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Service account manager


This is a Full-time position in Los Angeles, CA posted December 12, 2019.

Job Summary The Services Account Manager is a strategic member of AVI-SPL’s Global Sales Organization with a concentration on the identification, development, and transaction of Solutions-oriented activities.

More specifically, this role will work closely with local office leadership to create Services-led solutions to target in-region Customers that are under-served by AVI-SPL and with in-region Account Managers to expand existing AVI-SPL Customer engagements to be more considerate of recurring Services.

To enable focus within a diverse and robust service catalogue, the Services Account Manager will prioritize their direct involvement towards platform-oriented and / or multi-element Services engagements.

Proper regional office and account management alignment, subject matter expertise, and redirection to appropriate sales enablement resources will be provided in support of all other recurring Services opportunities.

The Services Account Manager will work with regional and local office leadership and with Services Product Management, Solution Architects, and operational leadership to enhance customer satisfaction and customer retention through reliable and valuable user engagements that enable a world class customer experience.

Essential Duties and Responsibilities Perform account-mapping exercises with the Company’s local office and regional sales leadership to identify current AVI-SPL Customers who are underserved by the Company’s service catalogue and represent the target profile for consumers of AVI-SPL’s platform-oriented solutions.

Drive strategy meetings with Sales Manager in which “go-get” Customer accounts – those accounts that are not active AVI-SPL Customers but that represent strategic value to the Company – are identified to target with a Services-oriented solution approach.

Leverage information gained through account-mapping and strategy meetings to build relationships with in-region Account Managers and establish team-selling strategies to expand and / or pursue engagements with target Customers.

Ensure successful positioning of AVI-SPL Services within target accounts and for achieving assigned sales bookings objectives.

This includes developing Customer-specific solutions or “stories” and participating in the delivery of these solutions to target Customers.

Build and maintain strong relationships with key Customer stakeholders to ensure AVI-SPL maintains a favorable position and that the desired value proposition is being provided.

Evaluate Request for Proposal solicitations that AVI-SPL is invited to participate in and that center on platform-oriented and / or multi-element Services engagements.

When determined appropriate, assist in the development and presentation of strategies necessary to properly position AVI-SPL within these opportunities in a creative and differentiated fashion.

Build and maintain strong relationships with the Company’s Product Management organization.

Collect, analyze, present, and / or disseminate market intelligence that illustrates AVI-SPL’s competitive positioning within the industry and identifies emerging markets or consumption trends which may threaten or present opportunity for the Company.

Collaborate with the Company’s Product Management organization and Solution Architect team to develop and evolve proper sales proposal and quoting tools.

Engage with the Company’s regional and local office leadership to understand regional trends or demands for technology Services.

Interact with key Customer stakeholders – both potential and existing – to collect direct feedback on market requirements.

Collaborate with Product Management and corporate marketing to co-develop externally facing collateral including but not limited to success stories, white papers, references, presentations templates, fact sheets, value justification and calculation tools, or verticalized content, tailored for the different phases of the Customer’s journey and different buyer roles.

Other duties assigned as needed.

Skills and Abilities Must have strong teamwork skills to operate in a team selling environment to new and existing Customers Ideal candidate should have excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders from AVI-SPL, Customers, Manufacturers, and Third-Party Service Providers Strong written skills and competence with business applications used to construct documents, financial analysis, or presentations Ability to balance multiple tasks with changing priorities Self-starter capable of working independently and ensuring to meet deadlines Excellent attention to detail and organizational skills Proven ability to contribute to new business development, building account plans, lead generation and responding to proposals Entrepreneurial outlook – Experience in identifying leads and converting the leads into business, demonstrating tools and capabilities Demonstrate effective negotiation and closing techniques Proven selling skills specifically related to growing existing accounts and/or acquiring new business, with the ability to identify unique customer needs Solid business / problem solving skills with the focus on customer service (internally and externally) Education and / or Experience Minimum of a 4-year degree or comparable industry experience is required.

Master’s degree is preferred ITIL Foundations certification or comparable industry certification is required 5+ years of experience with Customer-oriented solution selling is required.

Specific experience in selling Services, unified communications, software as a service, or licensing and subscriptions is preferred 5+ years of experience in the audio visual or collaboration industry is preferred Demonstrated experience leading complex operational and strategic initiatives Quoting experience in the Audio Visual / Unified Communications market a plus Experience operating in a multi-state and / or complex matrix business environment is desirable AVI-SPL is an Equal Opportunity/Affirmative Action Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or membership in any other group protected by federal, state or local law