• Strategic Account Manager (IL)

    Job Locations US-Based off Territory
    Posted Date 1 month ago(12/10/2018 1:56 PM)
    Job ID
    # of Openings
  • Overview

    The Strategic Account Manager maintains and expands relationships with strategically important named accounts.  Assigned to 30 or more named accounts, the Strategic Account Manager is responsible for achieving sales quota and assigned strategic account objectives.  


    The Strategic Channel Account Manager represents the entire range of company products and services to assigned accounts, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.


    • Establish productive, professional relationships with key personnel in assigned customer accounts;
    • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations;
    • Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts;
    • Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period;
    • Proactively assess, clarifies, and validates customer needs on an ongoing basis;
    • Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
    • Achieve assigned sales quota in designated strategic accounts;
    • Meet assigned expectations for profitability;
    • Achieve strategic customer objectives defined by company management;
    • Complete strategic customer account plans that meet company standards;
    • Maintain high customer satisfaction ratings that meet company standards;
    • Complete required training and development objectives within the assigned time frame;
    • Maintain a 12-24-month view of sales leads pipeline with appropriate actions to maximize long-term revenue growth, while simultaneously accomplishing mission critical objectives;
    • Strategic Account-based targeting of new large enterprise end-user accounts selling both direct and via our channel partner relationships;
    • Strategic Account-based targeting of existing large enterprise end-user customers of CP selling both direct and via our channel partner relationships;
    • Strategic Account-based management of existing and targeting of System Integrators and Strategic partner targets;
    • Willingness to work with international teams in multiple time zones, frequent international
      and domestic travel;
    • Development and maintenance of the company’s image and reputation in the marketplace.


    • Bachelor’s degree supported by 10+ years of demonstrated team management and real sales experience;
    • Relevant and strong experience and knowledge in the IT Security and/or Networking market;
    • Experience in a complex sales environment, managing large and demanding customer accounts;
    • Confident self-starter with integrity and accountability; an exemplary track record of consistent achievement in a start-up experience is a plus;
    • Expertise in implementing and successfully driving an indirect channel sales model in addition to direct sales;
    • Highly competitive, and entrepreneurial individual with a desire to tackle challenging opportunities;
    • A passion for winning, a strong aptitude for business strategy and excellent collaboration skills;  
    • Outstanding oral and written communication skills;
    • Strong negotiation and managerial/leadership skills;
    • Exceptional skills in hiring, training and motivating sales people;
    • Decisive problem-solving ability and capability to assess people and situations with accuracy;
    • Ability to deliver a clear and compelling value proposition to customers/partners;
    • Ability to thrive in a fast paced, start-up, team-oriented environment;
    • Demonstrated leadership behaviors.
    • Must currently reside in the respective territory.


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