Commercial Territory Account Manager

• Handling E-Rate, SLED, K12 and midsize Corporate Accounts
• Develops long term sales pipeline to increase the company’s market share in specialized area
• Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline
• Set direction for business development and solution replication
• Creates and grows reference customers
• Sell complex products or solutions to customers on a partnership basis
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

• University or Bachelor's degree
• Advanced degree or MBA preferred
• Typically 12+ years of sales experience
• 5+ years commercial account management experience
• Experience in related industry
• Master in knowledge of products, solution or service offerings as well as competitor’s offerings
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure
• Considerable knowledge of the customer’s infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
• Strategic planning on a business development level
• Excellent project oversight skills

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion