Account Team Unit Sales Manager

Job Category: Sales
Location: Atlanta, GA, US
Job ID: 831801-107620
Division: Sales

Account Team Unit Manager - EPG
The Greater Southeast District is seeking a dynamic sales leader for an Account Team Unit (ATU) Manager based in Atlanta, GA for an ATU with a balanced business of Major and Corporate (CAS) accounts. Primary responsibilities for the position include the following:
Sales Execution Excellence: Developing a world-class sales culture through highly effective sales management including:
Solution Sales Execution Excellence: Responsible for Microsoft solution selling fluency through coaching on all the specific MSSP deliverables, the use of cost justified business proposals, and business value based selling principles.
Disciplined Business Management: Responsible for implementing a monthly District Business Management Framework in the ATU that provides a consistent and predictable Rhythm of the Business (ROB).
Sales Readiness: Accountable for developing an ATU Sales Readiness Plan and ensuring that it is executed for each individual on the team.
Infrastructure Optimization Approach: Responsible for execution of Infrastructure Optimization selling approach through ATU resources (AM, SSP, ATS) for all EPG accounts, leveraging partners in the process, and the developing Technology Adoption Roadmaps.
Rewards and Recognition: Implements effective use of sales rewards and recognition programs across the team and the district.

Customer Satisfaction Management: Delivery of customer satisfaction management plans with our clients, featuring world class execution of standards for the following business practices:
Creating Account specific Conditions of Satisfaction Agreements with C Level Executives that identify clear conditions, accountability, progress measurement and time lines.
Conducting Executive Briefings leveraging the EBR All-In-One process.
Completing Account Plans for each account that is updated quarterly.
Developing sales professionals into Trusted Advisors for their customers.
Executing the Global Satisfaction Survey process for each account.

Driving Growth:
o Responsible for achieving/exceeding all revenue attainment to quota and commitment based accountabilities for your ATU.
o Annuity Penetration: Responsible for improving ATU annuity penetration by enabling increased adoption of Core CAL, Enterprise CAL, enterprise products, Servers and services as well as executing strong True Up business practices.
o Relationship Services: Responsible for delivering all revenue attainment associated with Architects and Premier for the ATU.
o Driving business discipline through consistent sales pipeline hygiene management in conjunction with Marketing, STU, Services, Industry and other virtual team members.

People Leadership, Development and Satisfaction:
o The desire, ability, and experience in building highly motivated and satisfied employees is critical to the success of this role and a requirement for the position.
o Responsible for achieving/exceeding employee satisfaction goals for the ATU.
o Provides training, coaching and motivating environment for both direct line sales professionals as well as broad virtual based sales professionals.
Additional skills required include: excellent interpersonal communication and presentation skills, the ability to manage multiple high-priority activities, strong planning expertise, the ability to tackle complex competitive threats, customer "inertia," and making the appropriate judgment calls to succeed.

Qualifications should include a minimum of 7 years of demonstrated successful territory and sales management experience in the corporate environment and a minimum of 5 years demonstrated management of both Sales and technical professionals. A BA/BS degree in Marketing, Business or equivalent experience preferred. Some travel required.

NOTE: Relocation is not available for this role.

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