Commercial Account Manager

Competitive salary based on experience and commission.  Requires moderate travel to accommodate account coverage.

PURPOSE/SCOPE OF POSITION

The Account Manager - Commercial is responsible for establishing and maintaining profitable relationships with customers and vendor partners on behalf of the company, actively prospecting for new accounts and maximizing sales potential with existing customers of an assigned territory. The Account Manager - Commercial is the primary external representative of the company and must demonstrate a thorough knowledge of and be able to communicate Patriot’s service offerings.

ESSENTIAL JOB FUNCTIONS

• Sales goals and quotas (50%) Achieves agreed upon sales goals and quotas as set in annual compensation plan by providing weekly forecasts, maintaining regular and timely communication with the sales team (Sales Reps., Sales Operations, Professional Services, sales management and vendor partners).  Optimizes sales and profits by managing assigned territory in a manner that limits company expenses.

• Territory Management (30%) Develops and executes effective business plan within assigned territory by attending regular meetings with existing customer accounts, new customer prospects, vendor partners, and the use of provided sales tools to identify services opportunities. Conducts customer presentations articulating Patriot’s value proposition to include services capabilities. Timely follows up on leads from Sales Rep.’s value added activities and/or marketing activities.  Effectively determines, communicates and manages pricing strategies and responses to customer request for quotes (RFQ) and requests for proposals (RFP) with sales, other Patriot resources and vendor partners to ensure timely submission and win strategy with maximum profit margin.  Effectively manages assigned territories by utilizing provided sales tools (CRM and ERP) to ensure timely and accurate documentation of Forecast/Pipeline, customer activity records (conference calls, appointments) and opportunities on a daily basis.

• Vendor relations (10%) Maintains mutually beneficial relationships with technology partners (vendors, system integrators, resellers and teaming partners) through strategy sessions, call out campaigns and joint sales calls.

• Industry knowledge (10%) Maintains a comprehensive understanding of the security industry and applicable industry standards as well as the capabilities and technology of our vendors and partners through participation in vendor training sessions, technology forums, trade shows and publications.  Effectively relates this knowledge to the needs and requirements of the designated territory as defined in the compensation plan.

QUALIFICATIONS

 

• Education and/or Experience:    

• Bachelor’s degree or equivalent relevant work experience
• Experience with territory management

• 5 years of sales experience with enterprise information technology, cybersecurity products and services with a proven history of meeting and exceeding sales quotas within assigned territory.

• Licensure and/or Certifications:
  • Minimum of two sales certification with Patriot’s Tier One PartnerS within 12 months of hire, transfer or promotion

 

• Knowledge/Skills/Abilities:

• Understanding of the sales process
• Strong prospecting and pipeline building skills
• Strong interpersonal skills and ability to work in a team environment
• Proficiency with MS Office applications
• Quote and obtain data from Enterprise Resource Planning (ERP) system
• Professionally and effectively communicate; both verbal and written at all levels within the organization
• Develop relationships with all levels of an organization/agency.
• Organized, and able to effectively manage multiple projects at once
• Self starter, able to work independently with minimum supervision
• Maintain complete confidentiality of sensitive information.
• Communicate presentations to customers
• Must learn and utilize Saleforce.com within 90 days of training

ADDITIONAL REQUIREMENTS OF THIS POSITION

• US Citizenship required
• Must adhere to Patriot’s Quality Management System requirements
• Duties are performed at the office location typically from Monday – Friday 8:30AM – 5:30PM if not attending meetings at alternate locations
• May be required to work additional hours at month end/quarter end to support business objectives
• Limited availability to take time off during peak business cycles (i.e. month-end, quarter end, ) to support business objectives
• Ability to maintain valid driver’s license issued within the United States and proof of personal liability insurance (applicable for mileage reimbursement or auto allowance)
• Moderate travel required to accommodate account coverage

 

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required by the employee.  Percentage weights of essential job functions may vary.