Technical Sales Account Manager

Job Summary:

The Technical Sales Account Manager is responsible for developing, managing, and growing enterprise customer relationships while serving as a technical solutions resource throughout the sales cycle. This position combines strategic account management with consultative technical sales, including customer discovery, site assessments, solution design, proposal development, financial business-case preparation, and coordination with internal engineering, product, operations, and implementation teams.

The Technical Sales Account Manager represents IT&E to the business community and supports the sale and continued use of IT&E's enterprise telecommunications, managed IT, cloud, fixed and wireless, connectivity, and related technology solutions. The role must be able to understand customer business and technical requirements, translate those requirements into practical solutions, and support successful delivery from initial opportunity through implementation and ongoing account growth.

Essential Duties & Responsibilities:

Employee will:

1. Know and uphold established IT&E Mission, policies and procedures, Department and Division objectives, quality assurance and safety programs and standards.
2. Achieve assigned sales, revenue, and growth targets within an assigned enterprise territory or account portfolio.
3. Develop and maintain strong relationships with business customers, technical contacts, and senior decision-makers.
4. Conduct face-to-face customer meetings, site assessments, and technical discovery discussions to identify business, network, connectivity, cloud, managed IT, and other technology requirements.
5. Design, recommend, and present enterprise telecommunications and IT solutions that meet customer needs and align with IT&E capabilities.
6. Prepare and deliver technical and commercial proposals, quotations, scopes of work, solution diagrams, cost estimates, and presentations.
7. Clearly explain technical recommendations, available options, pricing, implementation requirements, and service benefits to customers.
8. Develop financial business cases and support internal pricing and profitability reviews for strategic opportunities.
9. Manage the technical aspects of RFP and RFI responses, including coordination with engineering, operations, product, and other subject-matter experts.
10. Partner with internal teams to validate technical feasibility, define service requirements, resolve design issues, and ensure successful handoff from sale through installation and activation.
11. Initiate service-order processing and monitor progress through installation, implementation, and customer acceptance.
12. Serve as a key customer contact during implementation and coordinate with support staff to ensure timely resolution of installation, service, and technical concerns.
13. Identify opportunities to expand existing customer relationships through additional IT&E products, services, upgrades, and managed solutions.
14. Research market trends, customer needs, competitor offerings, and emerging technology opportunities; provide recommendations to leadership regarding service enhancements and sales strategy.
15. Create and deliver effective technical presentations and solution demonstrations that communicate IT&E's value proposition.
16. Maintain accurate opportunity, account, proposal, and sales activity records; provide timely forecasts, sales reports, and performance metrics.
17. Assist the Sales Management team with sales strategy, departmental goals, employee training, and initiatives that support enterprise market growth.
18. Participate in in-service training, cross-training, and other development programs to maintain technical knowledge and sales effectiveness.
19. Perform other related duties as assigned or required.

Minimum Qualification Requirements:

Education: Bachelor's degree in Information Technology, Engineering, Telecommunications, Computer Science, or a closely related technical field required. An equivalent combination of directly related technical education, certifications, and substantial professional experience may be considered.

Work Experience:

• Minimum of eight years of progressively responsible experience in telecommunications, information technology, network solutions, managed services, cloud services, or related technical fields.
• Minimum of five years of customer-facing experience in technical consulting, solution selling, professional services, enterprise sales engineering, or selling complex technology solutions.
• Demonstrated experience developing technical proposals, scopes of work, solution recommendations, and financial business cases for enterprise customers.

Special Knowledge, Skills and Abilities:

Knowledge of:

• Enterprise and hospitality-grade telecommunications and IT solutions.
• Managed IT, cloud, fixed and wireless, connectivity, networking, and security solutions.
• Technical sales cycles, solution design, RFP/RFI responses, proposal development, and implementation coordination.
• Financial modeling, pricing, and profitability considerations for enterprise opportunities.
• Customer relationship management and strategic account growth.

Skills in:

• Modeling the financial business case associated with each sale opportunity
• Writing clear, complete and concise sales proposals
• Preparing business case financials using company PNL Template

Ability to:

• Forge strong, long-lasting relationships with senior executives.
• Creatively explain and present complex concepts in an easy to understand manner.
• Communicate clearly, concisely and accurately with all levels of staff and customers, both verbally and in writing.
• Generate proposals and cost estimates in a timely manner
• Convey service or product value.
• Successfully match customer pain/requirements to proposed solutions
• Make logical and sound decisions in the resolution of difficult situations.
• Work in a team environment.
• Analyze and interpret work situations, reports and results.
• Perform in a self-directed, hard-working, creative and forward-thinking manner

• Translate complex customer requirements into clear, practical, and competitive technical solutions.
• Communicate technical concepts clearly and persuasively to both technical and non-technical audiences.

Physical Demands

The physical demands described are representative of those that must be met to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these functions.

This position requires the ability to sit, stand, walk, reach, bend, crouch, push, pull, lift, type, use a computer, communicate verbally, and perform repetitive hand and finger movements. The position involves light work, including exerting up to 20 pounds of force occasionally and up to 10 pounds of force frequently.

Visual acuity is required for preparing and analyzing data and figures, reading, viewing a computer terminal, preparing proposals and technical documentation, and conducting visual inspections at customer sites.

Working Conditions

Work is performed primarily in an office environment, with regular travel to customer locations and other work sites. The employee may be required to work both indoors and outdoors and may be exposed to varying weather conditions while conducting site assessments or customer visits.