Audio Visual Channel Sales - Major Account Manager

AV Jobs; Birmingham; Remote; GBP 40,000 - 70,000

Job description

The Opportunity

This is a great opportunity to work within a niche and very successful Audio Visual Distributor.

As a Major Account Manager you will be responsible for driving sales and cultivating strong relationships with channel partners to achieve revenue targets and maximise business growth. You will focus on selling workplace technology solutions to existing accounts that have been identified as having good growth potential.

This role requires a proactive mindset, excellent communication skills, and a proven track record of successful channel-based sales within the technology industry.

The role is remote based, with travel expected to reseller offices as required. It is an expectation that you will need to be in their London or Leeds Showrooms regularly to facilitate reseller visits, demonstrate their solutions offering, and to engage with the wider team.

Key Responsibilities:

1. Develop and execute account plans: Engage with new and existing customers, establish relationships with key stakeholders, and create customised strategies to drive sales growth within assigned accounts.
2. Achieve sales targets: Consistently meet or exceed monthly, quarterly, and annual sales quotas by effectively managing the sales process, conducting thorough account analysis, and leveraging channel partner relationships to provide optimal solutions.
3. Build and maintain client relationships: Cultivate strong, long-term relationships with key decision-makers and influencers within accounts, becoming a trusted advisor and ensuring high levels of client satisfaction. Work closely with channel partners to develop joint sales plans, align on go-to-market strategies, and leverage their expertise and resources to drive successful sales outcomes.
4. Conduct needs analysis: Understand the unique business challenges, pain points, and objectives of clients, and proactively identify opportunities for workplace technology solutions to address those needs in collaboration with channel partners.
5. Solution selling: Present and articulate the value proposition of workplace technology solutions to channel partners, effectively positioning the benefits and ROI to drive sales and overcome objections.
6. Collaborate with internal teams: Work closely with cross-functional teams such as pre-sales, product management, and customer support to deliver comprehensive solutions and address end user requirements in collaboration with channel partners.
7. Stay updated on industry trends: Keep aware of market trends, competitor activities, and industry developments to identify potential business opportunities and maintain a competitive edge in collaboration with channel partners.
8. Sales forecasting and reporting: Accurately forecast sales pipeline and provide regular reports on sales activities, opportunities, and potential risks to sales management, including channel partner performance and engagement.

Working from home but ideally based in the Midlands or North, salary will be £40k p.a. plus car allowance, commission (£60k OTE uncapped) and benefits.

Your skills and experience:

1. Proven track record of success in channel-based sales, preferably within the B2B enterprise market.
2. Strong negotiation, presentation, and closing skills.
3. Excellent interpersonal and communication skills, with the ability to build rapport and establish credibility with channel partners and end users.
4. Strategic thinker with the ability to analyse end user needs and develop tailored solutions in collaboration with channel partners.
5. Self-motivated, results-driven, and able to work independently as well as collaboratively in a team environment.
6. Proficient in using Salesforce to manage and track sales activities is desirable.
7. Knowledge of workplace technology solutions such as collaboration tools, unified communications, cloud services, and IT infrastructure is highly desirable.
8. Knowledge of Selling Microsoft Teams solutions an advantage.
9. Demonstrated ability to manage multiple accounts and prioritise tasks effectively.

The Organisation:

Our client has a passion for developing strong and meaningful relationships through understanding their resellers' business model, customer base and expertise. Based on this their goal is to offer solutions that will offer a new approach to their customers.

Company Benefits:

1. Our client believes that people are their most important asset and that it's important to reward and recognize their contribution, whether that's through incentives, progression, or development opportunities.
2. Monthly commission structure with quarterly bonus.
3. Innovative working environment.
4. Private healthcare (opt in).
5. Nest Pension Scheme.
6. 25 Days Holiday Allowance, Plus Bank Holidays.
7. Full training and ongoing Learning and Development support, with excellent career progression.
8. Mobile phone allowance.
9. Car allowance.

The Recruiters:

AV Jobs are the No. 1 Audio Visual Recruiters in the UK working with clients and candidates to ensure a successful job fit every time.