Field Account Manager
The Field Account Manager is responsible for achieving sales and revenue goals for industry verticals and market segments within an assigned region by developing, strengthening and retaining long term customer relationships. The position is responsible for solidifying the customer through execution of long-term contracts and associated renewals. The position is also focused on growth of the customer and associated increase in share of wallet through the engagement of a strategic and solutions sales methodology. As the primary Sales resource and one of the first touch points to the customer, the Field Account Manager will engage at all levels within the customer's organization, develop a value position for the company and deliver solutions to enable the customer to meet their strategic business objectives.
Minimum of 5 years sales experience incorporating value/service selling required.
Experience in B2B sales dealing with the Director/Executive level, preferably in Hosting Solutions Industry or a related technology field.
Excellent negotiation and presentation skills.
Demonstrated account management and associated relationship and business development skills, coupled with a high level of professionalism.
Highly motivated and results oriented.
Knowledge of competitive trends in the marketplace in relation to company product offerings.
High degree of training and knowledge of sales and/or technical capability.
Strong analytical and problem solving skills, with the ability to develop new and creative solutions to problems.
Challenges self and others to find new ways of doing things.
Strong verbal and written communication skills to concisely present our products and services to potential clients.
Detail-oriented, accurate and thorough.
Proven planning skills with the ability to "think outside the box" and see the "big picture" impact of decisions/actions.
Able to accurately forecast anticipated revenue.
Exercises judgment and uses discretion with highly confidential materials.
Demonstrated relationship management skills, coupled with a high level of professionalism.
Team player with solid interpersonal skills combined with a winning customer focused attitude; works interdependently to achieve higher common goals; supports the common goals regardless of personal performance factors and differences.
Works with other departments to ensure resolution of problems.
Focuses on the customer first, achieves, improves and contributes to customer satisfaction, builds rapport and establishes positive relationships with the customer.
Engages at all levels within the customer to develop comprehensive coverage of all buying influences.
Engages and aligns company resources to facilitate the depth of business relationships in support of the customer.
Grow and maintain customer base through pro-active sales activity in person, on the phone, and via email.
Positions the company value proposition and delivers thought leadership through recommended solutions.
Responsible and accountable for achieving retention and growth targets.
Retains knowledge of products and services to successfully present and up-sell.
Facilitates all aspects of the sales engagement process, acting as primary contact to prospects and customers inclusive of pre-sales, active sales, negotiation, close and handoff for implementation.
Extremely responsive to all client telephone calls and emails.
Gather and capture complete customer specific intelligence to help target future campaigns.
Lead the negotiation on commercial and legal discussions.
Represents the company in a professional manner.
This position may require 25-50% travel.
Collaboratively works with Sales Engineering and Customer Support resources to engage the customer with proactive solutions to optimize and grow the customer's solution.
Immersion and accuracy with the Salesforce CRM associated with tracking of all activities inclusive of, calls, emails, leads, opportunities, accounts and forecasting.
Schedule events, call backs, follow-ups and continue communications as organized and managed with Salesforce.
Collaborate on the creation of and participate in marketing events, such as trade shows and seminars.
Prepare presentations, proposals and sales contracts.
Follow internal sales processes including the use of CRM systems, order entry, and production of client facing material.
May provide mentoring / support/ technical assistance.
While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel, and talk and hear. The employee frequently is required to mobilize and sit. The employee must occasionally lift and/or move up to 10 pounds. The employee must have visual ability to read, from paper or a computer monitor, and to discern color. an employee is expected to make quick decisions, supervise workers, read or write, speak publicly, or interpret data.
This role requires 40-50% travel, domestically and internationally; for customer visits, training, and account planning.