Onboarding Inside Account Manager - Eastern Territory (Remote)

<strong>Grow Your Career at Connection&nbsp;</strong><br /><br /><strong>Join a team where you make the difference. Enjoy a culture grounded by working together. Join a team whose future is bright. Your career opportunities are limitless.</strong>

New York, NY


<strong>Founded in 1982, Connection delivers valuable IT services and advanced technology solutions to business, government, education, and healthcare markets. Today, we serve our customers through our staff of highly trained Account Managers, our team of on-staff experts, and our efficient procurement websites. We are also proud to offer custom-configured computer systems from a ISO 9001:2015 certified technical configuration lab at our distribution center in Wilmington, OH.</strong><br /><br /><strong>Our company has over&nbsp;<a href="https://www.connection.com/content/about/certifications-and-authorizations?cm_sp=content-_-about-us-_-certifications-and-authorizations">2,500 technical certifications</a>&nbsp;that ensure our experts can solve any customer need, no matter how complex. Additionally, our GlobalServe offering delivers global procurement solutions through our network of 500 suppliers in 174 countries.</strong> https://www.connection.com/

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Overview: <p>The Onboarding IAM is responsible for providing proactive direct sales support for one or more EAEs (Connection Enterprise Solutions Account Executives). The areas of responsibility for an IAM are to manage the inside account team and the client support is provided, to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins, and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas.</p> <p>This is a remote sales position that includes client-facing opportunities and requires effective communication &amp; relationship skills. An IAM is expected to be able to communicate the Connection Enterprise complete value proposition and must have experience presenting to enterprise clients. This position will require extensive interaction with Manufacturers, Distribution Partners, CES EAEs, Sales Support teams, and the Connection Enterprise HQ, Operational Support teams. As an IAM, there must be a high degree of understanding and experience with distribution channel methodologies, manufacturer registration and pricing programs, the needs of an enterprise client, and a strong knowledge of leading industry trends &amp; technical concepts. An IAM must then be able to apply these concepts to a high-velocity, production environment. The efficient implementation of each of these practices must then be integrated into the team's daily sales &amp; sales support activities. The IAM must be able to rapidly assess, analyze &amp; evaluate many different types of business scenarios as they are presented. The IAM is responsible for identifying opportunities to resolve issues by making rapid decisions and taking the appropriate actions that are in the best interest of both Connection Enterprise and our clients.</p> <p>An IAM is responsible for managing the daily flow of a client's business and must maintain structured time management practices that will allow for a proactive approach to supporting our client's needs. Due to the fast pace of the business, it is extremely important that the IAM is prioritizing the client's needs and managing the support efforts to ensure a timely and accurate response is being given by the team. Scheduled times for proactive sales cycles to identify net new solutions must occur regularly while ensuring the ongoing management of the support team is working efficiently to respond to any open request.</p>
Responsibilities: <p><strong>White-Glove Activities</strong></p> <ul> <li>Provide BEST experience for a new client</li> <li>Work with EAE to onboard new accounts</li> <li>Initiate relationship for new clients with Connection</li> <li>Introduction to the clients' Connection team</li> <li>Value Proposition &amp; Portal Demonstrations / tutorials</li> <li>Understanding the clients' needs &amp; current challenges</li> <li>Identify customer's current initiatives &amp; engage internal resources</li> <li>Identify new opportunities</li> <li>Introduce new clients' to Connection overlays and partners</li> <li>Register all deals</li> <li>Fast Track of account creation / set up. Work with other departments to ensure timely setup.</li> <li>Introduce new clients to their customer portal and highlight the values of self-service.