Sales- Key Account Manager, Territory

Position Summary

Responsible for all sales activities, from lead generation through close in the assigned territory. Develops and implements agreed upon territory sales plan which will meet both personal and business goals of expanding customer base in the territory. Works in conjunction with presales engineering and sales support teams for the achievement of customer satisfaction, account acquisition, revenue generation, and long-term account goals in line with company vision and values. This position is based in Toronto, ON

Position Duties and Responsibilities

Responsible for the sales of server and storage maintenance agreements.

Demonstrates technical selling skills and offering knowledge to effectively prospect, qualify, develop and close new business.

Develops annual sales plan in conjunction with Sales Manager, which details activities to follow during the fiscal year, which will focus the Sales Associate on meeting or exceeding sales quota.

Complete understanding of competitive landscape, pricing, and proposal models.

Demonstrates the ability to carry on a business conversation with business influencers and decision makers.

Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from competitors.

Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.

Develops a database of qualified leads in CRM through referrals, telephone canvassing, cold calling on prospects, direct mail, email, and networking.

Assists in the implementation of company marketing plans in territory as needed.

Responsible for sourcing and developing client relationships and referrals.

Demonstrates the ability to gather and submit detailed qualifying information for pricing and presentation of solutions to identified prospects.

Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of CRM and Microsoft Outlook to maintain accurate records to maximize territory potential.

Adheres to all company policies, procedures and business ethics codes.

Actively participates and contributes in training and educational programs offered to company employees.

Routinely assesses time management effectiveness and addresses opportunities to operate more efficiently and effectively.

Relationships and Roles:
Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction and retention.

Demonstrates ability to interact and cooperate with all company employees.

Builds trust, values others, communicates effectively, drives execution, fosters innovation, focuses on the customer, collaborates with others, solves problems creatively and demonstrates high integrity.

Maintains professional internal and external relationships that meet company core values.

Proactively establishes and maintains effective working team relationships with all support departments.

Minimum Qualifications and Requirements

Education: Bachelor’s degree or equivalent experience required.

Experience: Five to ten (5-10) years in sales of hardware or maintenance agreements to middle market firms or equivalent experience.

Experience in calling on CIO’s, CTO’s, CFO’s, Strategic Sourcing, Directors of IT, Systems Administrators, and/or Data Center Managers.

Proven ability to achieve sales quotas.

Deciding when and how to involve presale technical resources. Closing sales and executing deliverables.

Travel Required: Must have and maintain valid driver’s license and ability to travel. Required travel to meet with customers, attend trade shows and association meetings.

Park Place Technologies is an Equal Opportunity Employer M/F/D/V.