The Enterprise Account Director must build and maintain positive, trust-based relationships at all levels of the account, including senior executives. This role requires incumbents to discuss business strategies and understand and explain complex technical solutions. The Account Director must coordinate and leverage multiple functions across BlackBerry, yet remain personably accountable for everything related to his/her customers. Success is measured by the total penetration of BlackBerry devices and customer feedback. This role involves managing and leveraging relationships with direct and named enterprise accounts to promote increased visibility, sponsorship and sell thru of the BlackBerry devices. Role will have responsibility for meeting and exceeding a set annual revenue target. This role also involves finding new “deals” and business opportunities, and developing them into a pipeline of predictable revenue.
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Responsible for identifying and building relationships with key current and prospective BlackBerry clients to gain an understanding of their businesses and technical priorities influencing the adoption of BlackBerry solutions including transitioning towards BlackBerry Secure Android devices.
Responsible for prospecting, qualifying and building new business opportunities for the pipeline, including cold calling, setting appointments, generating quotes and closing deals
Build and manage an accurate forecast to achieve a quota goal
Sell to senior level engineering decision makers
Meet with and listen to the needs of prospective customers to understand their current and future technical requirements
Schedule customer demonstrations, meetings, etc. to present the BlackBerry value proposition
Engage with carrier and channel partners where appropriate for fulfillment of product and professional services
Understanding and executing complex sales contracts
Understand the strengths and weaknesses of competitor’s products
Preparing timely and accurate quotation for the appropriate BlackBerry solutions
Maintaining customer and contact data in Salesforce as appropriate
ESSENTIAL SKILLS AND QUALIFICATIONS
Bachelor’s Degree in Business or a related field of study
A minimum of 15-20 years of successful, demonstrated experience selling technology to enterprise accounts
Knowledge of enterprise mobility, and/or security software solutions
Excellent negotiation and closing skills
Thorough knowledge of sales strategies and processes and pipeline management
Ability to work independently with high degree of initiative and drive
Ability to travel 50%+ of the time
Able to multi-task and handle multiple priorities in a challenging, fast-paced environment
ADDITIONAL ASSETS
Certification in solution selling methodologies
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