219831-en_US
About the role
The Account Manager is an experienced outside sales professional responsible for developing, growing, and managing customer relationships while driving revenue across Computacenter's portfolio of technology solutions and services. This individual will own the full sales lifecycle, from prospecting and opportunity creation through deal registration, negotiation, close, and account expansion.
Working closely with customers, partners, and internal technical resources, the Account Manager will leverage a consultative selling approach to solve business challenges through infrastructure, data center, cloud, professional services, and managed service solutions.
This role is ideal for a highly motivated seller with an established network, a strong book of business, and a proven ability to drive new logo acquisition while expanding existing customer relationships.
Account Managers are attached to a Sector or a Region within Computacenter North America’s offices but usually or generally work outside of the office. They regularly travel to engage face-to-face with customers and partners, utilizing a consultative sales approach to develop business solutions that satisfy a customer’s Technology Sourcing, Professional Services and Contractual Services needs.
Annual compensation: $120K - $150K USD + Commission (OTE $240K - $300K)
What you'll be doing
- Embrace and support Computacenter’s mission and core values.
- Develop a deep understanding of Computacenter products and services and leverage technical resources to provide solutions that meet the needs of our clients.
- Own and manage the full sales cycle: prospecting, discovery, proposal, negotiation, and close.
- Strategically negotiate and close deals that boost top line revenue growth, customer acquisition, and levels of profitability.
- Consistently meet or exceed monthly and quarterly sales targets.
- Develop and maintain a strong pipeline of qualified opportunities
- Proactively identify new business opportunities by researching potential clients and developing and executing focused sales strategies to engage them.
- Deliver compelling product and services presentations.
- Identify and act upon opportunities for growth in current accounts.
- Develop and maintain productive vendor/partner relationships to acquire customer referrals and to expand our technical resource base.
- Build and maintain strong relationships with prospects and customers by demonstrating a deep understanding of their business needs to provide tailored solutions to meet those needs.
- Work closely with sales leaders, vendors, and internal resources to ensure open communications and delivery of the contracted solutions to our customers.
- Embrace and support Computacenter’s mission and core values.
What you have
- Bachelor's degree preferred.
- 8+ years of technology sales experience required.
- Demonstrated success selling infrastructure, data center, cloud, hardware, software, and services solutions.
- Proven track record of meeting or exceeding sales quotas and revenue objectives.
- Experience building and managing executive-level customer relationships.
- Experience working within a channel-focused sales environment, including deal registration and partner engagement.
- Legally authorized to work in the United States.
- Excellent interpersonal, written, verbal and communication skills with the ability to deliver professional presentations in a group setting.
- Industry experience selling computer hardware, software, and services preferred.
- Demonstrated knowledge of technology and the industry channel dynamics.
- Ability to work with purpose, identify opportunities, and determine risk.
- Working knowledge of computer and system applications, and software (Microsoft, Salesforce.com)
- Ability to conduct professional, persuasive, engaging sales presentations at all levels of an organization.
- Effectively engage and influence audiences at all levels of an organization.
- Ability to demonstrate active listening skills to identify opportunities for sales and growth.
- Ability to forecast, negotiate and close sales opportunities, within company determined deadlines.
- Demonstrate and understanding of potential and current customers business needs to provide tailored solutions that meet those needs.
- Ability to develop and maintain productive relationships.
- Ability to manage competing priorities in a fast paced, competitive environment.
- Able to use discretion and independent judgment.
- Project a professional image and strong business acumen during customer interactions at all times when representing Computacenter.
Bonus
- 8+ years of successful IT sales experience, preferably within a VAR, systems integrator, MSP, or technology solutions provider.
- Proven experience selling infrastructure and data center solutions, including hardware, software, cloud, networking, storage, services, and managed solutions.
- Based in the New York Metro area strongly preferred. Exceptional candidates in Boston or Philadelphia with an established book of business and the potential to help build a future regional team will also be considered.
- Willing and able to work from the NYC office 2-3 days per week while maintaining a strong customer-facing presence.
- Demonstrated experience operating in a direct sales motion, including opportunity creation, deal registration, pipeline management, quoting, negotiation, close, and protection of partner-led opportunities.
- Established relationships with enterprise and mid-market customers and a track record of consistently exceeding revenue goals.
