About the role
Develops strategies for driving and closing strategic and/or prioritized opportunities. Manages the end-to-end business for strategic accounts across the organization. Sales Excellence Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction; coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team. Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for strategic accounts across territories. Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business; acts as a thought leader and validates opinions and perspectives from business analysis. Manages the end-to-end business for strategic accounts across the organization; leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts; mentors less experienced team members. Completes required training and obtains relevant product and role certifications aligned to
the role and workload/industry; proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members. Develops strategies for driving and closing strategic and/or prioritized opportunities; collaborates with account teams to ensure alignment with the account strategy and plan; leads deal execution with the deal teams across the organization; coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal; collaborates with the "compete" global black belts (GBBs) to proactively provide analysis of the competitive landscape in supported solution area; leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker. Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience. Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience. 6+ years of solution or services sales experience
