Senior Strategic Account Manager

The Senior Strategic Account Manager will be responsible for developing new prospects and interacting with assigned Multi-Tenant Data Centre and hyperscale/cloud customers and strategic channel partners to increase sales and margin of the Company's products and/or services; your primary focus will be face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process. 

You will also support execution of the AEC (Architects, Engineering and Contractor) program with these accounts across the regions, ensuring early engagement across the data centre project lifecycle and alignment with customers, consultants, contractors, partners, regional teams, and internal stakeholders. 
 

This position requires strong commercial leadership, creativity, and the ability to engage technical, operations, supply chain, and executive stakeholders through bids, presentations, proposals, account plans, demonstrations, and customer-facing solutions. 

Responsibilities: 

• Selling a diverse range of Wesco Anixter’s Data Center solutions (and services). Solutions to be positioned: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV. across a defined geographical territory.  

• Positioning of Wesco Anixter’s services for design, end-to-end project deployment, product enhancement and rack & roll. 

• Developing both new and existing businesses with a number of Wesco Anixter’s targeted accounts. 

• Build effective working relationships with all key players within the customer organisation – project managers, estimators, sales, directors. 

• Building partnerships across Wesco-Anixter’s Business Units and working internally as part of a fast passed sales team. 

• You will be targeted to meet or exceed revenue and margin targets, drive recurring revenue sales and build and develop a pipeline of opportunities using CRM. 

•  Executes and expands assigned customer account plan(s) which is developed in conjunction with management. 

• Build business partner relation with Wesco-Anixter’s strategic vendors/alliance partners, using personal contact as appropriate to enhance value add sales/project identification 

• Understand local market. 

• Technical Sales expertise - be able to directly support global and regional sales enablement teams develop and drive opportunities 

• Strong territory management and sales planning skills 

• Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement. 

• Prospects potential customers, including cold calling and developing leads through referral channels.  

• Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs. 

• Demonstrates the functions and utility of products or services to customers based on their needs. 

• Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale. 

• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest. 

• Utilizes sales management tools for sales planning, supplier planning and documenting opportunities. 

• Develops and grows product knowledge through Wesco and supplier training. 

• Provides quotations directly or in conjunction with sales support team 

Qualifications & Experience:  

• High School Degree or Equivalent required 

• Bachelor’s Degree – Sales, Marketing, Business, Engineering, or relevant field preferred 

• Three to five years outside sales experience required 

• Four years industry experience preferred 

• Knowledge of macro data center industry and trends is a strong advantage. 

• Ability to travel to current and potential clients and suppliers. 

• Ability to work flexible schedule and occasional overnight travel. 

• Excellent sales and negotiation skills. 

• Ability to develop and deliver presentations. 

• Strong interpersonal skills. 

• Effective communicator both written and verbally. 

• Ability to work in team environment. 

• Strong Microsoft Office Suite skills. 

• Knowledge of advertising and sales promotion techniques (Preferred). 

• Ability to travel 25 - 50% 

• Spanish and English fluency required. 

Wesco International, Inc., including its subsidiaries and affiliates ("Wesco"), is an Equal Opportunity and Affirmative Action Employer. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law. 

About the Team 

At Wesco, we believe life should run smoothly. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Harnessing 100 years of ingenuity and expertise, we increase profitability, improve productivity and mitigate risk for approximately 150,000 customers worldwide. With nearly 1.5 million products and locations in more than 50 countries, Wesco is your partner in progress. 

Our company’s greatest asset is our people. From our corporate and field offices to our distribution sites, Wesco employs over 18,000 professionals around the globe. Wesco is committed to fostering diversity and inclusion across our workforce by embracing the unique perspectives, authenticity, and individuality our team members contribute to the company. 

Headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company with 2021 net sales of $18.2 billion.