Emerging Business Account Manager

Summary

The Emerging Business Account Manager's job is to sell data center products, services, and Davenport Group services to existing customers; develop new business opportunities, new lines of business with those customers, and add new accounts selling the same in the assigned sales territory.

• Create and execute a strategy for territory growth and development with defined accounts while adding additional accounts through consistent prospecting.
• Manage and grow the pipeline for the assigned territory.
• Be able to articulate basic details on pipeline opportunities, using that information to progress deals to close.
• Collaborate with Client Sales Executives (CSE) on a client strategy, while allowing the CSE to execute on that portion of the plan.
• Collaborate with the Microsoft Director on the MS strategy across the territory.
• Execute against business initiatives and provide feedback to leadership on them.
• Generate data center and software quotes using Live Optics and similar tools' outputs and engineering guidance/specifications.
• Submit any deal registration requests, support renewal requests, and maintenance records that may be required.
• Responsible for creating Leads and Opportunities in Davenport Group Salesforce.
• Responsible for ensuring documentation on opportunities is accurate before sending customers proposals and/or placing orders.
• Responsible for communicating effectively with overlay groups, like Finance, Sales, Operations, Deal Desk, Order Desk, etc.
• Request Live Optic captures from customers before Engineering reviews.
• Create project proposals for Engineer reviews before presenting to customers.
• Schedule and run meetings and demos with customers and prospects. Assign next steps and manager follow-up activity with relevant parties.
• Manage regular touchpoints within the existing customer base by going deep and wide.
• Collaborate with marketing and Mid-Market AEs on events in the territory, such as Lunch and Learns, and training sessions. Create EB-specific marketing events to address the unique needs of EB customers.
• Maintain precise records for all customer accounts, prospects, and leads within your assigned territory in
• Strategize with leadership to optimize Inside Sales effectiveness and results.
• Collaborate with EB AE peers to share best practices and troubleshoot issues.

• Travel in-territory as required, 1 or 2 times per quarter.
• Submit expense reports and perform other required administrative duties promptly.
• Additional responsibilities may be assigned as required.

• Analytical – Synthesizes complex or diverse information;
  Collects and researches data;
  Uses intuition and experience to complement data.
• Problem-Solving – Gathers and analyzes information skillfully;
  Develops alternative solutions;
  Works well in group problem-solving situations.
• Technical Skills – Strives to continuously build knowledge and skills; shares expertise with others.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations;
  Listens and gets clarification;
  Responds well to questions;
  Demonstrates group presentation skills.
• Teamwork – Balances team and individual responsibilities;
  Puts success of team above own interests;
  Supports everyone’s efforts to succeed.
• Written Communication – Writes clearly and informatively;
  Edits work for spelling and grammar;
  Presents numerical data effectively.
• Business Acumen – Understands business implications of decisions;
  Displays orientation to profitability;
  Demonstrates knowledge of market and competition.
• Cost Consciousness – Contributes to profits and revenue;
  Conserves organizational resources.
• Ethics – Treats people with respect; inspires the trust of others; works with integrity and…