Strategic AV/IT 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

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.