Note: The job is a remote job and is open to candidates in USA. Belden Inc. is a global provider of intelligent connectivity solutions that connects people, information, and ideas to address complex connectivity challenges. The Solution Account Manager, Energy will drive consultative solution selling, develop customer relationships and account plans, manage sales opportunities and funnels, and grow revenue across energy-sector accounts.
Responsibilities
- Ensuring access and dialogue early in the buying journey to enable involvement in problem verification and solution specification, establishing Belden as a trusted advisor with our customers
- Establishment of the Solution's value impact on business outcomes, credibly expressed using the Customer's terminology and KPIs
- Use a consultative approach to translate customer priorities into compelling solution-based proposals, collaborating with our solution team to ensure customer demands are satisfied and Belden becomes a true partner
- Effectively develop cross-company solution built from any or all the Belden brands
- Demonstrate solid knowledge and understanding of the Energy Market and the selected target customers
- Maintain awareness of key players, technology and market trends, and competitor activity influencing the customer's buying journey and covering all bases through multiple concurrent channels such as Website, ABM, CIC, colleagues and Partners
- Cultivate effective working relationships with critical business functions to ensure agility, speedy issue resolution, proactive sharing of sales process workload, effective POCs, and coordination of activities
- Managing own activity for Performance, using Standard Work tools and process including SFDC, Strategic Selling, Account Plans, Funnel Management, QAP, and Aspire for Sales
- Identify sufficient opportunities, build and execute the selling strategy, move customers through the buying journey, forecast wins and hit target through professional funnel management
- Build a robust plan that defines what needs to be done to achieve quota The critical activities required defined with timelines to ensure timely completion
- Identify possibilities to grow revenue in existing customers. Exploit Cross-Selling opportunities to maximize customer satisfaction and share of wallet through deployment of robust Account Plans that are designed to foster expanded engagement
Skills
- Bachelors degree with a track record of 5+ years in a professional sales role
- Experience of working within a medium to large sized international organization
- Experience of successfully operating in a matrix environment
- Experience of working with cross functional teams including Engineering, Marketing, Product Development and Finance
- Demonstrable knowledge of a variety of sales fundamentals including funnel management, account planning, proposition development, and negotiation
- Experience in a variant of a Value Selling process
- Must have both the technical, commercial, and operations affinity to operate credibly within the Accounts and Vertical allocated
- Demonstrable ability to deliver sustained sales results, including experience of large accounts, end user solution selling, growing existing customer accounts and developing new accounts
- Must be able to demonstrate excellent communication and influencing skills, both verbally in person and remotely using phone, web, social media, and email tools
- Problem solving analytical skills, with the ability to work within a metric driven environment
- Ability to work successfully in a fast paced and pressured work environment
- Demonstrate a pro-active, flexible and pragmatic approach
- Ability to travel domestically and internationally 25-50% as required to perform the duties of the role
- Computer literacy essential - including experience of using CRM system tools
- Experience in communications and networking projects would be advantageous
- Experience of Lean tools would be advantageous
- Working experience of Miller Heiman Strategic Selling methodology advantageous
Benefits
- Benefits and additional incentives based on the level of the role
- Hybrid and remote work practices where feasible
- Health/dental/vision
- Long term/short term disability
- Life insurance
- HSA/FSA
- Matching retirement plans
- Paid vacation
- Parental leave
- Employee stock purchase plan
- Paid leave for volunteer work in your community
- Training opportunities
- Professional talent management and succession planning
- Corporate health well-being initiatives
- A work culture which includes commitment to diversity, equity, inclusion and sustainability
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