Key Account Manager

About the role

A Key Account Manager (KAM) represents Zones, our capabilities, and personal IT subject matter expertise to our clients and prospective clients to ensure that they view Zones as a single source for all their IT needs. We provide each motivated seller with a portfolio of prospective clients and potential buying accounts designed to help them build their book of business. In addition, you will be targeting new business to expand your territory and client portfolio. This position includes extensive training in Zones Solutions, the technology industry, and Zones’ sales/prospecting/account development techniques.

Responsibilities

• Client Relationship Management
  • Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business.
  • Become a proactive and trusted client partner with the aim of establishing Zones as an extension of the client’s IT department.
  • Proactively collaborate with a variety of IT decision-makers to improve their technology infrastructure and solve business problems.
• Product, Services, and Solution Selling
  • Initiate conversations, identify opportunities, and execute sales for core products, cloud, managed solutions, and professional services.
  • Upsell, cross-sell, and attach products and services to maximize margins using a consultative approach.
  • Research, prepare, and proactively execute calls into prospects and client accounts using trained best practices.
• Internal Resource Management
  • Orchestrate internal Zones resources to sell solutions and provide Five-Star Service that exceeds client expectations.
  • Work in a team sales environment and proactively partner with field sales, marketing, channel partner resources, and other Zones departments to maximize efforts and sales opportunities.

Requirements

• 5-7+ years of outside field sales experience in the IT Hardware, IT Software, or IT Services industry within your local territory.
• Ability to navigate global-level organizations to run discovery, identify the buying cycle, and facilitate the sales cycle.
• Experience in carrying an individual sales quota goal/metric with noted achievement.
• CRM database experience.
• Knowledge and experience of Professional and Managed Services.

Skills

• Prospector/Closer: Demonstrated success calling prospects and following warm leads with a desire to impact the business landscape through closing on our suite of technology solutions.
• Sales Instinct & Active Listener: Effective communicator who can identify business problems that can be solved with a connection to Zones’ products and solutions.
• Ability to Rally: Retain high energy and a positive attitude with a “bounce back” mentality in the always-evolving technology sales industry.
• Collaborative: Team-oriented, transparent, authentic, seeks win-win solutions with the use of the vast Zones team of resources.
• Organization: Motivated, confident, proactive self-starter with an “own my business” attitude and strong ability to set and maintain a productive cadence throughout each day in a dynamic and fast-paced environment.
• Curious Learner: Ability to absorb technology concepts and translate them to Zones’ solutions to impact clients’ expected business outcomes.

Benefits

• Medical, dental, and vision coverage.
• Life insurance, disability insurance, voluntary accident, hospitalization, and critical illness insurance options.
• 401(k) plan with matching provision.
• Paid time off and personal sick leave in compliance with individual state requirements.

Pay

Qualified candidates can expect a salary between $80,168.40 - $100,000 + Commission.