Senior Account Manager, SLED

Description

SEIZE THE OPPORTUNITY TO BE A PART OF SOMETHING GREAT!

Presidio is on the leading edge of a technology-driven movement to transform the way business is done, for our customers and our customers' customers. Joining Presidio means immersing yourself in a culture of self-starters, collaborators and innovators who make real, lasting change in the marketplace via cutting-edge technology and business solutions. At Presidio, we know that it's our people that make the connections happen.

WHY YOU SHOULD JOIN US? You will set your career on track for outstanding achievement with a company that knows no limits. Presidio is a leading a global digital services and solutions provider focused on Digital Infrastructure, Business Analytics, Cloud, Security & Emerging solutions.

THE ROLE: Senior Account Manager-SLED (Orange County/ Inland Empire)

Job Summary: Presidio is hiring experienced Account Managers, SLED to join our growing sales team in Southern CA. Account Managers are responsible for business development, new account acquisition, achieving sales targets, and maintaining high levels of customer satisfaction within an assigned territory. Important activities include anticipating customer needs by proactively gauging customer requirements, responding to customer requests, preparing proposals, and developing solutions from available offerings. Our Account Managers earn a competitive base salary, exceptional commissions, and benefit plans - along with top training and support, and recognition for high performers. If you're coachable, persistent, smart, executive-savvy, and looking for your next great adventure, Presidio is the place for you. This candidate should reside in Orange County or Inland Empire.

Travel Requirements:

In this role you will be expected to travel up to 20%. Most of the travel will be in Southern CA.

Job Responsibilities

• Execute sales strategy by identifying customer needs and selling the appropriate hardware and company services.
• Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.
• Maintain a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
• Meet or exceed annual sales top line revenue and margin goals as defined by management.
• Drive profitably and grow revenue for target accounts in partnership with inside sales team.
• Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools.
• Performs extensive proposal writing and prepares sales information for customers.
• Manage individual sales objectives to include sales orders and billing activities to support quarterly goals.
• Manage on-going customer account relationship to include updating account information in company systems and resolving customer satisfaction issues.
• Work with inside sales team to ensure that quotes are provided, and order requests are processed accurately and with engineering team to accurately scope projects.
• Manage past due invoice resolution with accounting to ensure proper collections.
• Develop and maintain solid business relationships within the various decision-makers and influencers at all levels at each target account.
• Understand each target customer's business model, map their organization and identify their unique technology needs.
• Performs deep analysis of account base including "heat maps" to determine key areas of opportunities.
• Develop & execute marketing and business plans to drive revenue and profits.
• Work with sales leadership and team to provide feedback, develop specific vendor relationships, advance new company initiatives and mentor new employees to enhance all aspects of the sales strategy.
• Attends monthly/quarterly account planning/penetration sessions with our strategic manufacturing partners' AMs.
• Presents a Quarterly Business Outlook (QBO) to Sales/Ops Manager each quarter which will focus on past performance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals.
• Provide in-depth customer technology roadmap and collaboratively work with inside Account Manager to uncover new sales opportunities.
• Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory.
• Use monthly forecasting and pipeline management to manage sales growth.

Sales Execution:

• Execute sales strategy by identifying customer needs and selling the appropriate hardware and company services.
• Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.
• Maintain a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
• Meet or exceed annual sales top line revenue and margin goals as defined by management.
• Drive profitably and grow revenue for target accounts in partnership with inside sales team.
• Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools.
• Performs extensive proposal writing and prepares sales information for customers.

Account Management:

• Manage individual sales objectives to include sales orders and billing activities to support quarterly goals.
• Manage on-going customer account relationship to include updating account information in company systems and resolving customer satisfaction issues.
• Work with inside sales team to ensure that quotes are provided, and order requests are processed accurately and with engineering team to accurately scope projects
• Manage past due invoice resolution with accounting to ensure proper collections.
• Develop and maintain solid business relationships within the various decision-makers and influencers at all levels at each target account.
• Understand each target customer's business model, map their organization, and identify their unique technology needs.

Strategic Planning & Presentation:

• Performs deep analysis of account base including "heat maps" to determine key areas of opportunities.
• Develop & execute marketing and business plans to drive revenue and profits.
• Work with sales leadership and team to provide feedback, develop specific vendor relationships, advance new company initiatives and mentor new employees to enhance all aspects of the sales strategy.
• Attends monthly/quarterly account planning/penetration sessions with our strategic manufacturing partners' AMs.
• Presents a Quarterly Business Review (QBR) to Sales/Ops Manager each quarter which will focus on past performance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals.
• Provide in-depth customer technology roadmap and collaboratively work with inside Account Manager to uncover new sales opportunities.
• Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory.
• Use monthly forecasting and pipeline management to manage sales growth.
• High performing AMs have the demonstrated ability to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely in a variety of settings.
• Ability to reach expected sales quota the first 90 and 180 days of employment leveraging existing vendor and customer contacts, as well as experience and track record of meeting and exceeding sales quotas.
• Strong collaboration skills and ability to work closely and effectively with members across departments and at all levels of the organization.
• Proven track record in developing relationships with customers and vendors, and ability to translate client business needs into solutions.

Required Skills:

• 3 or more years of outside information technology sales experience (customer facing) in infrastructure, storage, cloud, network security, professional services or managed services preferred.
• Preferred candidate will have prior experience selling advanced technology solutions from Cisco, Dell/EMC, Palo Alto, AWS, Azure, HP, Citrix, etc.

Additional Desired Skills:

• Excellent communication and organizational skills
• Ability to work with C-level executives.
• Self-starter with local relationships in the SLED space in Southern CA.

Education and Experience:

• Bachelor's degree or equivalent experience and/or military experience

• 5+ year experience in the Public Sector space

*****

Presidio is an Equal Opportunity / Affirmative Action Employer / VEVRAA Federal Contractor. All qualified candidates will receive consideration for this position regardless of race, color, creed, religion, national origin, age, sex, citizenship, ethnicity, veteran status, marital status, disability, sexual orientation, gender identification or any other characteristic protected by applicable federal, state and local statutes, regulations and ordinances.

To read more about discrimination protections under Federal Law, please visit: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

If you have any difficulty using our online system and need an accommodation in the job application process due to a disability, please send an email to recruitment@presidio.com for assistance.

Presidio is a VEVRAA Federal Contractor requesting priority referrals of protected veterans for its openings. State Employment Services, please provide priority referrals to recruitment@presidio.com.

RECRUITMENT AGENCIES PLEASE NOTE:

Agencies/3 Parties may not solicit to any employee of Presidio. Any candidate information received from any Agency/3 Party will be considered a gift and property of Presidio, unless the Agency/3 Party is an Authorized Vendor of Presidio with an up-to-date Presidio Contract in hand signed by Presidio Talent Acquisition. No payment will be made to any Agency/3 Party who is not an Authorized Vendor, nor has specific approval in writing from Presidio Talent Acquisition to engage in recruitment efforts for Presidio.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)