Summary:

The Manager, Account Management is an experienced sales professional who will drive the training of the Account Management team and provide sales coverage and support on an as-needed basis. This leader will oversee and manage the day-to-day responsibilities of a team of Account Managers and coach the team towards success. The Manager, Account Management is responsible for identifying Account Manager sales skill gaps, training Account Managers in sales techniques, and providing coaching and mentorship. In order to be successful, this individual must have knowledge of the channel, a proven sales record, and understanding of company sales methodology, solutions, and strategy.

Essential Job Duties:

People Development:

• Identify skill gaps and process areas for improvement across the Account Manager organization
• Deliver training, coaching, and mentorship to Account Managers
• Provide regular performance feedback, development planning, and sales skill training to Account Managers
• Demonstrate strategic influence, leadership, and deep technical and sales expertise
• Provide mentorship and advice on sales calls and electronic / virtual communications with customers
• Assist Account Managers with prioritization, responsiveness, and follow up skills
• Coach, develop, and recruit a successful Account Management team.

Business Development:

• Mentor Account Managers in opportunity identification and qualification; support the sales teams in the sales process, as needed
• Coach Account Managers in understanding how to articulate Intelisys value proposition to drive higher consideration and close ratios
• Teach Account Managers about the internal resources available to close deals; provide guidance on how and when to engage internal support resources
• Provide sales coverage and support on an as-needed basis to support the sales organization's achievement of targets and objectives

Capability Development:

• Continually evaluate sales processes to identify areas that need improvement or additional training modules

Sales Enablement & Support:

• Facilitate collaboration between Sales, Partner Success and other functional teams to ensure alignment and solid execution of the sales go-to-market strategy
• Provide inputs for strategic initiatives and projects that may impact the sales organization

Competencies:

Leadership & Relationships:

• Ability to translate strategy into clear, actionable direction
• Strong leadership, coaching, motivating, and mentoring skills
• Maintain strong working relationships with stakeholders across the company
• Established reputation as a highly experience sales professional
• Operationally focused; provide clear and concise direction and advice to sales teams

Business Acumen:

• Strong communication, listening, presentation, and negotiation skills
• Expert understanding of sales organization functions, sales processes, and sales tools; strong sales acumen
• Proven sales track record, demonstrating strong understanding of sales strategies and methodologies
• Strong understanding of company business model and solution offerings
• Ability to translate previous sales success into leading practices and tips for newer sales team members
• Understanding of varying business models and how company solutions enable customer success

Reporting Relationships:

• Reports to EVP, Supplier Services
• Manager Account Managers
• Regularly interacts with other Sales leaders, Partner Success, Marketing, Solutions Engineering, Supplier Services

Requirements:

• 4+ years of experience in sales, sales ops, or customer success
• Previous experience in management
• Bachelor's degree in business, management, or sales; or equivalent working experience
• Strong understanding of Intelisys or channel experience
• Proven history of high performance (e.g. Presidents club, quota achievement, etc.)
• Demonstrated experience in solution selling, building and maintaining relationships, identifying sales growth opportunities, and negotiating and closing deals
• Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams
• Previous experience working with stakeholders across all levels of the organization, including senior executives
• Experience and knowledge of Intelisys tools and processes

Preferred:

• Proficiency in CRM systems (RPM or Salesforce)

Physical Requirements:

• Ability to sit at a computer terminal for long periods of time.
• Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
• Ability to travel at least 25% of the time, on short notice as needed.
• Ability to lift 25 pounds.

Compensation:

Base Range: $52, 500 - $63, 000 and total compensation range $75, 000 - $90, 000

Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer.

For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets .

While we're committed to providing top-tier solutions, we're just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision. Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire). In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO. ScanSource also celebrates 10 paid company holidays.

ScanSource, Inc. is an Equal Opportunity Employer

EOE/M/F