Account Executive - Net/Sec, Ohio Market

Summary:

The Account Executive will be a relationship-oriented sales professional, who will play the role in developing, managing and growing the company's partnership with the assigned portfolio of accounts.

This individual will be responsible for maintaining an overall understanding of the company's offerings and deep industry expertise to drive account growth by bringing ScanSource to the assigned portfolio of accounts.

The Account Executive will nurture relationships with key decision makers to encourage and facilitate strong portfolio growth and an increased share of their wallet.

This individual will serve as the main point of contact for the account and business leaders and will drive the overall ScanSource sales strategy for the account.

The Account Executive will be responsible for understanding their accounts' overall health, identifying areas for growth opportunities, and leading the account planning and forecasting activities.

The Account Executive will be responsible for finding new partners to work with ScanSource as their primary distributor.

Roles and Responsibilities:

Business Development:


* Manage profitability and growth of the assigned portfolio of accounts


* Focus on penetrating accounts and increasing company's share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size


* Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth


* Collaborate with partner leaders to understand their strategic vision to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling


* Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth


* Drive pipeline and forecast development and reporting using Salesfore.com


* Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR's


* Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR


* Coordinate specialized Company resources including Inside Sales Representatives, Services, FS and Sales Support to support business development at the assigned accounts


* Actively recruit and develop new partners to source their products through ScanSource.


* Create, manage and grow relationships with manufacturer field and channel teams.

Customer Enablement:


* Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions


* Develop and maintain deep understanding of assigned accounts business models, competitors and industry trends


* Maintain deep understanding of the Company solution offerings for the assigned accounts


* Collaborate with the assigned accounts to proactive...