Global & Majors Account Manager

We are partnering with a leading global technology organization to hire an experienced Global & Majors Account Manager to own and grow a portfolio of large, strategic enterprise accounts.

This is a senior individual contributor sales role responsible for acting as the primary commercial lead across complex customer environments. You will develop long-term account strategies, identify and close significant new opportunities, expand existing relationships, and position a broad portfolio of enterprise networking and technology solutions against customers’ business and IT priorities. You will work closely with C-level executives, IT leadership, procurement teams, presales specialists, internal business units, and an extensive ecosystem of channel and technology partners.

Focus

Strategic Accounts | Enterprise Networking | New Business & Account Growth

Key Responsibilities

• Own the commercial strategy and relationship across a portfolio of large named/global enterprise accounts.
• Develop strategic account plans and build long-term pipelines focused on both new business and account growth.
• Identify, develop, negotiate and close complex, high-value enterprise technology opportunities.
• Sell a broad portfolio of enterprise networking, infrastructure and related technology solutions.
• Build trusted relationships with CIOs, CTOs, CISOs, senior IT leaders, procurement teams and other business executives.
• Use a consultative and value-based sales approach to connect technology solutions to customer business challenges.
• Own quarterly, half-year and annual revenue, margin and quota performance.
• Lead complex sales cycles from initial opportunity identification through commercial negotiation and close.
• Coordinate presales, technical specialists, internal stakeholders and partners throughout the sales process.
• Develop and leverage relationships across distributors, resellers, systems integrators and other strategic partners.
• Identify competitive threats and develop strategies to protect and expand existing accounts.
• Maintain accurate pipeline, forecasting and account planning.
• Navigate pricing pressure and complex procurement environments while protecting commercial value and margin.
• Coordinate across regional and global teams when supporting multinational customers.

What We’re Looking For

• 12+ years of relevant enterprise technology sales experience.
• 5+ years of commercial/strategic account management experience.
• Strong background selling enterprise networking, infrastructure or closely related technology solutions.
• Demonstrated experience managing large, complex enterprise or global accounts.
• Proven ability to generate new business while expanding existing customer relationships.
• Experience owning significant sales quotas and complex, high-value opportunities.
• Strong executive relationship management, including C-suite and senior IT stakeholders.
• Deep understanding of enterprise sales methodologies, account planning, forecasting and negotiation.
• Strong experience working within a channel/partner-led sales ecosystem.
• Ability to lead complex sales cycles involving multiple technical, commercial and executive stakeholders.
• Strong financial/value-selling capabilities and ability to defend solution value under pricing pressure.
• Bachelor’s degree preferred; MBA or advanced degree is an advantage.

Salt is acting as an Employment Agency in relation to this vacancy.