Senior Account Manager

Overview

The Senior Account Manager (SAM) will be responsible for finding and opening new accounts (Hunting) in the assigned territory. The SAM needs to be able to position Aspire solutions with the decision makers at the accounts uncovered, as well as any existing Aspire accounts that may be reassigned to the SAM. Positioning means understanding the Aspire value proposition and how it may be relevant to a client or prospect, and the business outcomes that an Aspire solution will deliver.

The SAM must be able to present and sell Aspire solutions to C-Level executives in the assigned territory or vertical, with a working knowledge of Cisco technologies and the ecosystem that connects back to Cisco solutions. The SAM should quickly develop a deep understanding of the Aspire brand, services, and benefits of an Aspire solution.

• Find new prospects who have a need for Aspire services
• Build a “trusted advisor” relationship with all your accounts
• Build, maintain and grow profitable long-term relationships with all clients
• Negotiate and close contracts to maximize Aspire’s long-term growth and profitability
• Expand relationships with new, profitable opportunities after bringing a new client to Aspire
• Introduce and sell managed services and managed security into all your clients and prospects
• Build trust with core vendors and ecosystem partners
• Align prospects and clients with the corresponding Cisco Account Manager (or other ecosystem partner)
• Strategize with the Cisco AM (or other ecosystem partner) to earn deal registration
• Serve as team lead and primary point of contact for matters impacting clients and prospects
• Ruthlessly pursue client satisfaction
• Work with Operations to build quotes and verify accuracy before presenting to the client
• Work with distribution to find OEM promotions that improve sale profitability
• Collaborate with Aspire Solution Architects to develop solutions addressing client business outcomes
• Negotiate the Statement of Business Outcomes with the client or prospect without a Solutions Architect when needed
• Communicate client expectations regarding delivery of pre-sales materials and deliverables internally
• Work with Aspire’s Professional Services to verify accuracy and relevance of Statements of Work before presenting to the client
• Communicate project delivery expectations and milestones internally
• Provide accurate sales forecasts in Salesforce to enable Professional Services and Finance planning
• Support Aspire culture and collaborate with colleagues to help everyone excel
• Complete compliance training by due dates

• Ten years or more track record of successful sales experience selling complex technical solutions to public sector or large enterprise accounts.
• Knowledge of Cisco portfolio and strong working relationship with Cisco.

• Bachelor’s degree or MBA preferred
• Experience in the partner community
• Cisco sales certification preferred

• Working knowledge of Cisco technologies and the ecosystem that connects back to Cisco solutions
• Ability to quickly develop a deep understanding of the Aspire brand and Aspire services
• Team player with a competitive, high-achiever mindset, persistent in overcoming obstacles
• Highly motivated and able to work independently and deliver outstanding professional work
• Creative problem solver with excellent written and verbal communication skills, including persuasion and presentation abilities
• Ownership and accountability for responsibilities
• Willingness to learn and take constructive criticism

The Senior Account Manager is expected to meet with clients in person within the assigned territory. Typically, the SAM will have three to five meetings outside the office each week. When not in the office, the SAM may work from the closest Aspire Office or from home. Meetings and events outside standard business hours (including occasional dinner meetings) are possible.

Regularly capable of sitting and talking or listening; often required to stand, walk, and use hands to handle objects. May occasionally lift and/or move up to 35 pounds. Normal vision required. Reasonable accommodations may be made for individuals with disabilities to perform essential functions.

The work environment is typically quiet to moderate in noise level. Reasonable accommodations may be made for individuals with disabilities to perform essential functions.

• Mid-Senior level

• Full-time

• Sales and Business Development