Job Summary :
We are looking for a passionate and experienced Sr. Field Account Manager to be responsible for engaging with key customers by building and preserving trusted relationships. The Sr. Account Manager will be the primary point of contact between the customer(s) contract stakeholders and SHI. This person will collaborate with the Account Executive team to optimize the opportunity presented by our contract vehicles with the customer(s).
The Sr. Field Account Manager will focus on efficiently managing transactional business, extending our partner network, being the subject matter expert on terms and conditions of the contract, and coordinate with partners and internal teams to deliver on client expectations. In addition, the right candidate will have a thorough knowledge of SHIs business and offerings, participate in implementing strategic plans to grow the account, and help to identify potential new opportunities.
About Us :
Since 1989, SHI International Corp. has helped organizations change the world through technology. Weve grown every year since, and today were proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHIs concierge approach to help them solve whats next. But the heartbeat of SHI is our employees all 6,000 of them. If you join our team, youll enjoy :
- Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
- Continuous professional growth and leadership opportunities.
- Health, wellness, and financial benefits to offer peace of mind to you and your family.
- World-class facilities and the technology you need to thrive in our offices or yours.
Responsibilities :
Include, but not limited to :
Conduct regular meetings with customer(s) contract stakeholdersDevelop and maintain detailed knowledge of SHIs products, services, and processesManage large transactional orders brought to SHI by customer and / or partnersAct as a liaison between Outside Sales, customers, and SHIs internal departmentsCollaborate with SHIs Capture & Contract Management teams to manage complex contract negotiationsCoordinate and participate in marketing activities to named customer baseProvide excellent customer service and support to customers and outside sales teamEngage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) toolEstablish vendor and distribution channel partnerships via meetings and phone conversationsEducate sellers, support teams and partners on the parameters of the contract and how to appropriately leverage contract(s) to close businessActively participate in team meetings with managers to review important updates and changesBe proactive with problem resolutionCollaborate and strategize with Account Executive on potential new opportunities based on customers quoting and order historyAccelerate customer contract adoption within assigned territoryAct as point of contact and escalation for contract compliance and support issuesTravel within your assigned territory as necessaryProvide temporary coverage for territories / customers due to Account Executive transition / absence continuing SHIs World Class support throughoutParticipate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand offQualifications :
Completed Bachelors degreeA minimum of 10 years of experience within the Inside Sales Organization and / or HWAS or ESG departmentsAdvanced knowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystemExpertise in mainstream technologies to include, but not limited to : Dell / EMC, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure and AWSMust have experience building and maintaining professional relationships with vendors and partners and other departments within the companyRequired Skills :
Experience managing large account portfolios.Strong customer service and project management skills.Excellent communication, interpersonal, and negotiation skills.Proficiency in Microsoft Office and CRM software.Highly organized and solution oriented.Detail-oriented and able to prioritize.Self-starter and able to work efficiently under pressure.Strong written and verbal communication skills with the ability to communicate complex subject matterAbility to follow up with customers to ensure customer satisfactionExcellent time management skills, attention to detail, organizational skills, and problem-solving capabilitiesProactive and critical thought process in approach to selling to enhance sales experience for clientAbility to work well in a fast paced, team environmentSelf-motivated with ability to work with limited direction and oversightUnique Requirements :
This role is required to travel to assigned territories up to 25%Additional Information :
Equal Employment Opportunity M / F / Disability / Protected Veteran Status
