Role
As a Senior Account Manager you will be directly responsible for developing, managing and growing relationships with major Value-Added Reseller, E-tailer and distribution customers for the Memory Division.
Main Job Responsibilities
* Develop relationships with key Value-Added Resellers (VARs), ensuring Integral Memory’s presence on data and electronic systems
* Work with vertical Key Account Managers and sales teams in the product channel, ensuring our inclusion in listings, product catalogues and data feeds to quote on upgrades, data centres and other projects
* Understand Integral Memory products’ key propositions and value to convey to customers
* Work with computer hardware and software solutions providers to understand their needs and provide quotes and solutions for their end customer markets
* Understand target markets, competition, customers’ company structure business models and key decision makers to determine key growth areas
* Develop, maintain and grow relationships with our customers to become a key partner and adviser
* Work with key VARs and their clients to provide solutions
* Be proactive in developing new business, utilising sales plans and strategies to realise those growth areas, understanding business potential and achieving sales targets for products and value
* Be proactive and engage with the customer with a mix of visits, phone, email, promotions and mailshots
* In conjunction with the Marketing team, utilise social media and LinkedIn to develop sales funnels, attract new business, and keep our customers informed
* Prepare and present sales pitches and presentations
* Quoting and negotiating prices within company guidelines
* Be an advisor on product and market trends, feeding information back to the Product Management and Marketing teams
* Attend sales and product training meetings and visits
* Use CRM system to best effect
Skills Required
* At least 3+ years of sales account management experience gained within the IT distribution or VAR environment
* A driven sales professional with the desire to develop accounts and win business
* Effective relationship-building and communication skills whether face to face, through phone, email, and digital channels
* A competitive team player, who enjoys working in a collaborative environment
* Results orientated, with a track record of achieving targets
* Good presentation skills
* Good social media and LinkedIn marketing knowledge
* Demonstrable ability to develop an understanding of technology products and their target customers
* Strong commercial understanding and knowledge of end user requirements
* Excellent organisational, planning and time management skills
* Self-motivated with a desire to succeed
* Strong Excel and PowerPoint skills
* Experience of utilising a CRM (ideally SugarCRM)
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