Strategic Account Manager

Genetec; Colorado; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

401K match

Training Tuition Reimbursement Program

Work-life balance with a flexible work

Job summary

Genetec is seeking an experienced Senior Sales professional to drive growth across strategic accounts in the US. You will manage stakeholder relationships, develop account plans, and lead cross-functional collaboration to meet revenue targets.

The role requires 10+ years in high-tech sales, excellent communication and presentation skills, and the ability to influence multiple stakeholders. Up to 50% travel within California is expected. A college degree or equivalent experience is required.

Qualifications

• College degree or equivalent experience.
• 10+ years of high-tech sales experience, including national/strategic account management.
• Excellent communication skills; articulate clearly in person, over the phone and in writing; strong presentation skills.
• Excellent interpersonal and problem-solving skills; work with minimal direction to translate broad directives into useful tactics.
• Understanding of large-company business practices; ability to influence and leverage management to achieve growth goals.
• Ability to influence and gain consensus among multiple stakeholders in group purchase situations.
• Ability to work cross-functionally and build relationships with core stakeholders.
• Proficiency in Microsoft Word, Excel and PowerPoint.
• Acumen for understanding complex technology systems.
• Proven sales achievement/track record.
• Open to travel up to 50% of the time anywhere within California.

Responsibilities

• Develop the account’s business across stakeholders, including product selection, budgeting and purchase decisions, cross-selling and upselling.
• Develop and implement business and marketing plans within the identified account to define objectives and programs.
• Advance Product Marketing, training, and R&D groups to align with account needs in new product planning.
• Expand and mature Product Marketing Management and Marketing Communications for tailored sales tools for the Regional Sales Manager.
• Position and communicate Genetec capabilities to meet high-value end-user needs.
• Identify strategies around the SC SaaS product line for named accounts and additional targets.
• Provide product demonstrations and commercial training to account stakeholders.
• Identify opportunities for cross- and upselling; assist in RFx responses and quotes.
• Keep sales management informed of activity, trends, and opportunities.
• Engage with Commercial Team to develop account strategies and coverage.
• Closely manage forecasts and quotas; monitor customer satisfaction.
• Update and maintain data in CRM and other applications.
• Acquire and report knowledge of product, market and competition.
• Assist in development and delivery of sales performance reviews under the Channel Partner Program.

Skills

Sales experience

Strategic accounts

Communication skills

Presentation skills

Cross-functional collaboration

Problem-solving

CRM knowledge

Data analysis

Tech industry knowledge

Negotiation

Education

College degree or equivalent experience

Tools

MS Office

CRM software

Job description

Your team’s dynamic:

Are you looking to be part of a company where you will be at the helm of your own career? At Genetec you will be encouraged to ask questions, share your ideas and to be independent. We believe that everyone’s voice deserves to be heard, and we want you to learn and to grow within your role to maximize your potential. Our family, of over 2000 people globally, is made up of diverse individuals who are passionate about technology and are quick to try new ideas, even if it means risking failure.

Is being part of an inclusive, equal opportunity employer important to you? It is for us! Most of all, we are all proud to say that we have the privilege to work with some of the coolest, smartest and nicest people we know - each other!

Your day at a glance:

• Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes,cross-selling, upselling, and implement account growth strategies
• Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs
• Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning
• Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed
• Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs
• Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts
• Provide product demonstrations and commercial training to account stakeholders
• Uncover customer needs, identify opportunities for cross- and upselling, assist in response to RFx, and assist in preparation of quotes and proposals
• Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options
• Engage with the Commercial Team to develop account strategies, coverage, and follow-up
• Closely manage forecasts and achieve quotas
• Monitor and report satisfaction levels
• Update and maintain data in CRM or other applications
• Acquire, maintain and report accurate and detailed knowledge of product, market and competition
• Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc.

What makes you a great fit:

• College degree or equivalent experience
• 10+ years of high-tech sales experience, including national/strategic account management
• Excellent communication skills; able to articulate clearly and effectively in person, over the phone and in writing; strong presentation skills
• Excellent interpersonal and problem-solving skills; ability to work with a minimum of direction and supervision to be able to translate broad directives into useful tactics and meaningful activities
• Understanding of large-company business practices; ability to influence and leverage company management and key contributors to achieve growth goals
• Ability to influence and gain consensus among multiple stakeholders in group purchase situations
• Ability to work cross-functionally and build relationships with core stakeholders
• Working knowledge and proficiency in Microsoft Word, Excel and PowerPoint
• Acumen for understanding complex technology systems
• Proven sales achievement/track record
• Open to travel up to 50% of the time anywhere within California

An asset if you have:

• Security industry background
• IT and/or IP Security industry background

Let’s talk perks!

• Attractive compensation package with 401K match
• Training Tuition Reimbursement Program
• Work-life balance with a flexible working schedule

We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply - your profile may surprise us!