Account Manager
JOB MISSION: The Account Manager, under the supervision of the Sales Manager, manages and ensures client satisfaction and generates ongoing revenue for Integrated Systems, Inc.
JOB SUMMARY: The Account Manager will focus on marketing Nortel & Microsoft voice and data solutions for the SMB and mid-market Enterprise accounts. Through self-directed research and frequent communication and interaction with client contacts, the Account Manager develops our clients' ongoing technology strategies. The Account Manager proactively seeks out ways to help clients reach their strategic goals through constant knowledgeable and informed communication regarding their markets and companies. Since the majority of Integrated Systems, Inc.'s clients are accessible to competitors, building long-lasting relationships with the client is a must. This role provides direct touch sales to SMB and mid-market Enterprise end user accounts within a defined geographic territory of the North America market. Successful candidate will develop winning territory/customer sales strategies by understanding market/customer needs and applications, solution alternatives, product capabilities and competitive offerings for Integrated Systems, Inc., Nortel & Microsoft demand generation. Success in this role is heavily dependent upon strong prospecting and rapid engagement/closing skills with a wide variety of accounts and market sub-segments. This position requires extensive teamwork and adherence to rules of engagement with Inside Sales, field and HQ Channel reps, and distributor personnel to drive optimal Integrated Systems, Inc. success.

Key Areas:
Sales Team
Direct Report:
Sales Manager


Primary Responsibilities / Role Expectations:

Role Expectations:

* Meet with clients and business partners to understand their current technical environment, key business issues, and future technology requirements
* Review customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
* Generate ideas and suggestions, write proposals, refine the scope of work and budget, negotiate price, and draw up contracts.
* Ensure the continuing growth of the account by meeting regularly with key contacts and expanding the network of contacts within the client account.
* Deliver technical- and sales-oriented solutions to clients/business partners' technical staff and senior management
* Prepare and deliver systems solutions, quotes, and evaluations for clients.
* Educate clients and business partners regarding the technical merits of ISI solutions
* Build and maintain close technical relationships with clients and clients' engineering teams from select clients and business partners
* Assist in the preparation of responses to proposal requests
* Participate in branch, industry, or regional events and training when required
* Maintain in-depth range of knowledge of ISI voice & data solutions
* Communicate one-on-one with clients\team\manager\dispatch team daily
* Close sales for Integrated Systems, Inc. Enterprise products, services and solutions in targeted territory/end user accounts to achieve assigned quota/metrics; prospect to drive lead generation consistent with these objectives.
* Prepare and gives Integrated Systems, Inc.,Nortel & Microsoft product presentations to end users. Coordinates additional resources as needed and appropriate per rules of engagement
* Maintain & grow knowledge level in competitive market landscape
* Assist in trouble shooting to resolve visible customer problems; refers problem to knowledgeable resources. Escalate service and technical issues through distributor and Integrated Systems, Inc. technical service organizations proactively
* Increase brand awareness and loyalty within the account and make Nortel & Microsoft recommendations that drive incremental revenue or generate new leads
* Identify, monitor and provide timely and accurate forecast for future sales within assigned module and specialized product areas
Qualifications / Experience Required:
* Can work independently through self-motivation
* Excellent diagnostic, client interaction, and consultative skills.
* Strong client contact and client satisfaction skills
* Strong problem solving skills
* Ability to build and maintain relationships with executive level and technical decision makers and influencers.
* Possess the ability to work with several clients at one time, while maintaining individual client satisfaction
* Provide technical designs, including analysis, configuration, and pricing that meet client requirements and help solve client business or technology needs
* Ensure clients have the technical tools and client service information required to be self-sufficient after the installation or service.
* Strong Convergence/VoIP/Telephony Skills
* Strong LAN & WAN knowledge
* Familiarity with voice products, such as VoIP systems, Unified Messaging, Business Communication Manager (BCM), Call Server (CS) 1000, and Call Pilot
* Familiarity with Microsoft products including Microsoft Operating systems and Office products
* Excellent multi-tasking skills
* Solid organizational skills
A minimum of 3-5 years experience in selling, designing/supporting voice or data communication systems. Knowledge of Integrated Systems, Inc., Nortel & Microsoft or competitors' products, pricing and selling tactics a significant asset. Experience with enterprise voice and/or data networks management, operations and engineering as a member of a corporate systems staff, or experience with telecommunications product/ marketing management organization(s) an asset.
A broad understanding of voice and data technologies is needed. Understanding of business systems, business process and customer viewpoint.

Education and experience required:
* Bachelor's degree.
* 2-5 or more years of experience with voice or data products/solutions
* Experience with telecom products a plus
* Experience with data products a plus

Physical Demands
None.

Day-to-day activities:
You will spend about 50-80% of your time generating and developing new leads and communicating with new client opportunities. With each client, your end goal is to build a long-term, lasting relationship to provide future value-added opportunities and to ensure that their systems are working correctly and that the client is satisfied with ISI's products and solutions. You will spend about 20% of your day working with existing ISI clients. You will spend 5-10% providing reporting information to management. You will design and validate solutions, set up trials, and educate yourself on new products. In this position, you may travel outside of the Kansas City Metro as needed by clients, and you will maintain flexibility in work hours and days.