The Director, Sales, Public Sector will be responsible for the development, nurturing and ongoing relationship and account management of key Regions and Public Sector Mobility Accounts required based on customer needs and enterprise mobility requirements. This position reports to the Vice-President, Sales within SEA.
This role will focus on both State and local and specifically on Public Safety. It will take a leadership role within the First Responder community to become an advisor and educator on the many solutions that Samsung has to offer to Public Safety.
This position will:
• Own the customer account management and support including initial sales efforts so as to maintain long term, trusted partner relationships and to execute successfully against plans to grow sales, revenues and expand enterprise customer relationships
• Set and achieve customer-specific targets and other mutually established metrics with VP, Sales
• Implement a customer account management vision, execution, and measurement plan to support meeting/exceeding, quarter, annual and longer-term financial goals established for strategic accounts
• Ensure that the Voice of the Customer relative to Sales is clearly understood across all parts of Samsung
• Anticipate and proactively identify opportunities to leverage existing Samsung products and services to deliver additional value to enterprise customers
• Explore unmet needs with key decision makers and communicate them as potential opportunities for innovation and/or value added services
• Develop a high performing sales team towards solution selling in a complex matrix environment
• Work with the SBS teams and service teams to have a world class customer experience
• Position Knox as the security platform of choice within the Public Sector Vertical
• Develop customer-specific annual account plans for sales and renewals and service-level agreements for firm support and end-user training
• Develop and "own" relationships with assigned firm key decision makers and executives
• Partner with 3rd Party firms to identify and pursue potential new opportunities outside current Samsung products and services portfolio
• Address customer’s requests to address ongoing service and support issues
• Respond to concerns from executives and key decision makers
• Exercise leadership and business judgment on all contracts, and work collaboratively with customers and Samsung to get mutually acceptable pricing/terms
Necessary Skills / Attributes
• Bachelor's Degree with 15+ years of directly related experience is required.
• Prior experience managing a sales team, selling at C Level and Peer level account planning
• Proven ability to successfully develop and own a global enterprise customer relationship and account management process
• Understanding of solution selling – specifically around the Knox suite of services
• Prior experience developing and managing mobile services and support strategies required.
• Prior experience in a telecommunications environment required, with specific focus on Mobile device services and support (smartphones and tablets).
• Strong track record of building collaborative relationships with internal peer groups and external customers and partners
• Proven ability to successfully execute a global customer management process
• Executive presence and experience to leverage resources based on both influence and authority
• Proven contract negotiation and enterprise-level sales experience
• Ability to identify service and support risks and associated solutions within wireless product technologies.
• Must be able to write, read, analyze, interpret, present, and explain wireless terminals technical product and development materials.
• Must have experience with Microsoft Standard Office Suite and extensive use of Windows presentation software in a wireless network environment.
• Must have demonstrated project and program management skills
Ability to work in a team environment in order to achieve sales objectives and to complete assignments within established time frames. Skilled in developing and maintaining excellent working relationships with all appropriate levels within and outside the company to promote sales results. Demonstrated competency in persuasive communication skills using both oral and written modes for internal and external personnel at all management and staff organizational levels. The ability to accept tasks and problems/situations that differ, requiring creativity to develop solutions to accomplish the desired goal. Interact with all levels within the organization and has frequent external contacts.
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