Key Account Manager - East North Central

March 19

ADLINK Technology

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Leading Edge Computing

Test and Measurement • Embedded Systems • Industrial Automation • Aerospace and Defense • Infotainment

1001 - 5000

Description

• 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 required in this role (customer meetings within territory, annual sales events, etc.).

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 negotiate 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 - Driven to achieve results; independent and self-directed.

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. • 12 paid holidays including Martin Luther King Jr. Day, Lunar New Year, and Juneteenth. • 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!