Senior Strategic Account Manager

Insight Global • Irvine, CA • 6h ago

Job Description

The Senior Strategic Account Manager position for the Data Center will require extensive market knowledge and a deep understanding of network equipment, transceivers, cabling, and other fiber solutions. The candidate should stay current with industry trends, actively participate in key industry organizations, be familiar with industry standards, and have experience working with enterprise and hyperscale customers. The ideal candidate will have experience in technical sales, working with engineers, product line managers, and key customer influencers in management roles. A background of working with various influencers to support cold calling for business development will be a key requirement for this role. All potential candidates must have a strong network of contacts with access to key decision-makers and influencers. The candidate should have strong account development experience, technical presentation skills, and a proven track record of profitable growth.

General Duties and Responsibilities

The Senior Strategic Account Manager will help expand our client's sales activities in the US for various brands

Has an existing rolodex of key contacts of data center accounts/buyers, ideally on the network equipment side for Enterprise and Hyperscale customers, with knowledge of the data center market and how to sell into it

Pursue white label opportunities and preferred vendor status within a select group of OEM targets

Become an approved vendor and obtain specification position with prospects to secure future opportunities

Ability to influence customer purchasing decisions through third parties (integrators, etc.)

Prospect and develop new direct customer opportunities focusing on Network solutions from transceivers to cables to racks

Develop sales strategy: The Strategic Account Manager works closely with sales management to set strategic goals and develop sales strategies to support product needs, sales tools, and customer needs

Reporting and analysis: The Strategic Account Manager prepares regular reports on sales activities, sales performance, and competitive analyses to identify trends, opportunities, and challenges in order to make strategic adjustments. Provide weekly sales reports, forecast, pre/post travel reports, and monthly pipeline funnel

Budget responsibility: He or she manages the budget for the region and ensures that resources are utilized efficiently to achieve sales targets

Fields questions from customers and prospects on product functionality, availability, processes RFQs, generates quotes, pricing negotiations, and follows up to closure

Meet or exceed established quotas for the assigned

Support trade shows, be involved in key organizations/groups, and have a strong background in social selling (LinkedIn)

Other duties as assigned

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Skills and Requirements

Required Knowledge, Skills, and Abilities:

Proven track record in sales in a B2B environment

The candidate will have strong interpersonal skills and business acumen, a customer-centric focus, and an urgency to meet strategic objectives.

Ideal candidate will have at least 5 to 8 years of strategic sales experience, technical sales background, extensive phone contact, account development, and a proven track record in profitable growth.

Professional communication skills, written and spoken English, including correct grammar and sentence structure usage, and appropriate professional messaging and tone

Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form

General computer skills, including a solid working knowledge of Excel, Word, Outlook, MS Teams, and PowerPoint

Experience working in a fast-paced sales environment

Experience with a CRM and ERP system

Individuals may be required to sit, stand, walk regularly, and occasionally lift 0-40 pounds

Education and Experience:

College degree or equivalent experience in a technical/vocational qualification

10 plus years of sales experience in the Data Center market and enterprise companies

Personal Traits and Characteristics:

Reliable, dependable, and diligent

Highly organized with good time management skills

Excellent work attendance record

Task-oriented, attention to detail, ability to multi-task, and prioritize

Able to work under pressure and meet deadlines

Effective communication skills

Professional demeanor, dress, and conduct in a business office setting

The successful candidate shall exhibit a sense of ownership and urgency and be solution-oriented, collaborative, and accountable.

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