Senior Enterprise Account Manager at Stryker developing innovative sales strategies for medical devices. Building relationships with healthcare executives to drive transformative multi - million dollar sales initiatives.
About the role
- Territory Account Manager responsible for developing and managing accounts in the IT channel sector for NETGEAR. Role includes recruiting partners and contributing to business growth with a focus on Italy.
Responsibilities
- Actively manage your own portion of the business, with all key partners, proactively contributing to quarterly business growth.
- Identify, develop, and manage set of accounts and driving growth of the IT channel business, in line with the company’s corporate goals.
- Recruit and develop new partner relationships to drive NETGEAR business with a focus on face-to-face customer engagement and relationship.
- Account management of existing partners and identifying key partners (IT channel partners) driving share of business with all product categories.
- Maintain and develop existing and new partners through appropriate propositions and ethical sales methods, and meaningful internal liaison to optimize quality of service, business growth, and customer satisfaction.
- Meet or exceed quarterly and annual top and bottom line.
- Fully understand the competitive environment within assigned accounts and develop the appropriate plans to be the category leader.
- Create proposals, business plan, negotiate agreements, and maintain a strong overall relationship with customer/new business.
- Work cross-functionally with Sales Engineering, Marketing, Product Management, Tech Support, and Operations to optimize sales outcomes.
- Provide all information relevant for NETGEAR to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance).
- Deliver accurate weekly forecasts and performance reports. Maintain CRM and other systems with up-to-date partner and prospect data.
- Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems.
- Monitor and report on activities and provide relevant management information.
- Develop and maintain relevant knowledge and skills.
Requirements
- 8+ years of Enterprise Sales (IT) experience.
- Relevant experience in IT sales, preferably in a channel sales role for a Networking vendor.
- Proven sales and business development experience, high performer, must be strong closer, a team player with the ability to win against competitors with superior resources.
- A creditable sales professional who can win respect from his customers, colleagues and partners.
- Demonstrated success in managing a sales channel with project pipeline including administration and reporting.
- Self-motivator and go-getter personality; hunter; tenacious, hungry, and extremely proactive.
- Dynamic and entrepreneurial personality to develop relationship at different levels in channel partner organizations.
- Strong presentation and analytical skills, interpersonal and business relationship building orientation.
- Understand channel partners economics and how partnership requirements change over time.
- Ability to develop CEO/Executive level relationships with key stakeholders.
- Fluent English language is a requirement for the role in addition to local language (Italian).
Benefits
- Travel will be required to approx. 70% of the time – from joint calls to integrators and end-customers with the partners, to generating awareness/preference/leads at trade shows, to working the corridors of influence at the partner’s offices to drive integration of NETGEAR products as part of the channel partner’s solution offering.
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