Key Account Manager (Networking)

Key Account Manager Networking

Company and Sales Division profile:

Delta Electronics Americas, Ltd is the HQ of Americas Region, focusing on providing power, thermal management, and ODM/JDM networking solutions. Our mission is “To provide innovative, clean, and energy-efficient solutions for a better tomorrow”, focusing on addressing key environmental issues such as global climate change. As an energy-saving solutions provider with core competencies in power electronics, networking infrastructure, and automation, Delta’s business categories include Power Electronics, Mobility, Automation, and Infrastructure.

IT HW Sales Division focuses on providing Account Management and Sales Support to well-known Key High Tech customers with firm footprint in North America. The team focuses on promoting the whole Delta product portfolio to the customers as a one stop shop. On the front end, the team will support customers, including promoting Delta products, following up on customer project requirements, managing project life cycle, providing pre-sales and post sales support, and strengthening the customer relationship. On the back end, the team will work with all the Business Units for product promotion, handling customer escalation, meeting corporate quota and sales guidelines, and bridging the communications between Delta corporate and customers.

Role:

You will be responsible for promoting Delta ODM/JDM solutions, which include servers, storage, and Networking appliances, to customers in Enterprise, Cyber Security, AI, and Semiconductor industries.

You will cooperate with Corporate technical and sales team to acquire new customers while growing the existing accounts with Delta total sales solutions.

You must be able to leverage and combine technical expertise with sales techniques to improve company sales and strengthen good relationship with customers on the front end and Corporate Business units on the back end.

Job Responsibilities/Objectives

Major Responsibilities

Accomplishments/KPI

Collect sales intelligence by understanding the customer applications, competitive analysis, and market trend. Introduce and update Delta roadmap to new customers.

Measure by how many new customers acquired

Provide accurate customer requirements and project scope (RFI/RFQ/RFP) to corporate team to generate proposal and follow up on new opportunities. (Project scope includes project name, application, EAU, schedule, and competition info.)

Measure by how many new projects and opportunities acquired and followed up.

Follow up on new project opportunities, update CRM, and win the projects. Manage NPI project plans and ensure timely delivery of project based deliverables.

Measure by numbers of awarded projects

Drive funnel growth and forecast accuracy across all product lines and accounts. Provide Sales Strategies and Business plan to meet and exceed the assigned quota/budget.

Measure by revenue performance.

Provide Sales Growth to existing accounts and promoting new product division (BG/BU)

Measure by existing account growth over the past 3 years and by number of new product division engagement

Collaborate with Delta design, factory and quality teams to facilitate communication with customers for pre-sales and post sales support.Ensure all customer issues and escalations are resolved in timely manners.

Measure by customer satisfaction feedback as well as corporate feedback.

Key Competencies: (Delta Leadership Qualities/Functional Competencies….)

• Accountability, Reliability, & Responsiveness
• Communications- tailors communication to the customer’s needs; effectively delivers presentations and has good oral and written skills
• Ability to manage multiple customer engagements simultaneously
• Strategic Thinking— develop ways to acquire new customers, grow existing business, and overcoming any customer pushback and problems.
• Ownership— goes out of his way to complete tasks and to achieve results; is independent and self-directed and takes initiative
• Effective Prioritization
• Manage & help to develop other team members while fostering a culture of teamwork and information sharing.

Skills Needed

Analytical & Technical Skills

• Knowledge and expertise in promoting and selling x86 Network appliances, AI Servers, Industrial Ruggedized systems, Switches, WiFi/AP, and Traditional Servers.
• Knowledge about ODM/JDM production process and quality control.
• Ability to understand customer applications and requirements to share with the internal team.
• Ability to manage and drive sales and support services to customers.
• Proficient in reporting tools like Excel, Word, Powerpoint, etc.

Interpersonal & Communication Skills

• Able to set up & build relationship with customers.
• Able to present Delta product, technologies, and capabilities.
• Able to prioritize tasks and respond to each of them individually in a timely manner.
• Able to accept new challenges and learn quickly.
• Good written & verbal communication skills

Job Qualifications

Minimum Requirements

• 5 years of knowledge and experience in Sales, Business Development, and Product Marketing of Networking appliances, servers, and storage
• 5 years of Account Management and Sales Support
• Bachelor degree in Computer Science, Engineering, Networking, or Technical Sales related (Preferred)