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Key Account Manager, Business Communications

210000BL Requisition #
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  • 4-year college degree
  • 5+  years’ experience in outside sales, preferably in IT/AV or related technical sales and working with large systems integrators
  • Minimum 3 years knowledge of AV Industry as well as IT and Networking experience
    • (May consider less education with more years of related sales experience)
  • Ability to travel up to 4 days per week including overnight travel as needed based on territory
  • Fluent in English -  solid written and oral communication skills
  • 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 with strong negotiation skills
  • 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 time management skills
  • Strong analytical skills
  • Strong presentation skills