EMPLOYMENT OPPORTUNITY: DE0202762
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Position
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Account Manager TIME (m/f)
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Reference
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DE0202762
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Division
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Global Sales Organization
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Job Category
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Sales and Marketing
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Location
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Wien
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Summary
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Mission
This is an industry aligned sales role building a business profile to secure long term and profitable engagement for Sun within the TIME industry.
To sustain, generate and grow Sun's revenue stream from one or a few large TIME accounts. Sells Sun's IT solutions (products and services) to achieve assigned customer and quota targets by developing and maintaining quality business relationships with existing or prospective clients.
Specific Duties & Responsibilities
Builds on existing infrastructure and develops the installed base. Identifies, qualifies and establishes new accounts that align with Sun's sales strategies and business plan.
Assists customers to determine their current and future computing needs by giving them advice on appropriate computing technologies, industry structure and industry trends. Proposes products and upgrades that support the customers' computing strategies.
Utilises well-structured account management processes to achieve assigned territory and quota targets.
Monitors competitors' sales strategies and report significant developments to management.
Prepares tenders and negotiates price and volume discounts within sales/marketing policies.
Organises and conducts sales presentations/product demonstrations by liasing with Marketing, Pre-Sales Systems Engineering and Customer Services Engineering.
Works with and identifies value-added resellers (VAR's) and independent software vendors (ISV's) to provide solutions for clients/prospects.
Provide accurate and regular forecasts and business updates to Sun senior Management.
Reports regularly to the Sales Manager on important professional and business conditions encountered in the accounts.
Acts independently, but within company directives, policies and processes.
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Description,
Skills,
Education
& Experience
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Technical background and best experience in the IT industry, good product knowledge of the IT infrastructure sector
3 to 5 years successful track record within sales Experience in selling complex solutions within the TIME industry. Presentations skills to create high impact on customers and internally Good negotiation and influencing skills, effective communicator and motivator. Creates and develops relationships between senior managers both with customers and within Sun Planning and orchestrating resources on complex bids effectively Is conversant and current with political, social and economic conditions within the country and the current legislation affecting Sun's business in the country.
Knowledge of the local TIME market and the account's competitive landscape. Quick to identify and manage risks.
Is seen and used by the Account as a business consultant.
Meets the Sales Excellence criteria for the position on a high level standard.
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