Key Account Manager

Summary

Join ADLINK, a leading edge computing company, as a talented sales professional responsible for driving new customer acquisition and revenue growth in the South East US. This outbound, proactive prospecting role requires evangelizing and selling ADLINK's products to new and existing clients. You will develop sales strategies, leverage consultative selling techniques, and utilize the Challenger Sales methodology to customize solutions. Success hinges on building strong customer relationships, accurately forecasting sales, and collaborating with internal stakeholders. This remote role requires travel within the territory. ADLINK offers a comprehensive benefits package.

Requirements

• Bachelor’s degree in any discipline
• 3+ years of work experience in any industry
• Strategic Thinking - systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
• Communication - tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Interpersonal Influence - uses rational and emotion drives that would appeal to customers to drive negotiation conversations in his or her favor
• Networking - identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
• Workflow Management - Highly organized with a rapid, yet methodical approach. Sets clear time-bound objectives that align with business growth
• Negotiation - Experience in large complex deal negotiations with a successful track record
• Ownership - Goes out of his or her way to complete a job with relentless drive to achieve results; is independent and self-directed

Responsibilities

• Develop new OEM accounts
• Design and implement sales strategies to ensure the company meets its revenue and design win objectives
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions
• Research prospective organizations and identify the right customer stakeholders to sell to
• Coach customer stakeholders and build consensus for ADLINK solutions within their organization
• Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
• Independently and collaboratively strategize for solving deal level challenges
• Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
• Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
• Track weekly, monthly, and quarterly performance and sales metrics
• Experience aligning business outcomes and initiatives with technology requirements
• Manage rep partners
• Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
• Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
• Customer visits including giving technical presentations and product overviews to customers
• As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities

Benefits

• Competitive, company subsidized premiums for Medical, Dental, and Vision Insurance
• 100% company paid premiums for Life, AD&D, Short Term Disability, and Long-Term Disability insurance
• Retirement plan with matching contributions
• Flexible spending plans for health care, dependent care, and commuter benefits
• Employee Assistance program and Travel Assistance
• Competitive Vacation and Sick Leave
• 15 paid holidays
• Discounts at participating travel, groceries, retail, and other providers via ADP LifeMart
• EV charging available at our San Jose facility
• Fun, engaging monthly events and company parties
• Booming, modern game room in our San Jose facility
• Weekly snacks, fresh fruit services, bagels and donuts on specified days in our San Jose facility and much more!