Senior Account Manager - Enterprise Accounts

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FULL TIME REGULAR Sales Boston, MA, US

30+ days ago Requisition

Yorktel is currently seeking a Senior Account Manager – Enterprise Accounts who will handles the complete sales cycle: build client relationships, understand client needs, build and maintain a pipeline of qualified opportunities across all assigned lines of business, work with engineering and other departments on solution, price and proposal development. They will have responsibility to maintain their accounts in CRM (MS Dynamics), forecast sales and work with management on final negotiations.

Candidates for consideration will have 3‑5 years or more of experience selling IT/AV with large enterprise accounts and show success prospecting new name accounts and expanding existing accounts within their territory. The Senior Account Manager shall be capable to sell independently or as a team, and be willing to travel when necessary by air, rail and car to meet clients and partners using reasonable measure and company policy/guidance to protect.

This position reports directly the SVP Worldwide Sales who will provide direction and support in regard to the following areas; territory assignment, sales enablement training & development, career development, pipeline management and client development. This position is required to work across organizational lines with coworkers in Sales, Operations, Services, Finance and the HQ back office as necessary to provide cross‑functional coordination and leadership for benefit of Yorktel in client engagements.

This position must have the ability to establish and maintain working relationships with clients, manufacturers, prime/sub partners and colleagues. Must possess excellent verbal and written communication skills. Strong presentation skills are an essential function of this position. Experience of IT sales from perspective as service provider, VAR/Integrator to senior IT/facilities management. Candidate shall have good sales/negotiation skills with keen understanding focus to maximize customer success while optimizing profit.

Must have conflict resolution skills. The ability to forecast business accurately and have basic understanding business financial principles is essential.

• Daily:
  • Maintain information on contacts and opportunities up to date and accurate in CRM system.
  • Network via Linkedin or other Social Media
  • Responsive on Teams, Mobile and Email during business hours
• Scheduled team meetings and 1:1 dive into pipeline op’s
• Maintain timecard
• Sales forecasts and other reports to manager as required.
• Monthly, quarterly or annually:
  • All hands meetings
  • Annual sales summit
  • Territory planning and pipeline reviews to Manager, Executives, Sales leaders.
• Ad hoc, as required:
  • Engagement with Customers, Consultants, GC’s, primes, subcontractors and suppliers in pursuit of specific opportunities
  • Sales enablement opportunities offered by Sales, Marketing, and Channels
  • Engage OEMs for special pricing, deal registration etc.
  • CTO and office of innovation introductions, briefings etc.
  • Meet with Proposal manager
  • Engage Contracts for NDA, teaming and other contractual documents
  • Pink and red team reviews, including input into pricing, positioning and win strategy.
  • company policy, technical standards and best practices.
  • Travel as directed and approved by manager (less than 30% anticipated)
  • HQ and regional office visits for face to face meetings as approved by manager
  • Other Duties as assigned by manager.

Understanding and appreciation for MS Modern Workplace, Cloud Services, ITSM, Networking, videoconferencing, unified communications and collaboration, AV design-build, Construction, Contracting. Must have the background and disposition to keep up to date with the technology and industry trends so as to be a relevant, credible and reasonably self‑reliant resource to the client.

• Proficiency in the use of computers, mobile devices and general business software…