Account Manager 4

About the Role

Key Responsibilities

• Run a sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, prospecting, and opportunity management.
• Establish and maintain relationships with key decision makers in various industries, partners, and customers to drive sales strategy and goal attainment.
• Foster new non-direct opportunities by connecting with Small & Medium Solution & Integration partners in the territory.
• Identify, develop, and implement territory strategies to close new business opportunities and expand revenue with customers across the region.
• Target and gain access to decision makers in key prospect accounts within the assigned territory.
• Collaborate with sales, channel, marketing, sales operations, sales engineering, services, customer support, and product management teams to create visibility and drive engagement.
• Work cooperatively with Integration and Distribution partners to leverage established account relationships.
• Use Salesforce.com to gather, maintain, and disseminate prospect information.
• Propose and develop new partnerships (distributors, resellers, solution & integration partners) to grow market share.
• Understand local market trends to detect potential system and solution applications.
• Operate demo hardware at customer locations, trade shows, and events, including setup and teardown, and travel frequently within the territory.
• Connect with academic communities to enhance sales and product adoption, including engaging with university contacts for collaborations.
• Cultivate and maintain strong relationships with decision-makers and customers at technical and leadership levels.
• Develop and implement territory plans to achieve and exceed revenue targets.
• Build and leverage relationships with partners to support territory objectives and ensure positive customer experiences.
• Develop and own the territory event and marketing plan in collaboration with marketing and sales teams.
• Provide accurate sales forecasts, reports, and updates to senior management, utilizing CRM systems daily.

Requirements

• 7 years of experience in sales or related field.
• Engineering degree or equivalent experience.
• Must be a US citizen.
• Ability to run a sales territory including pipeline development, account planning, and forecasting.
• Strong relationship-building skills with decision makers and partners.
• Ability to operate demo hardware at customer locations and trade shows, including setup and teardown.
• Willingness to travel frequently within the assigned territory.
• Proficiency with CRM systems, specifically Salesforce.com.
• Ability to develop and execute strategic territory plans.
• Excellent communication and collaboration skills across cross-functional teams.

Nice to Have

• Experience working with academic communities and research collaborations.
• Knowledge of local market trends and government funding opportunities.
• Experience in developing and managing partner relationships.

Qualifications

• Educational background in engineering or related field.
• Experience with sales forecasting and territory management.
• Proficiency in CRM tools, especially Salesforce.com.

Benefits & Perks

• Competitive base salary ranging from $149,000 to $200,000 annually, commensurate with experience.
• Medical, dental, and vision insurance plans.
• Employee Assistance Program.
• 401(k) retirement plan.
• Tuition reimbursement.
• Flexible time off, including paid parental leave, vacation, and holiday leave.
• Recognition programs and other employee benefits.