Emerging Business Account Manager

Summary

The Emerging Business Account Manager's job is to sell data center products, services, and Davenport Group services to existing customers; develop new business opportunities, new lines of business with those customers, and add new accounts selling the same in the assigned sales territory.

Primary Responsibilities

• Create and execute a strategy for territory growth and development with defined accounts while adding additional accounts through consistent prospecting.
• Manage and grow the pipeline for the assigned territory.
• Be able to articulate basic details on pipeline opportunities, using that information to progress deals to close.
• Collaborate with Client Sales Executives (CSE) on a client strategy, while allowing the CSE to execute on that portion of the plan.
• Collaborate with the Microsoft Director on the MS strategy across the territory.
• Execute against business initiatives and provide feedback to leadership on them.
• Generate data center and software quotes using Live Optics and similar tools' outputs and engineering guidance/specifications.
• Submit any deal registration requests, support renewal requests, and maintenance records that may be required.
• Responsible for creating Leads and Opportunities in Davenport Group Salesforce.
• Responsible for ensuring documentation on opportunities is accurate before sending customers proposals and/or placing orders.
• Responsible for communicating effectively with overlay groups, like Finance, Sales, Operations, Deal Desk, Order Desk, etc.
• Request Live Optic captures from customers before Engineering reviews.
• Create project proposals for Engineer reviews before presenting to customers.
• Schedule and run meetings and demos with customers and prospects.  Assign next steps and manager follow-up activity with relevant parties.
• Manage regular touchpoints within the existing customer base by going deep and wide.
• Collaborate with marketing and Mid-Market AEs on events in the territory, such as Lunch and Learns, and training sessions.  Create EB-specific marketing events to address the unique needs of EB customers.
• Maintain precise records for all customer accounts, prospects, and leads within your assigned territory in Salesforce.com.
• Strategize with leadership to optimize Inside Sales effectiveness and results.
• Collaborate with EB AE peers to share best practices and troubleshoot issues.

Additional Responsibilities

• Travel in-territory as required, 1 or 2 times per quarter.
• Submit expense reports and perform other required administrative duties promptly.
• Additional responsibilities may be assigned as required.

Core Competencies

• Analytical – Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data.
• Problem-Solving – Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations.
• Technical Skills – Strives to continuously build knowledge and skills; shares expertise with others.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills.
• Teamwork – Balances team and individual responsibilities; Puts success of team above own interests; Supports everyone’s efforts to succeed.
• Written Communication – Writes clearly and informatively; Edits work for spelling and grammar; Presents numerical data effectively.
• Business Acumen – Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition.
• Cost Consciousness – Contributes to profits and revenue; Conserves organizational resources.
• Ethics – Treats people with respect; inspires the trust of others; works with integrity and ethically.
• Dependability – Takes responsibility for own actions; Keeps commitments; Completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative – Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Planning/Organizing – Uses time efficiently; Plans for additional resources; Sets goals and objectives.
• Quality – Demonstrates accuracy and thoroughness; Applies feedback to improve performance.
• Quantity – Meets productivity standards.
• Safety and Security – Observe safety and security procedures.

Knowledge, Skills and Abilities Required

• Previous Dell Technologies or related alliance partner experience in inside or outside sales.
• Bachelor's degree from a four-year college or university.
• Five (5) or move years of professional experience, including four (4) or more years of experience selling Enterprise/Client hardware and software.
• Data Center sales experience - including server, networking, storage, hyperconverged, converged, and data protection.
• Strong understanding of Microsoft and VMware software offerings.
• Must be able to self-manage, self-motivate, and achieve results through subject matter education.
• The ability to work with multiple alliance partners and vendors daily to accomplish responsibilities.
• Remote office management skills. A work-from-home/road skill set requires managing time, expenses, priorities, and expectations set by management.
• Must exhibit professional communication, customer relationship skills, and knowledge of company systems and processes before advancement.
• Ability to create and execute a sales strategy within the territory.
• Ability to collaborate with and lead peer group.

Knowledge, Skills, and Abilities Preferred

• Data Center hardware and Software sales experience.
• Competitive Knowledge.
• Coachable.

Working Conditions

• Occasional domestic travel is possibly required for training and meetings.

ADDITIONALLY

• Davenport Group is an Equal Opportunity Employer
• The base salary pay range for this position is $80,000 plus commissions. Compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.  
• Benefits may include, but are not limited to, medical, vision, dental, 401k, and flexible spending.