What are the responsibilities and job description for the Onboarding IAM - Central - Sales Support (Remote) position at Connection?
Overview:
Connection Enterprise Solutions offers a wide range of technology services with over 500 technical certifications and a qualified team of expert engineers, software licensing specialists and project managers to offer best-in-class solutions to our customers. We deliver end-to-end solutions across the entire IT lifecycle-from assessment, design, procurement, and installation to management and asset disposition. Focused on solving the complex business challenges of enterprise customers, Connection Enterprise Solutions is a one-stop source for a full range of IT products and services, including data center, networking, mobility, and software solutions. Offering over million products from 1,600 technology vendors, Connection Enterprise Solutions' proprietary cloud based e-procurement system, TRAXX, creates a streamlined, efficient approach to IT procurement that reduces the cost and complexity of buying hardware, software and services. By leveraging our strategic relationships with leading IT manufacturers and software publishers, Connection Enterprise Solutions is able to provide the best pricing and preferred product availability.
Job Summary
The IAM is responsible for providing proactive direct sales support for one or more EAEs (Enterprise Account Executives). The areas of responsibility for an IAM are to manage the inside account team and the client support being provided, to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas.
This is a remote sales position that includes client facing opportunities and requires effective communication & relationship skills. An IAM is expected to be able to communicate Connection Enterprise Solutions’ complete value proposition and must have experience presenting to enterprise clients. This position will require extensive interaction with Manufacturers, Distribution Partners, MD EAEs, MD Sales Support teams and the MD HQ Operational Support teams. As IAM, there must be a high degree of understanding and experience with distribution channel methodologies, manufacturer registration and pricing programs, the needs of an enterprise client and a strong knowledge of leading industry trends & technical concepts. An IAM must then be able to apply these concepts into a high-velocity, production environment. The efficient implementation of each of these practices must then be integrated into the team’s daily sales & sales support activities. The IAM must be able to rapidly assess, analyze & evaluate many different types of business scenarios as they are presented. The IAM is responsible for identifying opportunities to resolve issues by making rapid decisions and taking the appropriate actions that are in the best interest of both Connection Enterprise Solutions and our clients.
Responsibilities:
An IAM needs to be results oriented, self-driven and motivated. Organization, time and multi-task management skills are essential. A commitment to customer service, attention to detail and responsiveness are critical areas of focus for this position. An IAM must be familiar and be able to proficiently use PC technology & MS Office. Previous reseller experience in a similar role that provided high value, high volume client support is a requirement.
Essential Job Functions
Summary of Job Tasks:
Customer Quotes
Order Management
Account Management
Non-Essential Job Functions
Job Qualifications
Connection, Inc. and its subsidiaries consider all qualified applicants for employment, without regard to race, sex (including pregnancy), color, religion, age, national origin, ancestry, physical or mental disability status, medical condition, sexual orientation, marital status, protected veteran status, and all other characteristics protected by applicable state and federal law. Connection will consider accommodations for any known physical, mental, or other impairments of otherwise qualified applicants to enable them to participate in our applicant screening process and to effectively perform the essential functions of their jobs, unless doing so would impose an undue hardship on the Company.
Connection Enterprise Solutions is a profitable $1.3B company focusing on providing technology solutions for the Fortune 2000, located in Boca Raton, Florida. Connection Enterprise Solutions is a wholly-owned subsidiary of Connection (CNXN), a $3 Billion publicly traded company located in Merrimack, NH.
Connection Enterprise Solutions offers a wide range of technology services with over 500 technical certifications and a qualified team of expert engineers, software licensing specialists and project managers to offer best-in-class solutions to our customers. We deliver end-to-end solutions across the entire IT lifecycle-from assessment, design, procurement, and installation to management and asset disposition. Focused on solving the complex business challenges of enterprise customers, Connection Enterprise Solutions is a one-stop source for a full range of IT products and services, including data center, networking, mobility, and software solutions. Offering over million products from 1,600 technology vendors, Connection Enterprise Solutions' proprietary cloud based e-procurement system, TRAXX, creates a streamlined, efficient approach to IT procurement that reduces the cost and complexity of buying hardware, software and services. By leveraging our strategic relationships with leading IT manufacturers and software publishers, Connection Enterprise Solutions is able to provide the best pricing and preferred product availability.
Job Summary
The IAM is responsible for providing proactive direct sales support for one or more EAEs (Enterprise Account Executives). The areas of responsibility for an IAM are to manage the inside account team and the client support being provided, to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas.
This is a remote sales position that includes client facing opportunities and requires effective communication & relationship skills. An IAM is expected to be able to communicate Connection Enterprise Solutions’ complete value proposition and must have experience presenting to enterprise clients. This position will require extensive interaction with Manufacturers, Distribution Partners, MD EAEs, MD Sales Support teams and the MD HQ Operational Support teams. As IAM, there must be a high degree of understanding and experience with distribution channel methodologies, manufacturer registration and pricing programs, the needs of an enterprise client and a strong knowledge of leading industry trends & technical concepts. An IAM must then be able to apply these concepts into a high-velocity, production environment. The efficient implementation of each of these practices must then be integrated into the team’s daily sales & sales support activities. The IAM must be able to rapidly assess, analyze & evaluate many different types of business scenarios as they are presented. The IAM is responsible for identifying opportunities to resolve issues by making rapid decisions and taking the appropriate actions that are in the best interest of both Connection Enterprise Solutions and our clients.
