Senior OEM Account Executive
Reports to: Vice President of Sales
Qualifications:
Minimum Education: Associates or Bachelors degree in a Business or a technical field is preferred
Minimum Experience: 7 years technical sales experience; must have 3+ years solution/consultative sales experience with experience selling directly to original equipment manufacturers (OEM), original design manufacturers (ODM), or System Integrators (SI/OTSI). Must have a proven record of prospecting, territory development and growth, and excellent closing skills and experience. 1 to 3 years sales experience in storage and/or networking technology markets, or similar technology industry experience strongly preferred. Must also have excellent presentation skills, entrepreneurial spirit, and be available for 25% to 30% national travel.
Primary Function: Achieve established revenue targets within an assigned geography or target list of OEM, ODM, and SI customers. Cultivate and maintain strong relationships with OEM customers and identify new prospects for existing or new products.
Responsibilities:
- Meet or exceed assigned revenue target for sales territory and/or accounts
- Create Territory Sales Plan that outlines specific steps to be taken to generate revenue with assigned accounts in Sales territory
- Use ATTO selling model and processes to introduce ATTO products and solutions to assigned accounts and close business
- Use cross-functional ATTO resources (Customer Engineers, Product Mgmt, Executives, Quality, etc) to develop OEM custom solutions and overcome obstacles
- Create Account Action Plans for each assigned account that outlines the tactical steps to be used to develop revenue at account:
- Phone, email etc. communication tools to reach appropriate people
- Tactical marketing efforts to reach account personnel
- Webinars, tradeshow and conference activities to maintain tight contact with accounts
- Sales visits to accounts with other ATTO sales team members such as Execs, Product Mgrs, Customer Engineers
- Manage evaluation units, RFPs, quotes and contracts for assigned account base
- Use ATTO CRM to track and communicate all activities and opportunities
- Identify and coordinate partnering and certification opportunities at assigned OEM customers and engage ATTO marketing and channel sales teams for execution
- Maintain all required sales documents (Account Action Plans, Territory Plans, etc.) for assigned accounts
- Other duties and responsibilities as may be assigned