Job: Sales Account Manager

Jobing Description

Requirements: COMPETENCIES

* Communication: The applicant must be able to interact positively and professionally with all levels of Management, customers, outside vendors, and co-workers in order to create strong working relationships. Applicant must write and speak effectively, clearly, and concisely, listen to others, respond professionally to feedback, and ask questions to ensure understanding. The applicant must be able to document sales actives and progress against goals.

* Customer Service: Applicant must be customer service oriented and be able to professionally interact with customers via e-mail, phone and in person. The applicant must ensure that quality customer service is provided to all customers, external and internal.

* Problem Solving: Applicant should be able to anticipate problems, see how a problem and its solution will affect others, gather information prior to making decisions, weigh alternatives against objectives, and arrive at a reasonable solution.

* Presentation Skills: The applicant must possess strong technical presentation skills to highlight and feature ADTRAN technologies and products.

* Initiative: Applicant must maintain a current understanding of ADTRAN's products and innovative technologies. Applicant must be self-motivated and be able to work independently with minimal supervision, must be able to work as a team member in a group environment for the completion of design tasks, and must possess the ability to work simultaneously on multiple projects in different stages with a sense of urgency and efficiency.

* Negotiation Skills: Applicant must posses a variety of negotiation skills including: communication, persuasion and influence, planning, strategizing, tactics, process and systems, teamwork etc.

* Professionalism: Applicant must dress, work, and communicate in a neat, clean, and professional manner. The applicant must be able to provide a professional image of the ADTRAN brand.

JOBHOLDER ENTRY REQUIREMENTS

* Education: Bachelor's Degree in Business Administration, Finance, or Marketing is required. (Other related degree programs may be considered.)

* Related Experience: This Sales Accounts Manager is an entry-level position, which typically requires up to 5 years of technical selling experience.

* Equipment/Software Skills: Proficiency in Windows OS, Microsoft Office: PowerPoint, Excel, and Word are required.

SalesForce.com experience is preferred.

Applicant should possess the aptitude for understanding and communicating ADTRAN product/service features including; Unified Communications, IP Telephony, Routing, Switching, VPN, Security, Remote Access, solution sets, product specifications, and end user applications.

* Travel Expectations: Frequent travel is expected in this position to support ADTRAN's sales objectives.

ESSENTIAL PHYSICAL AND MENTAL REQUIREMENTS

* Physical: While performing the duties of this job, the employee is regularly required to sit; use hands and fingers to handle, feel, type, and write. The employee in this role is occasionally required to stand; walk, kneel or crouch and must occasionally lift and/or move up to 25 pounds.

* Sensory: Ability to read, analyze, and interpret data, general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to draft, write and enter necessary data into a computer or upload to websites. Ability to effectively present/communicate information and respond to questions from groups of managers, clients, customers, and the general public.

* Mental/Reasoning: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Capability to objectively perform analytical evaluations of customer options using ADTRAN and non-ADTRAN products in wide area network applications.
Job Description: JOB SUMMARY

The Sales Account Manager will be responsible for developing opportunities through relationships and sales leads to create deals and work with the area team and ADTRAN resources to develop and close deals. This role will be responsible for Networking Technology solutions sales through Value Added Reseller (VAR) Channels.

ESSENTIAL DUTIES AND RESPONSIBILITIES

* Complete Territory review, assessment, and forecast on a quarterly basis and present to territory team.

* Partner Recruitment: Research territory for new MVP Partners (capable of growing to $1M +) & Develop "farm bullpen" of potential partners.

* Complete Business Profiles and Account Plans for Focus partners: YTD revenue performance versus objectives & Plans and initiatives in conjunction with PDM.

* Evaluate partner performance and develop/implement plans for improvement or re-classification with Partner Development Manager & Inside Channel Account Manager team.

* Conduct Quarterly Business Review (QBR) with each Focus partner.

* Achieve targeted contact level of 2 minimum visits per month/Focus and National VAR offices.

* Ensure a consistent customer experience is maximized on all partner calls.

* Ensure key account information, profile data, and account activities are captured in ADTRAN's SalesForce.com (SFDC) database to drive future initiatives, support marketing programs and manage partner performance.

* Target, manage, and grow a portfolio of partners within specified geographical areas under the guidance of the Territory Manager.

* Identify opportunities within an assigned partner base; facilitate the sales process and territory pipeline.

* Update partner profiles, and daily account records in SFDC.

* Report revenue forecasts and closed sales for the assigned partner base in SFDC.

* Follow escalation procedures for special pricing when required.

* Maintain a professional and positive image of the ADTRAN brand.

* Other projects and assignments may result and be assigned to accommodate the changing needs of the department and the Company.