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ADLINK Technology · 1 hour ago

Key Account Manager – East

United States

Full-time

Hybrid

Mid Level

$120K/yr - $125K/yr

3+ years exp

ADLINK Technology is one of the world’s leading-edge computing companies, and they are seeking a Key Account Manager for the East region. The role involves promoting and selling ADLINK’s products to new and existing customers, focusing on customer acquisition and revenue growth within the North-East US territory.

Artificial Intelligence (AI)Big DataCloud ComputingHardwareManufacturing

Hiring Manager

Jerome Raymond

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

This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.)

Qualification

Sales strategiesConsultative sellingChallenger Sales methodologyNegotiationCustomer relationship managementPipeline managementInterpersonal InfluenceNetworkingWorkflow ManagementCommunicationOwnership

Required

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