Vision Technologies is a U.S.-based, global systems integrator providing technology solutions and services for commercial and government clients. We offer design, installation, service, managed services, and consulting solutions for enterprise technologies and infrastructure. Vision's 600+ employees operating in 36 markets are helping to reshape the way commercial clients and government agencies use technology to improve the quality and cost-efficiencies of services they deliver.
This Senior Account Manager (SAM) will have prior experience working directly with End Users and Industrial Contractors in the Data Center Sector - as well as the channels that serve them. The candidate will ideally have established relationships with an existing Data Center customer base. The SAM will promote and sell the company's entire solutions portfolio within the Data Center Sector. Vision's six business units provide world-class solutions and services including A/V, DAS, Electronic Security, PON, Wireless, Structured Cabling, Voice & Data, and more.
The candidate will drive sales growth by building relationships with existing Fortune-1000 Data Center customers while strategically pursuing select new customer accounts within their assigned industry. The SAM's grasp of value-added solutions and services will be vital when building partnerships with customers to help them achieve their long-term operational and technology goals.
Responsibilities
- Utilize consultative and account management techniques to develop and maintain business within their customer accounts
- Manage, grow, and develop sales programs within their assigned Key/Target accounts
- Exceed business and financial goals as established by the company
- Assist their accounts' operational program management teams with technology innovation, road mapping, and client liaising
- Collaborate with estimating and engineering resources to prepare timely and accurate solution proposals
- Identify, recognize, and meet regularly with the key internal and external resources to leverage and nurture strategic partnerships while meeting customer requirements
- Efficiently anticipating and evaluating customer needs to offer technology-based solutions
- Leading strategic account analysis and planning activities with the Account Team to establish our position, identify opportunities, and define targeted account strategies and actions
- Designing and preparing business proposals to meet and exceed customers' expectations
- Maintaining a specific sales volume in the Customer Relationship Management System (and other internal systems) while creating sales booking forecasts and gap-closing measures
- Remaining abreast of industry changes and participating in industrial and professional associations while continuously seeking to improve sales-related techniques and knowledge
- Support the Data Center Business unit to ensure target revenues and profitability are achieved
- Promote the Vision culture of teamwork and joint success
Qualifications
- 5+ years of experience in technical sales, business development, or consulting in the data center sector
- Minimum two years of experience navigating the commercial construction process
- Experience selling solutions and services to both end-users and general contractors
- A demonstrable knowledge of Data Center operations, systems, and infrastructure
- Thorough understanding of the sales function and processes including annual sales planning and account mapping
- Understanding of large turnkey opportunity creation, development, and closure and related contracting processes and procedures
- Strong large account planning and management skills
- Excellent collaborator, able to manage ambiguity, anticipate and react to changes quickly, and do so in a demanding environment
- Proven sales, customer service, and communication skills
- Experience with technical and financial estimation tools and applications
- Ability to develop and maintain strong relationships
- Teamwork and collaborative skills
- Presentation, proposal development, and negotiation skills
- Excellent time-management skills and motivation
- Results and target-oriented working methods
- Excellent oral and written communication skills
Education Requirements:
- Bachelor's Degree or ten plus years of equivalent work-related experience
- Sales certifications and qualifications from industry recognized sales organizations such as Miller Heiman, Huthwaite International, Sandler Training, and Shipley Associates
- Data Center, technology, or low-voltage industry and manufacturer certifications are desired
Vision is an Equal Opportunity Employer