Key Account Manager, Business Communications

• Demonstrated and proven abilities in identifying, strategically approaching and acquiring new System Integrators as well as the ability to asses risks of new System Integrators
• Excellent ability to reach predefined goals during negotiations and win pricing discussions
• Excellent ability to identify and pursue growth opportunities
• Excellent ability to prepare important customer meetings, including usage of tools
• Excellent ability to handle objections
• Excellent closing abilities with knowledge of closing tactics and techniques
• Solid understanding of product specifications, advantages and applications
• Ability to present and demonstrate complex technical products and solutions in a simple and condensed format
• Solid capability to answer medium technical questions
• Solid understanding of key market drivers and trends
• Solid understanding of competitive environment and relative performance
• Solid understanding of market dynamics and interrelations
• Excellent abilities to strategically cultivate and develop existing System Integrator relationships in the long term
• Excellent knowledge on creating System Integrator development plans
• Excellent skills in analyzing System Integrators strategy and market situation
• Demonstrated experience in maintaining consistent pipeline and to be accountable for sales leadership through accurate reporting in IT-System (e.g. CRM)
• Excellent skills in the creation and maintenance of System Integrator relationships
• Excellent ability for extensive networking with System Integrators and their key influencers

• Excellent time management skills
• Strong analytical skills
• Strong negotiation skills
• Strong presentation skills
• Solid active listening and strong communication skills
• Willingness to document activities in IT-System (CRM)
• High empathy and social competence
• Motivational Skills and high level of self-motivation
• Ability to convince & energize people
• Team player
• Excellent communication skills
• Proactive attitude
• Ability to travel up to 4 days per week including overnight travel as needed based on territory

Education and Experience

• 4-year college degree
• 3+ years experience in outside sales, preferably in IT/AV or related technical sales and working with Systems Integrators
• Min 3 years knowledge of VA Industry as well as IT and Networking experience
• (May consider less education with more years of related sales experience)