Enterprise Account Manager - Enterprise Visual Communications

Enterprise Account Manager - Enterprise Visual Communications

Position:  Account Manager responsible for managing a focused territory business plan to proactively create revenue opportunities through sale of videoconferencing and streaming technology coupled with and managed services. Enterprise account list includes mix of target and installed base customers within Fortune 500 enterprise and Healthcare markets.

Position Location:  Nashville, TN

• Must have a thorough understanding of how IP networks operate and a minimum of 5 years selling IP-based technology solutions to Enterprise (Fortune 500 and Healthcare) end users. Strong preference for individuals with sales experience in Telemedicine technologies.
• Demonstrate sales performance against minimum quota of $1,500,000+ via IP technology sales. Strong preference for Account Managers with successful experience in combing equipment sales with managed services.
• Provide examples of past sales performance using a territory business plan and discuss how the territory business plan helped them perform against quota.
• Experience to combine sales strategy with personal initiative to proactively contact target opportunities within a target account list. Account list includes “net new" prospects and installed base customers.
• Company has strong Core Values which are reflected in professional workplace. These Core Values are integrity, dedication, competence, the importance of each team member, balance, and the long view.
• Must have strong verbal and written communication skills as required to solicit contact with C-level individuals within target account list. Note: Personal presentation skills coupled with PC knowledge will be evaluated during the interview process.
• Must be combine presentation skills with technology demonstration capabilities. More than 50% of all presentations will involve connecting to Technical Innovation enterprise video network (TI NET) and using TI NET as competitive differentiator sales tool.
• Account Manager must have time-management skills as required to meet activity objectives and sales forecast deadlines. Base line activity objectives include; 8 demonstrations per week or 16 face-to-face meetings per week or 10 telephone contacts per day. Sales management provides pro-active support and engaged in the sale process to make both the Account Manager and sales team are successful.
• Sales engineering and marketing resources will be provided. Account Manager must have ability to secure the resources needed within a shared resources model.
• Travel required as needed to generate new revenue opportunities within the objectives of the territory business plan. Account Manager must provide personal vehicle suitable for travel and will work with sales management to evaluate cost-benefit of travel. Note: Monthly automobile expense allowance provided.

 
Requirements for consideration:

• Bachelor’s degree required. Applicant must present a professional resume reflecting minimum of 5 years of successful performance selling IP technology or managed services against a minimum quota of $1,500,000. Provide a minimum of three work related references.
• Examples of prior business plans which demonstrate the ability to build and grow a sales territory.
• Examples of C-level presentations.
• Examples of problem solving, such as sales leader overcame an objection or challenge X to generate successful result Y. Strong preference for individuals who combined equipment sales with managed services offering to overcome the challenge and secure the sales.
• Strong preference for manufacturers’ training certifications such as TANDBERG, Polycom, LifeSize, Accordent, Cisco, AVAYA experience.
• Strong preference for individuals with examples of using Professional Associations or networking Groups to create new business opportunities.
• Strong preference competency in IP WAN/LAN/VLAN network design and QoS, VoIP. Windows/Linux server experience, H.323 suite of standards, SIP protocol, MS OCS integration and unified messaging.

 
Working Conditions

Strong emphasis on professional sales environment involving a combination of corporate office working conditions coupled with home office ability as warranted through sales performance. Corporate environment is collaborative, team-oriented, and often fluid. Strong sense of pro-active customer support required and as well as individual initiative for problem solving. Physical activity to move equipment for demonstration purposes required.

 
Technical Innovation is an equal opportunity/affirmative action employer (M/F/V/D). We support diversity in our workforce. Please note those individuals submitting resumes online or by mailing a resume are not considered an applicant for employment until a signed employment application form is completed, usually at the time of interview.

 
Please visit the Technical Innovation web site @ www.technical-innovation.net and submit your resume to [Click Here to Email Your Resumé].