The National Account Manager (NAM) be responsible for formulating sales strategies and executing sales activities in order to attain his/her assigned sales quota through customer lifecycle in the business-to-business marketplace. Previous industry experience is preferred. The NAM takes a lead role on the sale to ensure that Internap solutions are comprehensive, achieving customer goals, and providing an outstanding customer experience. The NAM will drive all lines of business, removing technical barriers, architecting business solutions, and closing the sale.
1.Gain appointments with prospects.
2.Present Internap value proposition to prospects.
3.Responsible for target market and account research necessary to perform selling (prospecting/qualifying) activities.
4.This includes scanning newspapers, industry publications and also cold calling prospects.
5.Develop networking partners to enable mutual lead referrals.
6.Attend training on sales techniques, technology, presentation skills.
7.Continue to work with existing accounts to expand sales in installed base.
8.Maintains a contact management database.
9.Submit timely sales forecasts and reports.
10. Achieves sales and revenue objectives.
1.BA/BS degree required or Associates Degree with 5+ years of relevant work and industry experience.
2.Minimum 7 years outside sales experience with a minimum of 100% quota attainment.
3.7 years outside sales experience with a minimum of 100% quota attainment and focused on generating growth each quarter in CDN products and Advertising Service lines of business.
4.7 years demonstrated ability to prospect /qualify using various techniques including cold calls.
5.5+ years demonstrated ability to negotiate a sales opportunity to closure.
6.5+ years demonstrated ability to use networking partners to generate referrals.
7.5+ years outside sales experience with an over than 150% attainment.
8.5+ years outside sales experience in telecommunications, data or Internet industry.
9.5+ years experience and established relationships with industry networking partners in the local area.
10. 5+ years experience with contact data base.
11. Demonstrated personal commitment and interest in continual professional development.
12. 5+ years CIO, CFO, CEO selling experience and contacts.
13. Minimum 5 years demonstrated ability to negotiate sales opportunity to closure.
14. Minimum 5 years demonstrated ability to use networking partners to generate referrals.
15. Minimum 5 years of strong background in Internet infrastructure and/or enterprise solution software required.
16. Minimum 5 years of strong background in Web-based applications a plus.
KEY KNOWLEDGE, SKILLS, ABILITIES
Thorough understanding of, and experience with CDN services, rich media or digital media and a Rolodex of customers that can be offered and sold CDN services preferred.
Required ability to travel 25% of the time to customer sites to develop new relationships.
Strong experience negotiating with senior management levels within customer base.
Prefer a minimum of 5 years experience as an Account Executive.
Prefer proven track in achieving a minimum of 150% on an annual quota of $3 million through cold calling, prospect qualification, strategic sales process planning, exploring and closing all revenue opportunities.
Knowledge of how the Internet functions & ability to discuss in an intelligent and effective manner.
High ethics and integrity with a demonstrated commitment to continuous improvement.
Internap Network Services Corporation