What are the responsibilities and job description for the Inside Account Manager - Enterprise position at Connection?
Remote, FL
CONNECTIONAt Connection, our purpose is simple: we connect people with technology. From hardware—PCs, printers, servers, and more—to cutting-edge cloud, cybersecurity, and professional IT services, we design, build, and support the IT solutions that thousands of companies, schools, and government agencies rely on every day. Back in 1982, we started out with two employees and a phone line. Today, Connection is a Fortune 1000 IT solutions partner operating in 174 countries around the world—still driven by that startup mentality and guided by our original purpose. We’d love for you to join us and make your mark on the future of technology.
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Full Time
$45,000.00/Yr. - $95,000.00/Yr.
What We Do
We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.
Who We Are
Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.
Why You Should Join Us
You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive. We value the importance of our employees’ emotional wellbeing. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days.
Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.
Reports to: Manager, Inside Account Mgmt or Director, Inside Account Management
The Inside Account Manager (IAM) is a remote inside sales position responsible for providing proactive direct sales support for one or more Enterprise Account Executives (EAEs). The primary areas of responsibility are to function as a lead to an inside sales account team; to manage client support provided; to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins, promote self-service and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas. Occasional in person customer facing support is required. An IAM is expected to be able to communicate Connection Enterprise’s complete value proposition, to demonstrate the MarkITplace platform and to relate its value to clients. The IAM has extensive interaction with Manufacturers, Distribution Partners, EAEs, Sales Support teams and the CES Operational Support teams.
An IAM manages the daily flow of a client’s business and maintains structured time management practices that allow for a proactive approach to supporting our client’s needs. Due to the fast pace of the business, it is extremely important that the IAM prioritizes the client’s needs and manages the support efforts to ensure a timely and accurate response is being given by the team. Scheduled times for proactive sales cycles to identify net new solutions must occur daily, while ensuring the ongoing management of the support team is working efficiently to respond to any open requests.
Where applicable, this position assures departmental processes are performed in compliance with applicable Sarbanes-Oxley controls.
This is a base plus commission role, earnings may vary. Posted salary information is annualized and indicative of first year of employment. MUST HAVE EXPERIENCE WORKING WITH HEALTHCARE ACCOUNTS.
- Functions as the lead of an inside sales team, mentoring, monitoring, quarterbacking and delegating support tasks to a client operations team.
- Manages and grows velocity product lines within existing client base by obtaining assigned monthly/quarterly revenue and GP goals
- Develops and maintains current velocity product line knowledge from top leading technology market leaders. Velocity product lines are defined as desktops, laptops, mobile devices, low end servers, peripherals, printers/scanners, supplies, monitors/displays, accessories, and All Other Software (AOS).
- Velocity Proposal Management – delegation and inspection of velocity proposals under $25,000. Proper follow up on associated client quotes.
- Owns proposals over $25,000 to ensure pricing accuracy, project management, OEM deal registrations, and logging Salesforce activity associated with each opportunity.
- Establishes, builds and maintains strategic relationships with clients, OEM sales teams and distribution partners.
- Prepares, analyzes and presents client activity reports
- Salesforce activity management to ensure all qualifying projects are recorded and updated proactively. Client quotes over $100k should have the Quote to Opportunity feature used in Salesforce the same day the quote has been entered with proper next steps and follow-up actions logged.
- Provides complex solution proposals requiring technical configuration support
- Furnishes customer quote & follows up on opportunity
- Maintaining a 4 hour customer response to requests
- Proactive management of software renewal quotes to be identified, strategized with the EAE, and sent to the client a minimum 30 days prior to renewal.
- Works with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations
- Escalates orders and provides over flow assistance for order entry & pricing verification review
- Provides open order management process support for complex orders only
- Maximum 20% of time spent in order and quote entry.
- Provides RMA escalation assistance to Inside Sales Support team
- Responsible for the daily team communication with our customers, manufacturer partners & suppliers
- Works with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.
- Smart Sourcing Initiatives
- Contractual Limitations
- Utilize Partner Programs to manage customer bids and deal registration submissions
- Regular buying/prospect account reviews to ensure GP maximization and account strategy attainment
- Works with Inside Sales Support Team to create, maintain and manage customer standards and catalogues.
- Provides self-service customer trainings and handles MarkITplace platform demonstrations at a moment’s notice via Webex (sourcing model, quote/order management, Special Price Monitoring, product search, reporting, license/renewal management, process improvement, & RMA capabilities)
- Responsible for proactively identifying net new opportunities by leveraging the following areas
- Monthly Spend Analysis & Standards Management Review
- Mandatory monthly customer whitespace analysis followed by a specific strategy to gain that line of business. Standing monthly review of current business to target new cross sell / up sell activity
- Proactive weekly calls to key OEM inside/outside sales team relationships. Target should be 5 OEM contacts reached per week and 25 OEM reps per account total.
- Proactive weekly calls with key internal BDMs, SBDMs, SMEs, TSEs, and other manufacturer specific resources.
- Accountable for overall daily team management, customer satisfaction and the relationship management with our customers and partners.
- Responsible for proactive Salesforce entries per day per EAE supported with activities focused on new lines of business, strategic project calls, strategic OEM calls, and overall prospecting calls into the account.
- Responsible for daily utilization of Cloud:59 with minimum logins monthly and 2 video posts per quarter.
- Participates in and meets minimum Sales Management expectations for quarterly sales promotions and campaigns
- Performs other duties as assigned.
Employees are required to be present at the approved work location in order to perform the functions of this position.
Travel Requirements
Occasional travel may be required, less than six trips per year.
Travel-Specific Expectations
Travel expected
Job Qualifications
Degree requirements: Bachelor's Degree or the equivalent combination of education and work experience
Minimum years of work experience to qualify for role: 5
Total years of work experience to be fully proficient: 7
Skills, Knowledge and Abilities The minimum competencies required to be successful in the position are listed below.
Required competencies:
- Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint
- General degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions.
- Knowledgeable on major velocity OEM product lines with understanding of current technologies.
- Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint.
- Previous reseller experience in a similar role that provided high value, high volume client support
- Recent and relevant experience selling IT solutions at a competitor VAR or Tier 1 manufacturer/publisher.
- Committed to customer service, attention to detail and responsiveness are critical
- Ability to think strategically and leverage resources.
- Requires a strong work ethic, positive can-do attitude and ability to work in a team.
- Results oriented, self-driven and motivated.
- Excellent written communication skills with ability to compose professional business communications via email, letter, and proposals.
- Excellent verbal communication skills with ability to present professional demonstrations, communicate and sell effectively to mid and senior level management
- Strong organizational skills with ability to manage multiple priorities.
- Ability to work flexible hours to support assigned customer time zone
Additional preferred competencies or preferred qualifications, if any:
- An experienced, mature and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT software and related services directly to large enterprise accounts.
- High degree of technical expertise with a working understanding of software solutions
- Knowledgeable on major strategic Software Publisher product lines with understanding of current technologies, programs and processes.
- Microsoft, VMware, Cisco, HP, Dell, Lenovo, ServiceNow sales certification preferred
EOE/Minorities/Females/Vet/Disabled