Account Manager LIC - Continuous Posting

Essential Job Duties

• Build, nurture, and grow relationships with the assigned accounts
• Focus on retaining and increasing ScSc's share of wallet across the assigned account base
• Identify opportunities at the assigned accounts for further penetration and growth of the ScSc solution set
• Support the pipeline and forecast management by leveraging Salesforce.com
• Engage in account planning activities for the assigned accounts to help identify key decision makers, determine account health, key areas of opportunity, strengths, and potential risks
• Participate in regular business reviews and QBR’s
• Responsible for attaining quota based on the assigned account base
• Generate quotes and provide to customers, refining quotes as the deal negotiations progress
• Collaborate with other ScSc resources including Services, FS, and Sales Support to support deal closure
• Articulate clear value proposition to drive new opportunities
• Coordinate order processing with the Sales Support Team in an organized and effective manner
• Able to identify additional ScSc solutions that will help accounts capitalize on market opportunities
• Research market and industry trends and the competitive landscape to understand ScSc strengths in the market
• Develop strong understanding of the business model of assigned accounts in your territory
• Develop and maintain relationships with key business stakeholders at assigned accounts
• Quickly develop trusting and collaborative relationships with both internal and external stakeholders
• Understand varying business models and how ScSc solutions enable customer success
• Leverage consultative sales skills to support and advise accounts
• Proven strong communication, listening, and presentation skills to varying audiences
• Strong organizational skills and ability to manage multiple deadlines
• Solution Selling: Ability to qualify customers' needs and determine ScSc leverage points that resonate with the account
• Understand end customer markets and decision drivers
• Strong negotiation skills and ability to effectively close deals
• Technical Acumen: Understanding ScSc solution set and how those solutions will support and enable customers
• Engage with technical teams to sell and close deals

Requirements

• Four-year degree from an accredited college or university, preferably in business or management, or equivalent work experience
• 1 - 3 years experience in a sales or account management role
• Experience selling Cisco products and services preferred
• Understanding of ScSc solution landscape
• Demonstrate organizational skills and ability to successfully manage multiple deadlines
• Experience working collaboratively with cross-functional teams
• Previous success in managing $5M+ in annual quota
• History of high performance (e.g. achieving or exceeding quotas, achieving KPIs, etc.)
• Proficiency in SAP and Salesforce.com, a plus

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 10% of the time
• Ability to lift 10 pounds

Compensation

Base Range: $52,000 + commissions earned

Commissioned sales roles are not subject to a draw claw back and therefore the draw amount can be predicted as the hiring range for this position.

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)
• Paid company holidays

EEO Statement

ScanSource, Inc. is an Equal Opportunity Employer EOE/M/F