Job Information
The Enterprise Account Manager (EAM) reports directly to the Director of Sales. The EAM position with ScaleMatrix requires mastery of numerous sales disciplines within the B2B and Enterprise sales space. Capable of understanding complex computer, software, and networking systems as it relates to Cloud Computing and High Density Hosting; to include hardware configurations and their uses, software applications, and networking. EAM must possess exceptional critical-thinking skills necessary to evaluate the needs of ScaleMatrix clients and customers, and determine how product offerings and options meet or exceed those needs, by hunting and targeting Enterprise Level organizations. EAM must possess superior communications skills, and be capable of utilizing these skills in a variety of mediums; to include written proposals, sales quotes, contracts, and presentations. EAM must be comfortable, and be able to demonstrate, superior communications skills to all levels of client and customer organizations. EAM must be capable of representing ScaleMatrix in a professional manner; in appearance, dress, and demeanor. EAM will possess superior time management skills, and be largely self-directed.
Responsibilities
- Meet monthly/annual sales targets and sales funnel growth targets.
- Ability to leverage the internal and external resources to ensure our reach to Enterprise Level clients are accurate and well-represented.
- Deliver presentations of products at customer sites, via Webex and at conferences and exhibitions.
- Consistent achievement of quota and 3x funnel on a monthly basis.
- High level of knowledge of the pertinent Enterprise level client and uncovering their need for ScaleMatrix services.
- Management of existing client base and associated management actions. IE, tickets, communications, upgrade, disputes, etc…
- Establish and foster existing and new partnerships with outside vendors and Value Added Resellers to further expand the ScaleMatrix brand recognition throughout the industry.
- Ability to maintain proper communication with high level Executives within the Enterprise level clientele.
- Attend user group meetings.
- Demonstrated ability to close sales at exceptional high rates given quality leads and contacts.
- Computer hardware or network infrastructure sales experience.
- Maintain company’s contact resource management (CRM) database with accurate, up-to-date contact and activity details. Produce monthly sales reports.
- Provide feedback from business community and potential customers to enhance product performance and service delivery.
- Identify and make contact with potential customers.
- Respond to sales requirements from existing and potential customers.
- Maintain contact with existing and potential customers to promote sales and deliver detailed account plans.
- Ensure effective internal communications both within the Sales, Customer Support and Marketing team and across the organization.
- Motivate all staff to share pertinent information about the market to facilitate the ease of recording, retrieval and use of information.
- Report to and meet with the Director of Sales at a minimum of once per week.
- Facilitate links with regulatory bodies and commercial organizations.
- Demonstrate leadership within professional IT management associations, especially those related to cloud computing.
- Utilize the resources of the Sales Department for the cost effective delivery of Sales to company.
- ScaleMatrix brand representation both internally and at Events or Conferences in the IT industry
- Strong knowledge of the AI, Deep Learning, and Machine Learning verticals and why the ScaleMatrix services will help their company grow to the next level.
- Assist in the identification of opportunities for new products and for enhancement and development of existing products.
- Monitor and report on the activities of competitors and potential collaborators and to identify business opportunities and threats.
- Understand the market in which the company operates and how the company’s products and services are used within that market.
- Identify new markets, both geographical and by industry sector, for company products.
- Additional duties as assigned.
Qualifications
- 10 years of technical sales experience required, including computer hardware and network infrastructure sales.
- Productivity driving sales efforts with Medium to Enterprise level prospects and clients.
- Ability to engage with C-Level prospects and representation of the ScaleMatrix corporate brand.
- Superior verbal communication, customer service and writing skills.
- Able to communicate complex technical issues, with exceptional presentation skills.
- Excellent organization and problem solving skills.
- Self-motivated and able to work with minimal supervision.
Education / Competencies
- An undergraduate degree in Business or Computer Science required with a record of academic excellence. MBA a strong plus.
Travel Required
- Approximately 25 percent