Description
As a Strategic Account Manager, you will maintain high level client relationships with key large multinational hyperscale clients and provide consultative selling to support strategic long-term objectives and profitability to to impact long-term success of the organization. You will align Wesco's vast resources to support our clients' needs on a global scale to maximize our growth opportunity and expand product sets internationally. You will drive profitability through strategic account management and new business development and manage Hyperscale accounts, programs and/or projects of significant scope and complexity. You will develop, implement, and execute supply chain solutions across multiple sites, regions, and theatres. You will resolve complex issues and propose strategic solutions (i.e. sustainability model, supply chain – forward provisioning, supply chain interruptions).
Responsibilities:
* Ensure achievement of global sales revenue targets by positioning and selling Wesco Anixter's Data Center solutions. Solutions to be positioned may include structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV.
* Positioning of Wesco Anixter's services for design, end-to-end project deployment, product enhancement and rack & roll
* Support contracts, master supply agreements, master contractual agreements, global service commitments, and strategic account initiatives.
* Ability to identify opportunities, assemble pursuit plan and execution team to meet expected program/project financial performance.
* Develop and execute strategies to attract, grow, and maintain regional customer relationships, including customer mapping and reference selling.
* Accountable to senior management to lead the development and execution of the Strategic Account Plans together with the account leaders in the assigned geographic theatres.
* Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
* Pursues new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
* Maintains and manages a pipeline of opportunities at named accounts, including Renewals, Projects, and share improvement opportunities.
* Engages strategic supplier resources to enlist support and create solutions that adhere to corporate supplier strategy implications.
* Strong capability to identify opportunity for related services offered by company, facilitate introductions, and engage in multi-person sales cycle while retaining customer control
* Cross collaboration across the entire Wesco organization, identify opportunities with other strategic business units or strategic initiatives.
* Communicates Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to executive team.
* Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace
Qualifications:
* High School Degree or Equivalent required; Bachelor's Degree preferred
* 5+ years proven sales experience in outside sales or 3+ years strategic account and/or sales management
* History of success maintaining and developing key relationships
* Knowledge of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources
* Ability to understand where potential exists in assigned accounts and can recognize and create opportunities
* Excellent communication and interpersonal skills with an aptitude for building strong client relationships
* Strong negotiation and problem-solving skills
* Proficiency with CRM software and Microsoft Office
* Self-starter and able to work efficiently under pressure
* Experience in executing in a matrix organization managing multiple stakeholders and projects
* Ability to travel up to 25%
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