Key Account Manager responsible for developing relationships and strategies in digital advertising. Building partnerships and overseeing client accounts in a leading communications company.
About the role
- Commercial Account Manager specializing in sales for state, local government, and education sectors. Managing customer relationships and driving revenue growth in Northern California.
Responsibilities
- Drive new business: Own the SLED commercial territory, prospecting and acquiring net-new customers while expanding into new departments, districts, and agencies.
- Expand existing accounts: Deepen relationships with current customers and accelerate cross-sell opportunities across NetApp’s portfolio.
- Leverage partners: Build and maintain strong relationships with authorized resellers, distributors, and alliance partners to drive joint sales motions and territory planning.
- Manage high volume: Prioritize a large account set (typically 300–400) with precision, maintaining strong pipeline discipline and forecasting accuracy.
- Sell consultatively: Apply MEDDICC methodology to uncover customer business drivers, align to desired outcomes, and build multi-threaded relationships that lead to wins.
- Collaborate cross-functionally: Work closely with sales engineers, partner managers, and leadership to deliver the best customer experience possible.
- Own your business: Operate like a mini-GM within your territory, plan, execute, and win with full accountability for results.
Requirements
- 5+ years of commercial sales experience with a strong track record of growing large accounts and identifying new business opportunities.
- Experience selling IT solutions, ideally within infrastructure, data center, or cloud technology; SLED experience highly preferred.
- Ability to navigate complex sales cycles, engage executive decision-makers, and drive strategic conversations.
- Ability to understand the customer's technology footprint, business drivers, technology strategy, and the competitive landscape.
- A results-driven mindset with a passion for performance and execution.
- Exceptional communication, negotiation, and relationship-building skills.
- A collaborative approach, working with both customers and internal teams to drive long-term value.
Benefits
- Health Insurance
- Life Insurance
- Retirement or Pension Plans
- Paid Time Off
- Various Leave options
- Employee stock purchase plan
- Restricted stocks (RSU’s)
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