An IAM is responsible for managing the daily flow of a client’s business and must maintain structured time management practices that will allow for a proactive approach to supporting our client’s needs. Due to the fast pace of the business, it is extremely important that the IAM is prioritizing the client’s needs and managing the support efforts to ensure a timely and accurate response is being given by the team. Scheduled times for proactive sales cycles to identify net new solutions must occur regularly, while ensuring the ongoing management of the support team is working efficiently to respond to any open request.
An IAM needs to be results oriented, self-driven and motivated. Organization, time and multi-task management skills are essential. A commitment to customer service, attention to detail and responsiveness are critical areas of focus for this position. An IAM must be familiar and be able to proficiently use PC technology & MS Office. Previous reseller experience in a similar role that provided high value, high volume client support is a requirement.
Essential Job Functions
- High volume and the excellent quality of work produced are a key measure of job performance.
- Manage and grow velocity product lines within existing client base by obtaining assigned monthly/quarterly revenue and GP goals
- Must possess excellent organization, time and multi-task management skills
- Must be able to effectively and professionally communicate with enterprise clients and Connection Enterprise Solutions’ internal support teams
- Must possess a high level of commitment towards customer services and responsiveness
- Must establish, build and maintain strategic relationships with clients, manufacturer sales teams and distribution partners.
- Develop and maintain current velocity product line knowledge from top leading technology market leaders. Velocity product lines are defined as desktops, mobile devices, low end servers, peripherals and accessories.
- Prepare, Analyze and Present client activity reports
- Function as the leader of inside sales team, mentoring, monitoring and delegating support tasks to Inside Sales Support Rep (ISSR)
- Must be able to work flexible hours to support assigned customer time zone
- Additional duties as assigned.
Summary of Job Tasks:
Customer Quotes
- Complex Solution Proposals requiring technical configuration support
- Velocity Proposal Management
- Inspection and Review of all velocity proposals >$25K to ensure pricing accuracy
- Customer quote & opportunity follow up
- Salesforce activity management to ensure all qualifying projects are recorded and updated
- Work towards maintaining a 4 hour customer response
Order Management
- Work with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations
- Order Escalation and over flow assistance for order entry & pricing verification review
- Open Order Management process support for complex orders
- Provide RMA escalation assistance to Inside Sales Support team
Account Management
- Responsible for the daily team communication with our customers, manufacturer partners & suppliers
- Work with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.
- PriceVision
- Smart Sourcing Initiatives
- Contractual Limitations
- Utilize Partner Programs to manage customer bids and deal registration submissions
- Work with Inside Sales Support Team to create, maintain and manage customer standards and catalogues.
- Self-service customer trainings and portal demonstrations (quote/order management, product search, and reporting & RMA capabilities)
- Responsible for identifying net new opportunities by leveraging the following areas
- Proactive QBR & Unsolicited Proposal Support
- Monthly Spend Analysis & Standards Management Review
- Customer whitespace analysis and strategy implementation to target new lines of business & cross sell / up sell activity
- Key partner inside/outside sales team relationships
- Accountable for overall daily team management, customer satisfaction and the relationship management with our customers and partners.
Non-Essential Job Functions
- Candidate must be able to travel 10-20% requirement.
- Candidate must be able to work from home office
- Candidate must be able to work with a relatively high pressure sales environment.
Job Qualifications
- An experienced, mature and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT hardware, software and professional services directly to large enterprise accounts.
- High degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions.
- Have prior, recent and relevant experience selling IT products at competitor VAR or direct marketer
- Knowledgeable on major strategic OEM product lines with understanding of current technologies
- Requires a strong work ethic, can do attitude and ability to work in a team
- Strong organization skills
- Able to present, demonstrate, communicate and sell effectively to mid and senior level management
- Able to think strategically and leverage resources.
- Strong working knowledge of salesforce, Excel, Word, Outlook & PowerPoint
- Previous experiences in a similar role in a fast-paced, high-velocity, high touch sales environment is a requirement.
- Microsoft, VMware, Cisco, HP, Dell, EMC, IBM/Lenovo sales certification preferred
Connection, Inc. and its subsidiaries consider all qualified applicants for employment, without regard to race, sex (including pregnancy), color, religion, age, national origin, ancestry, physical or mental disability status, medical condition, sexual orientation, marital status, protected veteran status, and all other characteristics protected by applicable state and federal law. Connection will consider accommodations for any known physical, mental, or other impairments of otherwise qualified applicants to enable them to participate in our applicant screening process and to effectively perform the essential functions of their jobs, unless doing so would impose an undue hardship on the Company.
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