Senior Key Account Manager

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Yesterday

🐊 Florida – Remote

Although this job is listed in Florida, this company may be open to hiring remote in other states.

💵 $125k - $165.6k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

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Sullivan & Cromwell LLP

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Finance • Legal Services • Corporate Consultancy

Sullivan & Cromwell LLP is a prominent global law firm known for its expertise in corporate law and complex transformations. The firm has been recognized as 'Corporate Practice of the Year' for its work on transformative deals. Sullivan & Cromwell plays a leading role in challenging significant agency rules and has successfully secured major legal outcomes, such as the approval of FTX's $14+ Billion Bankruptcy Plan and dismissing an antitrust lawsuit on behalf of Harvard University. The firm offers insights through various publications and podcasts, focusing on key legal and regulatory developments. It advises clients in significant financial transactions and restructurings, including major sponsorship agreements and public offerings.

1001 - 5000 employees

Founded 1886

💸 Finance

📋 Description

• Lead the development and oversee the implementation of the customer’s strategic plan, maintaining high-level oversight of the account, directing priorities, activities and resources to deliver on strategic objectives • Act as the main point of contact for customers, streamlining communications and activities in line with the strategic plan • Develop and maintain a deep understanding of key account priorities, challenges and future needs (KPIs, major programs, rate cases, etc.) and identify ways for S&C to deliver optimal value to the customer • Analyze data and sales statistics to improve business and marketing strategies and share with appropriate teams within S&C to refine strategy • Lead the collaborative creation of sales forecasts and budgets for the key account, partnering with sales leadership, territory sales professionals and, where relevant, manufacturer representatives, to develop a unified future pipeline of opportunities • Oversee customer account management activities to ensure consistency and streamline processes, guaranteeing a positive customer experience • Foster strong engagement with customers throughout all relevant departments and levels to guarantee thorough coverage and reduce risks or gaps in key account management • Attend customer meetings to facilitate the closure of opportunities, maintain oversight of the account, monitor deliverables and determine next steps • Strategically optimize and nurture deep engagement and facilitate executive, technical and sales engagements to achieve sales growth and strategic objectives • Conduct regular key account meetings, presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings • Progress, negotiate, and close sales opportunities by utilizing insight selling techniques and advanced knowledge of S&C's technology, products, and processes, alongside industry expertise • Develop proposals and deliver sales presentations to promote and build momentum for sales opportunities • Collaborate with cross-functional teams to ensure seamless coordination and alignment between sales leaders, executives, product development, sales enablement, marketing and sales operations • Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to update strategic account plans, inform product development initiatives and safeguard S&C's interests • Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events • Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction • Utilize Salesforce to record updates on sales activities, campaigns and provide comprehensive updates on opportunities in progress • Track and report to leadership on key account performance against budget and KPIs • Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C’s products and services effectively • Travel regularly (up to 80%), primarily domestically with some international travel) to engage with key customers, attend tradeshows and other conferences, deliver sales presentations and progress opportunities to conversion • Understand and comply with all applicable Company policies and rules

🎯 Requirements

• Typically seven (7) years of experience within the electric power industry and/or working with electric utilities • Experience in Key Account Management, preferably in the electric power industry with investor-owned utilities • Proven track record of success in sales and strategic account management with strong skills in orchestrating the day-to-day activities of an account team • Deep knowledge of electrical power systems and demonstrated success in sales within the electric power systems industry • Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio • Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies • Demonstrated skills in influencing customers to quickly adopt new technology/solutions • Advanced business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement • Advanced financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment • Excellent negotiation skills to influence and close complex, high-value deals • Advanced communication skills, (written, verbal, listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff • Creative and persuasive in communicating how solutions meet the needs of each unique customer, and able to successfully present to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations • Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect and foster collaborative working relationships amongst a diverse audience • Strong organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands • The ability to travel as required

🏖️ Benefits

• Competitive and equitable compensation • Transparency in pay practices • Eligible for S&C’s annual incentive plan (AIP) • May be eligible for a sales bonus