Vice President, Strategic Account Management - Data Centers

The Strategic Account Vice President will partner with ABM sales professionals and operations teams for all ABM Industry Groups as well as nationally cover strategic accounts for ABM Technical Solutions (ATS) to increase our share of wallet for Data Center Solutions and improve “stickiness” with our client base. This role will manage a team of solution providers as well as drive strategic opportunities to achieve orders, margin and growth. Provide competitive insight and trends in support of sales pursuits. This individual will also participate in promotion of ABM as an expert through participation in industry forums, webinars and customer seminars.

Key Deliverables and Responsibilities

· Provide tailored solutions and value propositions for Data Center offerings in support of other ABM Industry Groups

· Manage the strategic account team to support existing client needs and also new client pursuits

· Define specific growth initiatives for Strategic Accounts nationally

· Coordinate the involvement of company personnel, including support, service, and management resources to meet account performance objectives and customers’ expectations

· Forward thinking technology leader offering a passion and commitment for designing and developing a customer strategy and plans to drive required financial results

· Accountable for the maintenance, growth and increased profitability of the assigned accounts and directs customer specific technology initiatives which deliver value added services to increase our penetration of each account

· Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts

· Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period

· Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

· Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel

· Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.

· Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of services and solutions can meet the customer's needs, and still satisfy company profitability and growth requirements.

· Serves as an expert in products, solutions, and general service delivery methodologies.

· Maintains an expert knowledge of the customer's business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts

Requirements:

· Extensive experience in turnkey facilities solutions. [Designs, builds, and operates industry-leading data centers globally for the world's leading enterprises, delivering unmatched reliability, controls, and security].

· Bachelor’s degree in Business or related area, or equivalent work experience

· Minimum of ten (10) years outside business-to-business sales experience selling value-added services

· In-depth industry and market knowledge

· Knowledge of solutions and offerings for the assigned industry segment and market

· A well-developed sense of the customers’ business, their drivers, and their organization

· Understands the customers’ unique value, extensive knowledge of competitors’ solutions, value propositions, market strategies and position

· Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required.

· Experience in working directly with key stakeholders including executive leadership within customers required

· Must have the ability to solve problems quickly as well as support multiple accounts over a large geographic area

· Must be able to work productively in a matrix team environment

· Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations

· Must show demonstrated success in dealing with large complex accounts, have a history of running and managing groups/accounts and not only thrive on change, but drive it as well

· Needs a financial understanding of Total Cost of Ownership model

Salesforce CRM experience desired