Account Executive - Cisco, West
Job Details
The Account Executive will be a relationship-oriented sales professional, who will play the role in developing, managing and growing the company’s partnership with the assigned portfolio of accounts. This individual will be responsible for maintaining an overall understanding of the company’s offerings and deep industry expertise in order to drive account growth by bringing ScanSource to the assigned portfolio of accounts. The Account Executive will nurture relationships with key decision makers to encourage and facilitate strong portfolio growth and increased share of wallet. This individual will serve as the main point of contact for the account and business leaders, and will drive the overall ScanSource sales strategy for the account. The Account Executive will be responsible for understanding their accounts' overall health, identifying areas for growth opportunities, and leading the account planning and forecasting activities.
Business Development
- Manage profitability and growth of the assigned portfolio of accounts
- Focus on penetrating accounts and increasing company's share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
- Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth
- Collaborate with partner leaders to understand their strategic vision in order to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling
- Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth
- Drive pipeline and forecast development and reporting using Salesfore.com
- Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR’s
- Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR
- Coordinate specialized Company resources including Inside Sales Representatives, Services, RFS and Sales Support to support business development at the assigned accounts
Customer Enablement
- Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions
- Maintain deep understanding of assigned accounts business models, competitors and industry trends
- Maintain deep understanding of the Company solution offerings for the assigned accounts
- Collaborate with the assigned accounts to proactively identify opportunities that will facilitate growth
Competencies
- Leadership: Develop strong relationships and partnerships at assigned customers; exhibits broad understanding of customer business and aligns communication style and strategy accordingly
- Develop trusting and collaborative relationships with both internal and external stakeholders
- Identify and lead appropriate resources required to identify and close major opportunities
- Strong communication and listening skills including executive communication and presentations in front of different sizes and types of audiences
- Business Acumen: Strong understanding of assigned accounts' business models, markets they operate in, competitive landscape, expansion opportunities, and the account's end users
- High level understanding of the accounts' financial metrics and profitability drivers
- Apply market opportunities to customer needs and strengths, developing strategies and solutions for growth
- Solution Selling: Establish reputation with assigned accounts as a trusted advisor with both industry knowledge and expert knowledge of Company solutions and capabilities
- Advanced negotiation skills; ability to qualify customer needs and determine Company leverage points that resonate at the account
- Strong understanding of end customer markets and decision drivers
- Strong understanding of vendor differentiators and ability to apply them to satisfy customer needs
- Technical Acumen: Strong understanding of Company solution set and how those solutions will support and enable the assigned accounts
- Ability to engage with technical teams to sell and close deals
Physical Requirements
- Ability to sit at a computer terminal for long periods of time
- Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position
- Ability to travel at least 50% of the time, on short notice as needed
- Ability to lift 25 pounds
Compensation
Base Range: $91,000-$115,500
Total Compensation Range: $130,000-$165,000
Benefits
- Comprehensive benefits package including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision
- 128 hours of paid time off (PTO) each calendar year (prorated for date of hire)
- Company holidays