Field Account Manager

Sterling; Orlando (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

Sterling is seeking a Field Account Manager for SLED and Commercial to accelerate new business in Orlando and surrounding areas. You will reach out to potential customers, present Sterling's solutions, and close sales opportunities while collaborating with the Sterling account team.

The role requires at least five years of field sales experience, a four-year degree, and solid proficiency with Excel, Word, Outlook, Adobe Acrobat, and Salesforce.

Qualifications

• At least five years of field sales experience in commercial, state/local, or education sectors.
• A four-year degree is required; significant sales success can substitute for education.
• Ability to collaborate with inside account managers and cross-functional teams.
• Proven track record in business development, customer cultivation and meeting/exceeding sales targets.

Responsibilities

• Meet weekly, monthly, and quarterly sales goals and activity targets.
• Conduct regular face-to-face meetings with customers and build C-Level relationships.
• Identify and capture new leads; summarize opportunities for internal review.
• Analyze opportunities in terms of deal size, key players, and decision makers.
• Coordinate responses to opportunities with inside account managers and document in Salesforce.
• Develop and manage relationships with customers from initial contact through product fulfillment.
• Collaborate with strategic partners on emerging customer requirements and opportunities.
• Attend key conferences and trade shows; coordinate with marketing for messaging.

Education

Bachelor's degree (4-year)

Tools

Microsoft Excel

Microsoft Word

Outlook

Adobe Acrobat Pro

Salesforce

Job description

Title: Field Account Manager, SLED and Commercial

Reports To:Vice President of Sales for SLED/Commercial

Job Description: The Field Account Manager is responsible for acquiring new customers through outbound and inbound inquiries and leveraging your contact network in the assigned region. In this role you will be responsible for reaching out to potential customers delivering a sales presentation; identifying, developing and closing sales opportunities; building trust and rapport with customers/prospective customers; collaborating with your Sterling account team; building relationships with strategic technology partners that Sterling represents.

Required Technical Skills:The Field Account Manager should be proficient in Microsoft Excel, Word, Outlook, and Adobe Acrobat Professional. Experience using Salesforce—or similar CRM is required.

Required Education/Experience: The Field Account Manager should have at least five (5) years overall experience in field sales and three (3) years related experience within the commercial, state, local and education sectors. A 4-year degree is required; however, significant sales experience and a proven track record in identifying funding opportunities, fostering customer cultivation, and exceeding sales expectations in lieu of a degree is acceptable.

Requirements:

• Able to communicate, coordinate, and work effectively with inside account managers and other coworkers.
• Possess a strong work ethic and team player mentality.
• Able to work independently, demonstrate strong initiative, and set and achieve personal and team goals.
• Strong verbal and written communication skills.
• Competently interact with a variety of engineering and product management development teams.
• Proven track record of business development success and strategic sales vision.
• Able to comprehend, understand, and articulate technology solutions and how they best apply to customers.
• Able to support marketing, sales and business development pursuits as needed to develop and maintain accounts.
• Able to draft proposal responses and quotations as needed.
• Capable of conducting account analysis, sales projections, and key account approach planning in assigned territory.
• Strong analytical and problem-solving skills.
• Able to accurately and efficiently document customer information and sales activity.

Primary Responsibilities:

• Meet weekly, monthly, and quarterly sales goals and sales activity requirements as.
• Meet face-to-face with customers regularly. Interact and present to customers at various levels and help Sterling create C-Level relationships with potential customers.
• Identify and capture new leads, including customer/opportunity cultivation. Summarize opportunities for internal review.
• Analyze and articulate new business/customer opportunities in terms of deal size, key customer players and decision makers, and how to secure those customers.
• Identify opportunities and potential competition, document key customer requirements obtained from meetings with key customers and customer decision makers. Coordinate response to opportunity with inside account managers. Fully document opportunities in Salesforce.
• Develop and manage relationships between Sterling and customers from initial contact through product fulfillment.
• Develop and maintain relationships with strategic partners and manufacturer account representatives. Coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities.
• Research and participate in training sessions offered by strategic partners. Understand and competently articulate technology solutions to customers.
• Identify key conferences and trade shows within territory and attend as appropriate. Work with marketing department to develop required messaging.

Sterling Computers Corporation (“Sterling”) is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to age, race, color, creed, religion, disability, medical condition, economic status or status with regard to public assistance, citizenship status, national or social or ethnic origin, past or present membership in the uniformed services, protected veteran status, sex, pregnancy, marital or civil union or domestic partnership status, family or parental status, sexual orientation, gender expression or identity, family medical history or genetic information, HIV status, political belief, or any other status or characteristic protected by applicable law.