Account Executive - Cisco, West

ScanSource

Tempe (AZ)

On-site

USD 91,000 - 115,500

Full time

14 days+

Get more replies from employers

Send a job-specific resume in minutes.

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Life insurance

401(k) with matching

Paid time off

Company holidays

Job summary

ScanSource in Tempe, AZ seeks an Account Executive to drive growth within an assigned portfolio. You will nurture executive-level relationships, articulate a clear value proposition, and lead strategic account planning to increase share of wallet and revenue.

You will manage pipeline, forecast, and collaborate with internal teams to close opportunities, while achieving quarterly and annual quotas and leveraging Cisco/SAP/Salesforce expertise.

Qualifications

Four-year degree from an accredited college or university; preferably in business or management.
3 - 5 years of experience in a sales or relevant business development or account management role.
Demonstrated experience in account management, building and maintaining executive relationships, identifying sales growth opportunities, and negotiating and closing deals.
Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams.
History of high performance (e.g. Presidents club, quota achievement, etc.)
Cisco Product Knowledge
Channel Experience

Responsibilities

Manage profitability and growth of the assigned portfolio of accounts
Penetrate accounts and increase company’s share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
Articulate value proposition to forge strong relationships with customers and cultivate loyalty to drive growth
Collaborate with partner leaders to understand strategic vision and identify opportunities across product families and the vendor base
Manage and grow overall account relationships and develop a targeted account strategy to encourage growth
Drive pipeline and forecast development and reporting using Salesfore.com
Lead account planning through ongoing business reviews and quarterly reviews & QBRs
Attain quota based on the assigned customer base; maintain and increase CAGR
Coordinate resources including Inside Sales, Services, RFS and Sales Support to support business development

Skills

Account management

Executive relationships

Negotiation

Sales strategy

Education

Bachelor's degree

Tools

SAP

Salesforce.com

Job description

Job Details

Description

Summary

The Account Executive will be a relationship-oriented sales professional, who will play the role in developing, managing and growing the company’s partnership with the assigned portfolio of accounts. This individual will be responsible for maintaining an overall understanding of the company’s offerings and deep industry expertise in order to drive account growth by bringing ScanSource to the assigned portfolio of accounts. The Account Executive will nurture relationships with key decision makers to encourage and facilitate strong portfolio growth and increased share of wallet. This individual will serve as the main point of contact for the account and business leaders, and will drive the overall ScanSource sales strategy for the account. The Account Executive will be responsible for understanding their accounts’ overall health, identifying areas for growth opportunities, and leading the account planning and forecasting activities.

Roles And Responsibilities

Business Development

Manage profitability and growth of the assigned portfolio of accounts
Focus on penetrating accounts and increasing company’s share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth
Collaborate with partner leaders to understand their strategic vision in order to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling
Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth
Drive pipeline and forecast development and reporting using Salesfore.com
Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR's
Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR
Coordinate specialized Company resources including Inside Sales Representatives, Services, RFS and Sales Support to support business development at the assigned accounts

Customer Enablement

Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions
Develop and maintain deep understanding of assigned accounts business models, competitors and industry trends
Maintain deep understanding of the Company solution offerings for the assigned accounts
Collaborate with the assigned accounts to proactively identify opportunities that will facilitate growth

Competencies

Leadership

Develop strong relationships and partnerships at assigned customers; exhibits broad understanding of customer business and aligns communication style and strategy accordingly
Develop trusting and collaborative relationships with both internal and external stakeholders
Identify and lead appropriate resources required to identify and close major opportunities
Strong communication and listening skills including executive communication and presentations in front of different sizes and types of audiences

Business Acumen

Strong understanding of assigned accounts’ business models, markets they operate in, competitive landscape, expansion opportunities, and the account’s end users
High level understanding of the accounts’ financial metrics and profitability drivers
Apply market opportunities to customer needs and strengths, developing strategies and solutions for growth

Solution Selling

Establish reputation with assigned accounts as a trusted advisor with both industry knowledge and expert knowledge of Company solutions and capabilities
Advanced negotiation skills; ability to qualify customer needs and determine Company leverage points that resonate at the account
Strong understanding of end customer markets and decision drivers
Strong understanding of vendor differentiators and ability to apply them to satisfy customer needs

Technical Acumen

Strong understanding of Company solution set and how those solutions will support and enable the assigned accounts
Ability to engage with technical teams to sell and close deals

Reporting Relationships

Sr. Director, Sales
VP, Sales

Credentials

Required

Four-year degree from an accredited college or university; preferably in business or management
3 - 5 years of experience in a sales or relevant business development or account management role
Demonstrated experience in account management, building and maintaining executive relationships, identifying sales growth opportunities, and negotiating and closing deals
Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams
History of high performance (e.g. Presidents club, quota achievement, etc.)
Cisco Product Knowledge
Channel Experience

Preferred

Proficiency in SAP and Salesforce.com is a plus
Experience working with Cisco sales channel

Physical Requirements

Ability to sit at a computer terminal for long periods of time.
Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
Ability to travel at least 50% of the time, on short notice as needed.
Ability to lift 25 pounds.

Compensation

Base Range : $91,000-$115,500 and total compensation range: $130,000-$165,000

Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer.

For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets.

While we're committed to providing top-tier solutions, we're just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision. Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire). In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO. ScanSource also celebrates 8 paid company holidays.