OEM/IT Account Manager - Hunter

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area
• Maintains knowledge of competitors in account to strategically position the company's products and services better
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
• Contributes to proposal development, negotiations and deal closings
• Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts
• May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract- value renewals
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization

• University or Bachelor's degree preferred
• Directly related previous work experience
• Typically 5-8 years advanced sales experience required
• Background in selling servers or storage solutions (mandatory)
• Deep knowledge of products, solution or service offerings as well as competitor's offerings
• Understands the industry and market segment in which key accounts are situated
• Understands the role of IT within area of specialization
• Negotiates and drives deals to ensure successful closes and high win rate
• Broad understanding of the customer needs
• Uses client engagement skills in collaboration with account leads
• Leadership and initiative in successfully driving specialty sales in accounts
• Translate product knowledge into customer's added business value
• Uses specialty knowledge to actively prospects within accounts
• Conceptualizes and articulates well-targeted solutions in area of technical specialty
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal
• Demonstrates high service knowledge and professionalism
• Understand the channel and work an effective plan to increase sales with our partners
• Regular use of Siebel updating deal profile and forecasting accurately
• Understands services as part of strategic product sales
• Good prioritization and delegation skills
• Knowledge of industry trends, associated solutions, and key partner/ISV solutions
• Please, submit CV in English

Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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