Field Account Manager

Job Description

Are we your type?

We’re that tiny tech startup…that made it and keeps getting better and bigger. After 25 years, Sterling has evolved from a value-added computer-hardware reseller to a full-scale IT-solutions provider (“Client to Cloud,” we say), with brand-name manufacturer-partners like Dell Technologies, Cisco, HPE, Red Hat, and VMware; top-tier clients; and multimillion-dollar tech projects. We’re a place where you can make your mark and advance — because the ceiling hasn’t been set yet.

We currently have openings at our new 83,000-square-foot headquarters in North Sioux City, South Dakota (great sunsets, low traffic, reasonable housing, no state income taxes), or one of our eight other U.S. locations. Sterling is growing at a rate of 26% annually and has several openings — for passionate salespeople, brilliant software engineers, squared-away project managers, detail-loving admin, and more. for more info.

Title: Field Account Manager, SLED Commercial Acquisition Territory

Location: Omaha, NE

Reports To: Vice President of Sales for SLED/Commercial

Job Description: The Field Account Manager/ Acquisition Rep is responsible for acquiring new customers through outbound and inbound inquiries and leveraging your contact network in the assigned region. In this role you will be responsible for reaching out to potential customers delivering a sales presentation; identifying, developing and closing sales opportunities; building trust and rapport with customers/prospective customers; collaborating with your Sterling account team; building relationships with strategic technology partners that Sterling represents.

Required Technical Skills: The Field Account Manager/ Acquisition Rep should be proficient in Microsoft Excel, Word, Outlook, and Adobe Acrobat Professional. Experience using Salesforce—or similar CRM—is required.

Required Education/Experience: The Field Account Manager/ Acquisition Rep should have at least five (5) years overall experience in sales and three (3) years related experience within the commercial, state, local and education sectors. A 4-year degree is required, however, significant sales experience and a proven track record in identifying funding opportunities, fostering customer cultivation, and exceeding sales expectations in lieu of a degree is acceptable.

Requirements:

Able to communicate, coordinate, and work effectively with inside account managers and other coworkers.

Possess a strong work ethic and team player mentality.

Able to work independently, demonstrate strong initiative, and set and achieve personal and team goals.

Strong verbal and written communication skills.

Competently interact with a variety of engineering and product management development teams.

Proven track record of business development success and strategic sales vision.

Able to comprehend, understand, and articulate technology solutions and how they best apply to customers.

Able to support marketing, sales and business development pursuits as needed to develop and maintain accounts.

Able to draft proposal responses and quotations as needed.

Capable of conducting account analysis, sales projections, and key account approach planning in assigned territory.

Strong analytical and problem-solving skills.

Able to accurately and efficiently document customer information and sales activity.

Primary Responsibilities:

Meet weekly, monthly, and quarterly sales goals and sales activity requirements as.

Meet face-to-face with customers regularly. Interact and present to customers at various levels and help Sterling create C-Level relationships with potential customers.

Identify and capture new leads, including customer/opportunity cultivation. Summarize opportunities for internal review.

Analyze and articulate new business/customer opportunities in terms of deal size, key customer players and decision makers, and how to secure those customers.

Identify opportunities and potential competition, document key customer requirements obtained from meetings with key customers and customer decision makers. Coordinate response to opportunity with inside account managers. Fully document opportunities in Salesforce.

Develop and manage relationships between Sterling and customers from initial contact through product fulfillment.

Develop and maintain relationships with strategic partners and manufacturer account representatives. Coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities.

Research and participate in training sessions offered by strategic partners. Understand and competently articulate technology solutions to customers.

Identify key conferences and trade shows within territory and attend as appropriate. Work with marketing department to develop required messaging.

Applicants must have the legal right to work in the United States. Sterling does not provide immigration or work visa sponsorship.

Sterling Computers is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, national origin or any other characteristic protected under federal, state or applicable local law.