Key Account Manager

sonyglobal; Madrid; On-site; EUR 60,000 - 80,000; Full time

Job summary

Sony Europe is seeking a proactive Key Account Manager to drive growth in the AV/IT channel, working with dealers, system integrators and end users across corporate and education sectors.

You will prospect, manage and optimize the account experience, collaborate with presales, and build long-term relationships with executives, while aiming to exceed financial quotas and close strategic opportunities in a matrix selling environment.

Qualifications

• Experience in the AV/IT channel with resellers and integrators.
• Fluent in English and Spanish (written and spoken).
• Matrix selling environment, collaborating with technical presales & services.
• Substantial experience demonstrating products/solutions in the AV industry.
• Deep understanding of customer, channel and partner requirements and how to integrate solutions.
• Strong prospecting skills using cold calling, social selling, email and partner channels.
• Knowledge of local customers, dealers, system integrators and end users.

Responsibilities

• Ability to prospect and create opportunities within assigned accounts.
• Manage and optimize the overall customer account experience.
• Demonstrate knowledge of the customer's business to influence needs.
• Identify solutions that address customer needs and lead sales efforts.
• Build and maintain relationships with executives and decision makers.
• Understand and navigate the customer’s buying process.
• Meet or exceed financial quotas and targets.
• Negotiate and close sales opportunities.
• Manage opportunities and transactions for long-term account stability.
• Demonstrate proficiency with account planning, forecasting and lead-to-quote processes.

Skills

Account management

AV/IT channel

Resellers

Integrators

English fluency

Spanish fluency

Prospecting

Cold calling

Social selling

Email outreach

Partner channels

Tools

Salesforce

Job description

The Key Account Manager role is an exciting opportunity to explore new sales territories for Sony Professional Displays and Solutions by addressing, dealers, system integrators and End users from corporate to High end-user's education accounts.

You will have the responsibility to understand our customer's needs and constraints, working with presales engineering to translate and build a unique Product solution that perfectly meets customer needs, now and for the future. You will also hold the responsibility to create and grow the customer portfolio, quickly understanding who the key stakeholders, while also supporting Corporate channel / IT partners.

You should be someone who is motivated to be out visiting customers and maximising time spent building meaningful relationships. You'll get to work with a prestigious brand, in a very progressive company. Your team is a very collaborative pan-European function, so you can develop into a wider remit when the opportunities arise.

You will:

• Ability to prospect and create opportunities within assigned accounts
• Manage and optimize the overall customer account experience
• Demonstrate knowledge of the customer's business to better influence customer’s needs
• Identify solutions that address customer’s needs and lead efforts to sell such solutions
• Build and maintain relationships with key executives and decision makers
• Understand and navigate the customer’s buying process
• Meet or exceed C&E's stated financial quotas and targets
• Negotiate and close sales opportunities
• Manage opportunities and transactions to ensure long-term stability and sustainability of book-of-business
• Demonstrate proficiency with C&E's methods and processes and bring his own experience for the following: Account Planning, Opportunity Planning, Forecasting, Lead to Quote, Performance Management, Need-Based Sales Methodology.

Additional:

• Maintain its pipeline up to date in Salesforce.com
• Maintain its end-users contacts updated in our database

You will bring:

• Experience in the AV/IT channel, resellers, and integrators
• Fluent in English and Spanish language both verbally & written
• Matrix selling environment background, collaborating with technical presales & services
• Substantial experience in demonstrating products/solutions in the AV industry
• Deep understanding of customer/channel/partners requirements and convincing them how a product/solution should be integrated to solve their problems
• Strong prospecting skills employing a variety of techniques including cold calling, social selling, email, partner channels
• Knowledge of regional (local) customers, Dealers, System integrators and end users is required

Life at Sony

We ensure competitive salaries and benefits by using established benchmarking. We encourage healthy work-life balance supported by hybrid and flexible working policies. We are a positive community who dream big together, respect each other, and enjoy a collaborative culture.

We like to celebrate our colleagues who make a real difference using our recognition platform. We also provide access to numerous services and platforms for all aspects of wellbeing . We listen to our people through conversations and surveys, respect their suggestions, then act on them. We also provide allowances for volunteering days so that our staff can support the causes they are most passionate about.

You can build your career around you with our fantastic range of learning & personal development programs to enhance your skills. We also encourage our staff to try exciting new roles, in a wide range of countries, with a supportive mobility team to support you if you take that leap!

Bring your uniqueness to Sony

We are passionate about creating a culture that promotes equity and cultivates inclusion, diversity, and belonging. We want employees with diverse backgrounds and perspectives that will stimulate innovation and have a direct impact on our creation of social value to fulfil Sony's purpose - 'to fill the world with emotion, through the power of creativity and technology'. We want you to bring your unique self to work and help shape our culture.

We are Sony Europe

Our people collaborate in an environment of respect, integrity, and open-mindedness. Diverse teams from all over Europe are the driving force for our business, and we embrace the differences that make each of us original and unique.

With offices in 28 European countries, Sony Europe caters to consumer, professional, semiconductor and healthcare markets with innovative electronics products and solutions. Our European laboratories research and develop new technologies and capabilities that contributes to the Sony Group and important issues on a planetary scale.

Bring your passion, creativity and ambitions to Sony Europe.

Equal Opportunity

Sony Europe is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion,