Strategic Account Manager

6 days ago

Dublin, Dublin City, Ireland WESCO Distribution Full time

The Strategic Account Manager will be responsible for developing new prospects and interacting with assigned Multi-Tenant Data Centre and hyperscale/cloud customers and strategic channel partners to increase sales and margin of the Company's products and/or services. Your primary focus will be face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions, ensuring a smooth sales process.

Selling a diverse range of Wesco Anixter's Data Center solutions (and services). Solutions to be positioned include: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV across a defined geographical territory.

Responsibilities:

  1. Positioning of Wesco Anixter's services for design, end-to-end project deployment, product enhancement and rack & roll.
  2. Leads the development and execution of the strategic account plans at key, named accounts.
  3. Drives new business development. Will research, qualify, contact, present and close new clients based on an assigned territory or market segment.
  4. Building partnerships across Wesco-Anixter's Business Units and working internally as part of a fast-paced sales team.
  5. Executes on billing margin initiatives through value-added services, marketing programs, and supplier engagement.
  6. Communicates effectively with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs, resolving any post-sale issues.
  7. Continuously maintains and develops relationships with existing and previous customers, understands their key business issues, and recommends ways to deliver value.
  8. Liaison between the field and Global Accounts teams as it relates to pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increasing customer wallet-share.
  9. Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
  10. Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
  11. Leads solution development efforts that best address customer needs.
  12. Engages supplier sales resources to enlist their support and create solutions.
  13. Expert in strategic selling and takes the lead in high-level sales engagements. Provides pre and post-call coaching to branch sales team.

Qualifications:

  1. High School Degree or Equivalent required; Bachelor's Degree preferred.
  2. 5+ years proven sales experience as a strategic account manager of large account portfolios.
  3. Knowledge of macro data center industry and trends is a strong advantage.
  4. Experience managing multiple stakeholders and projects.
  5. History of success maintaining and developing key relationships.
  6. Success in strategic planning, resource allocation, leadership techniques, production methods, and coordination of people and resources.
  7. Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
  8. Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
  9. Strong negotiation and problem-solving skills.
  10. Proficiency with CRM software and Microsoft Office.
  11. Self-starter and able to work efficiently under pressure.
  12. Ability to travel up to 25%.

Wesco International, Inc., including its subsidiaries and affiliates ("Wesco") provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. We are an Equal Opportunity and Affirmative Action Employer.

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