Named Account Manager

Mitel (Delaware) Inc; Irvine (CA); On-site; USD 110,000 - 166,000; Full time

Job summary

Mitel (Delaware) Inc seeks a dynamic Named Account Manager to drive growth across West and South East regions, managing Hospitality accounts and pursuing new logos with consultative sales and partner networks.

The ideal candidate has 5+ years in technology sales, a $3M+ quota, and a proven track record of exceeding targets through strategic account planning and strong negotiation skills.

Qualifications

• Bachelor's degree preferred or relevant experience in lieu of degree.
• 5+ years of experience in consultative technology sales, focusing on Unified Communications and Contact Center solutions.
• Experience managing a $3M+ quota.
• Experience selling into SLED, Healthcare, Retail and Manufacturing verticals.
• Knowledge of Cloud computing, VMware and data centers is a plus.

Responsibilities

• Develop and maintain strong relationships with existing clients, serving as the primary point of contact for all account-related matters.
• Generate business opportunities and manage the sales process through to closure of the sale.
• Collaborate with partners for prospecting within named accounts and leverage partner engagement.
• Support deal structure and pricing with business-value analysis and negotiate prices for proactive bids and proposals.
• Ensure high levels of customer satisfaction by delivering value, addressing issues, and exceeding expectations.
• Demonstrate outstanding written and verbal communication and negotiation skills and effective time management.
• Use a consultative sales approach to understand client needs and propose tailored solutions.
• Work with cross-functional teams to develop and implement strategic sales plans to achieve targets.
• Conduct in-depth discovery sessions to uncover pain points and business objectives.
• Customize product presentations and demonstrations to show how solutions address client problems.
• Provide timely sales forecasts and performance reports to management.

Skills

Consultative sales

Relationship building

Negotiation

Communication

Account planning

Quota achievement

Education

Bachelor's degree preferred

5+ years of consultative technology sales

Tools

CRM software

Sales tools

Job description

At Mitel, you will have the opportunity to help businesses connect, collaborate and provide better experiences for our customers. You will deliver valuable contributions in creating business success within our global organization utilizing your unique attributes, skills and experience.

Overview:

We are seeking dynamic and results-driven Named Account Managers to join our Team! The Named Account Managers, Vertical Sales are responsible for prospecting and managing a list of assigned existing accounts as well as prospecting for new logo opportunities within the region. The NAM will be responsible for selling of the company's products through channel partners, within ageographical territory.

The ideal candidate will possess a proven track record in consultative sales, with skills for cultivating relationships and bringing in new business opportunities.

The NAM role in the West regions (WA, CA, TX, IL, UT) will be responsible for assigned existing Hospitality Accounts as well as prospecting for new logos in that region.

The NAM role in the mid South Eastern Regions (SC, NC, VA, MD) will be responsible for assigned existing accounts as well as prospecting for new logos in that region.

Responsibilities:

• Develop and maintain strong relationships with existing clients, serving as the primary point of contact for all account-related matters.

• Generating business opportunities and managing the sales process through to closure of the sale.

• Collaborates with partners for prospecting within named accounts, leveraging partner engagement.

• Support deal structure and pricing with business-value analysis and negotiate prices for proactive bids and proposals.

• Ensure high levels of customer satisfaction by consistently delivering value, exceeding expectations, and promptly addressing any issues or concerns that may arise.

• Excellent written and oral communication skills, selling and negotiation skills, and time management skills.

• Utilize a consultative sales approach to understand clients' needs and recommend tailored solutions that address their unique challenges.

• Collaborate with cross-functional teams to develop and implement strategic sales plans to achieve targets and drive revenue growth.

• Conduct in-depth discovery sessions with potential clients to uncover pain points and business objectives.

• Customize product presentations and demonstrations to showcase how our technology solutions can solve clients' specific problems.

• Provide timely and accurate sales forecast and reports to management, outlining performance metrics and key achievements.

• Continuously strive to exceed sales targets and contribute to the overall success of the sales team.

Requirements:

• Bachelor's degree preferred; or relevant experience in lieu of degree

• Additional 5+ years of experience in consultative technology sales, with a focus on Unified Communications and Consultative Contact Center solutions.

• Have successfully managed a $3M+ quota

• Must have experience selling into SLED, Healthcare, Retail and Manufacturing verticals.

• Knowledge of Cloud computing, VMware and Data Centers is a required asset.

• Knowledge or experience with competitive solutions including Ring Central, 8x8, Cisco, Avaya, Zoom, Dialpad and others a plus.

• Creative with business planning and implementing sales initiatives.

• Possesses strong Account planning skills.

• Proven track record of meeting or exceeding sales targets and quotas using a consultative approach.

• Strong negotiation and communication skills, with the ability to build rapport and influence key stakeholders.

• Excellent organizational skills and attention to detail, with the ability to manage multiple tasks and priorities simultaneously.

• Proficiency in CRM software and other sales tools for pipeline management and reporting.

• Ability to work independently and as part of a collaborative team environment.

Total Target Compensation: $110,000 - 165,600

This range includes base salary plus commission; a general description of the commission structure is available upon request. The range above is inclusive of the target incentive.

Exact Compensation may vary based on skills, experience, location, market data and existing team equity.

Mitel offers a comprehensive benefit program which includes affordable Medical, Dental, Vision, Life and Disability Insurance, Matching 401(k) plan, Paid time off (holiday, vacation and sick), Employee Assistance Program, Reward and Recognition Programs and more! Benefits may vary based on full-time or part-time employee status.

At this time, we are not offering sponsorship for US work authorization for any new job applicants.

To ensure our hiring process is fair, efficient, and transparent, we want to inform all applicants that we may use Artificial Intelligence (AI) technologies, including third party tools to screen resumes and match candidates to job opportunities based on their skills and experience. All applications are also reviewed by our hiring team, and final decisions are made by our hiring managers. Kindly review our privacy policy(Mitel Privacy Policy) for more information and to understand how to exercise any of your rights.

Mitel is committed to achieving workforce diversity and creating an inclusive working environment. Diversity makes sense for us, for our customers and for our future. We value different perspectives, skills and experiences, and welcome applications from all sections of the community.

Mitel provides equal opportunities to all applicants and employees. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, national origin, sexual orientation, ancestry, sex (including gender identity, pregnancy, childbirth, or related medical condition), parental status, age, religion or religious belief, creed, disability, medical condition, genetic information, marital status, citizenship status, military service, political affiliation, or any other characteristic protected by state, federal law, or local ordinance.

These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, demotions, transfers, compensation changes, training, career development programs, layoffs, and terminations.

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