</li> <li>Modify &amp; manage Client's portal to suit their needs</li> <li>Identify and manage clients' standards &amp; engage partners to secure the most competitive pricing</li> <li>Communicate regularly with key client contacts</li> <li>Work to identify contacts in other departments</li> </ul> <p><strong>Ramping new EAEs</strong></p> <ul> <li>Introduction of new EAE to Connection &amp; the Connection culture</li> <li>Weekly cadence with EAE</li> <li>Provide the best level of support as EAE is ramping up</li> <li>Ensure EAE ramps up &amp; starts producing as fast as possible</li> <li>Direct new EAEs on who do I contact/engage</li> <li>Direct new EAEs on operational best practices</li> <li>Teach new EAEs of our full capabilities (Services, overlays, etc)</li> <li>Help new EAE stay on task to achieve their goals</li> <li>Report back to management on the progress of the new EAE</li> </ul> <p><strong>Customer Quotes</strong></p> <ul> <li>Complex Solution Proposals requiring technical configuration support</li> <li>Velocity Proposal Management</li> <li>Inspection and Review of all velocity proposals &gt;$25K to ensure pricing accuracy</li> <li>Customer quote &amp; opportunity follow up</li> <li>Salesforce activity management to ensure all qualifying projects are recorded and updated</li> <li>Work towards maintaining a 4-hour customer response</li> </ul> <p><strong>Order Management</strong></p> <ul> <li>Work with Inside Sales Support to ensure all orders are being processed accurately &amp; timely to meet the customer's shipment service level expectations</li> <li>Order Escalation and overflow assistance for order entry &amp; pricing verification review</li> <li>Open Order Management process support for complex orders</li> <li>Provide RMA escalation assistance to the Inside Sales Support team</li> </ul> <p><strong>Account Management</strong></p> <ul> <li>Responsible for the daily team communication with our customers, manufacturer partners &amp; suppliers</li> <li>Work with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.</li> <li>Smart Sourcing Initiatives</li> <li>Contractual Limitations</li> <li>Utilize Partner Programs to manage customer bids and deal registration submissions</li> <li>Work with Inside Sales Support Team to create, maintain and manage customer standards and catalogs.</li> <li>Self-service customer training and portal demonstrations(quote/order management, product search, reporting &amp; RMA capabilities)</li> <li>Responsible for identifying net new opportunities by leveraging the following areas</li> <li>Proactive QBR &amp; Unsolicited Proposal Support</li> <li>Monthly Spend Analysis &amp; Standards Management Review</li> <li>Customer whitespace analysis and strategy implementation to target new lines of business &amp; cross-sell / up-sell activity</li> <li>The key partner inside/outside sales team relationships</li> <li>Accountable for overall daily team management, customer satisfaction, and relationship management with our customers and partners.</li> </ul> <ul> <li>High volume and the excellent quality of work produced are key measures of job performance.</li> <li>Manage and grow velocity product lines within the existing client base by obtaining assigned monthly/quarterly revenue and GP goals</li> <li>Must possess excellent organization, time, and multi-task management skills</li> <li>Must be able to effectively and professionally communicate with enterprise clients and Connection's internal support teams</li> <li>Must possess a high level of commitment towards customer services and responsiveness</li> <li>Must establish, build and maintain strategic relationships with clients, manufacturer sales teams, and distribution partners.</li> <li>Develop and maintain current velocity product line knowledge from top leading technology market leaders. Velocity product lines are defined as desktops, mobile devices, low-end servers, peripherals, and accessories.</li> <li>Prepare, Analyze and Present client activity reports</li> <li>Function as the leader of the inside sales team, mentoring, monitoring, and delegating support tasks to Inside Sales Support Rep (ISSR)</li> <li>Must be able to work flexible hours to support assigned customer time zone</li> <li>Additional duties as assigned.</li> </ul> <p><u>Non-Essential Job Functions</u></p> <ul> <li>Candidate must be able to travel 10-20% requirement.</li> <li>Candidate must be able to work from a home office</li> <li>The candidate must be able to work in a relatively high-pressure sales environment.</li> </ul> <div id="gtx-trans" style="position: absolute; left: 587px; top: 26px;">&nbsp;</div>
Requirements: <ul> <li>An experienced, mature, and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT hardware, software, and professional services directly to large enterprise accounts.</li> <li>A&nbsp;high degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions.</li> <li>Have prior, recent and relevant experience selling IT products at competitor VAR or direct marketer</li> <li>Knowledgeable of major strategic OEM product lines with an understanding of current technologies</li> <li>Requires a strong work ethic, can-do attitude, and ability to work in a team</li> <li>Strong organization skills</li> <li>Able to present, demonstrate, communicate and sell effectively to mid and senior-level management</li> <li>Able to think strategically and leverage resources.</li> <li>Strong working knowledge of salesforce, Excel, Word, Outlook &amp; PowerPoint</li> <li>Previous experiences in a similar role in a fast-paced, high-velocity, high-touch sales environment is a requirement.</li> <li>Microsoft, VMware, Cisco, HP, Dell, EMC, IBM/Lenovo sales certification preferred</li> </ul>