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Strategic Account Manager


Job Summary

Johnson Controls
Alexandria, VA
Other/Not Classified
Job Type
Full Time
Career Level
Experienced (Non-Manager)
Job Reference Code

Strategic Account Manager

About the Job

What you will do:

Strategic sales position with proven track record in high level, complex sales and strong account management within the Strategic Account Sales environment. Responsible for creation of new market share through sales of a broad range of Tyco IS products and services to new targeted customers as well as the sale of expanded products and services to existing customers within the assigned account portfolio. Candidate is an active participant in Security Industry Networking Associations and Groups. Personally contact and secure profitable new business through relationships with multiple level contacts, including the “C” level executives, within large customer organizations, typically with multiple site locations across state lines. Incumbent manages all aspects of assigned accounts within their portfolio, including but not limited to: opportunity identification; pre-sales planning; deal execution; post sales installation planning and follow up; customer issue resolution relating to invoicing, service and other issues in order to ensure a high level of post-sales satisfaction and facilitate long term relationships with strong potential for repeat business. Maintain and grow RIF base for assigned accounts.

How you will do it:

• Goals and objectives measured based on Quota Attainment, Growth of Business, Number of New Prospects Created and maintaining a sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status and next steps.
• Responsible for finding new customers with 2-3 new account prospects at all times. Maintain a pipeline funnel of active prospects on a consistent basis.
• Utilizing expertise, consultative selling skills, strong relationships and structured marketing and sales plans for target and existing accounts, in partnership with internal Tyco IS resources, create new market share through new customer creation, the addition of new addresses with existing customers and customer subsidiaries and the sale of new technologies a minimum of 50% of the time spent building relationships with customers, in front of the customer on-site.
• Working with the Regional Sales Director and Sales Director, achieve targeted sales growth year over year for the Strategic Accounts Division at a rate and profit margin consistent with the strategic business plan. Responsible for new business sales, sale of new technologies and maintaining and growing existing customer base.
• Develop and maintain marketing and account penetration plans to identify and monitor opportunities. Plans include but are not limited to customer parent-child relationships, assessment of current state of account; competition within the target; key decision makers; overall security budget; funding sources; issues/pain points within the target and within the customer’s marketplace; current solutions, technologies and products; opportunity for new product and service offerings; and action plan to optimize security spend potential throughout the assigned account.
• Support management in roll-up of monthly financial forecasts through accurate forecasting, negotiating and financial planning in designated accounts.
• Further develop existing, and establish new business relationships throughout target customer organizations, including “C” level executives, introducing new technology to customers.
• Identify key executives within the customer organization by position and by name with the goal of a specified number of face-to-face meetings with various levels of the customer organization to include the key decision makers by specific dates with the goal of closing profitable sales.
• Assume the lead role in the preparation and delivery of customer presentations.
• Manage all aspects of assigned accounts in collaboration with the assigned Junior Strategic Account Manager within the account portfolio including but not limited to opportunity identification, pre-sales planning, deal execution, and assurance of post-sale installation customer satisfaction. Ensure a high level of post-sales satisfaction and facilitation of long term relationships and strong potential for repeat business, the incumbent will be responsible for working with customers and the appropriate Tyco IS personnel to actively problem solve to resolve customer requests and issue related to invoicing, service and other matters.
• Maintain an in-depth knowledge of complete line of products/services and customers’ business issues and needs through in-house training and reading/research. Staying current with emerging technology trends through new product webinar roll outs and in consistent contact with manufactures’ representatives.
• Adhere to current Tyco IS policies, procedures, products, programs and services.
• As required, share information with Sales leadership regarding relevant business issues and industry information for utilization in development of market specific action plans and sales strategy.
• Assist management in developing cross selling business strategies and tactics.
• Represent Tyco IS at trade shows as required. Active participant in Security Industry Networking Associations and Groups.
• Maintain and grow RIF base for assigned accounts. Model Tyco IS and Tyco behaviors

What we look for:

• College degree preferred.
• Minimum of three (3) years commercial sales experience, including two (2) years of successful major accounts sales experience in the security, IT or other technology sales industry.
• Demonstrated consistent ability to meet and exceed quota.
• Proven ability to interact with executive level and industry/segment professional organizations.
• Entrepreneurial attitude, leadership ability and ability to be a team player at all levels of the organization.
• Excellent oral, written and presentation skills, with the ability to present to senior level executives.
• Ability to comprehend, develop and effectively execute business plans.
• Strong business acumen and solid understanding of sales to the applicable vertical market.
• Ability to travel up to 50%.

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou


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