco Anixter’s Data Center solutions (and services). Solutions to be positioned: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV across a defined geographical territory.
* Positioning of Wesco Anixter’s services for design, end-to-end project deployment, product enhancement and rack & roll.
* Leads the development and execution of the strategic account plans at key, named accounts.
* Drives new business development. Will research, qualify, contact, present and close new clients based on an assigned territory or market segment.
* Building partnerships across Wesco-Anixter’s Business Units and working internally as part of a fast-paced sales team.
* Executes on billing margin initiatives through value-added services, marketing programs, and supplier engagement.
* Communicates effectively with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs, resolving any post-sale issues.
* Continuously maintains and develops relationships with existing and previous customers, understands their key business issues, and recommends ways to deliver value.
* Liaison between the field and Global Accounts teams as it relates to pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
* Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
* Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
* Leads solution development efforts that best address customer needs.
* Engages supplier sales resources to enlist their support and create solutions.
* Expert in strategic selling and takes the lead in high-level sales engagements. Provides pre and post-call coaching to branch sales team.
Qualifications:
* High School Degree or Equivalent required; Bachelor’s Degree preferred.
* 5+ years proven sales experience as a strategic account manager of large account portfolios.
* Knowledge of macro data center industry and trends is a strong advantage.
* Experience managing multiple stakeholders and projects.
* History of success maintaining and developing key relationships.
* Success in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
* Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
* Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
* Strong negotiation and problem-solving skills.
* Proficiency with CRM software and Microsoft Office.
* Self-starter and able to work efficiently under pressure.
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