Onboarding IAM - Ent

Responsibilities

• Trains to perform all the duties of an Inside Account Manager while providing proactive direct sales support for one or more EAEs (Connection Enterprise Solutions Account Executives).
• Inside Account Manager Duties Include:
• Establishes, builds, and maintains strategic relationships with clients, manufacturer sales teams, and distribution partners.
• Completes white-glove activities for assigned clients.
• Provides the best experience for a new client.
• Works with EAE to onboard new accounts.
• Initiates relationships for new clients with Connection.
• Introduces new clients to Connection overlays and partners.
• Registers all deals.
• Ensures a fast-track for account creation/setup.
• Introduces new clients to their custom portal and highlights the values of self-service.
• Modifies & manages the client’s portal to suit their needs.
• Identifies and manages clients’ standards & engages partners to secure the most competitive pricing.
• Communicates regularly with key client contacts.
• Works to identify contacts in other departments.
• Trains new EAEs for success and ensures their introduction to Connection & the culture.
• Provides the best level of support as EAE is ramping up through a weekly cadence of contact.
• Surensures EAE starts producing as fast as possible.
• Directs new EAEs on who to contact/engage.
• Directs new EAEs on operational best practices.
• Teaches new EAEs of our full capabilities (Services, overlays, etc.).
• Helps new EAEs stay on task to achieve their goals.
• Provides EAE progress reports and feedback to management.
• Manages velocity proposals; inspects and reviews all velocity proposals >$25K to ensure pricing accuracy.
• Follows up on customer quotes & opportunities.
• Manages Salesforce activity to ensure all qualifying projects are recorded and updated.
• Works towards maintaining a 4-hour customer response.
• Works with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations.
• Affords order escalations, overflow on order entry & pricing verification reviews.
• Manages open order process support for complex orders.
• Provides RMA escalation assistance to the Inside Sales Support team.
• Accountable for overall daily oversight of the support team, customer satisfaction, and the relationship management with our customers and partners.
• Works with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.
• Smart Sourcing Initiatives
• Contractual Limitations
• Utilizes Partner Programs to manage customer bids and deal registration submissions.
• Utilizes self-service customer trainings and portal demonstrations (quote/order management, product search, reporting & RMA capabilities).
• Responsible for identifying net new opportunities by leveraging the following areas:
• Proactive QBR & Unsolicited Proposal Support
• Monthly Spend Analysis & Standards Management Review
• Customer whitespace analysis and strategy implementation to target new lines of business & cross-sell / up-sell activity
• Key partner inside/outside sales team relationships
• Manages and grows velocity product lines within the existing client base by obtaining assigned monthly/quarterly revenue and GP goals.
• Prepares, analyzes, and presents client activity reports.
• Functions as the leader of the inside sales team, mentoring, monitoring, and delegating support tasks to Inside Sales Support Rep (ISSR).
• Performs additional duties as assigned.
• Performs work from a remote home office. May require flexible hours to support assigned customers' time zone.

Qualifications

• Minimum years of work experience to qualify for the role: 3
• Total Years Of Work Experience To Be Fully Proficient: 5
• Skills, Knowledge, And Abilities: High degree of technical expertise with a working understanding of data center (Servers, Networking, and Storage) infrastructure solutions. High degree of understanding and experience with distribution channel methodologies, manufacturer registration and pricing programs, the needs of an enterprise client, and strong knowledge of leading industry trends & technical concepts, with the ability to apply these concepts in a high-velocity production environment. The efficient implementation of each of these practices must then be integrated into the team’s daily sales & sales support activities. Knowledgeable on major strategic OEM product lines with an understanding of current technologies. Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint. Have prior, recent, and relevant experience selling IT solutions at a competitor VAR or Tier 1 manufacturer/publisher. Possess a high level of commitment towards customer service and responsiveness. Attention to detail with the ability to rapidly assess, analyze, and evaluate many different types of business scenarios as presented Ability to think strategically and leverage resources. Requires a strong work ethic, a can-do attitude, and the ability to work in a team. Excellent written communication skills with the ability to compose professional business communications via email, letter, and proposals. Excellent verbal communication skills with the ability to effectively and professionally communicate with enterprise clients and Connection’s internal support teams Ability to present, demonstrate, communicate, and sell effectively to mid and senior level management. Strong organizational skills and time management skills with the ability to focus on the task at hand. Ability to work within a relatively high-pressure sales environment. Results-oriented, self-driven, and motivated with the ability to work effectively from a remote home office.