Inside Sales Account Manager – Technology – Reseller/Distributor Experience Required

San Diego, CA 92128

Posted: 10/23/18 Employment Type: Direct Hire Industry or Function: Sales Job Number: 69293-TJ Compensation: $ 60K to $ 70K

JOB #: 69293-TJ

KEY WORDS: Technology, Reseller, Distributor
JOB DESCRIPTION: The Inside Sales Account Manager (ISM) will be responsible for growing and managing the sale of wireless products through the reseller channel. They will be responsible for recruiting, signing and onboarding new resellers while managing an existing reseller-base in their respective territory (east or west of the Mississippi). This position requires developing relationships with and growing sales with developing resellers. This is an inside sales position and will carry a quota based on sales through resellers in respective regions.
The ISM will work directly with and focus on resellers but may also engage with operator field sales teams, enterprise end-customers, and distributor field sales teams in order to drive strategic deals to closure and assure seamless fulfillment through the reseller channel. The ISM will also work closely with other sales team members as needed to insure sales opportunities flow through the channel seamlessly and result in closed deals and revenue. The ISM will be expected to accurately and efficiently manage a CRM database of resellers and to track and monitor a sales opportunity pipeline.
The ISM will receive a competitive compensation package including salary + commission + benefits.
Job Duties:
• Report directly to Senior Director, North American Channel Sales
• Report daily to and work from corporate headquarters in San Diego, CA (Rancho Bernardo)
• Acquire in-depth knowledge of company’s full range of products and services and product roadmap and convey that knowledge to our partners, adhering to company messaging and positioning strategies;
• Carry individual sales quota for specific reseller channel business in respective North American region;
• Actively seek potential new channel reseller candidates and with the assistance of the Senior Director of Channel Sales, partner with those firms when appropriate to resell the appropriate Products;
• Maintain regular communications with key channel reseller partners regarding products, policy changes, EOL status or other important and useful information;
• Conduct product certification and how-to-sell sales trainings for new and existing resellers using remote and web-based training methods
• Know the Nextivity legal documents and systems including MNDA, Learning Management System and other regularly used channel documents;
• Help to develop with Product and Marketing and maintain appropriate channel reseller sales documents which help to identify and evaluate potential new channel partners and opportunities;
• Plan, organize, and manage channel reseller events and support those events;
• Attend certain sales meetings, trade shows or channel conferences as/when needed;
• Schedule and manage strategic meetings with specific resellers at corporate office when required

Salary Range and Bonus Potential:
$ 60K to $ 70K
• Commission potential up to $30K

o Medical
o Dental
o Vision
• Life, AD&D and Long-term disability coverage for each employee
• supplemental Life, AD&D and short-term disability for employee and dependents
• 401k Plan with wide selection of investment funds
• Flexible Spending (FSA/125) plan for medical and dependent care
• Health Savings Account (HSA) in connection with Blue Shield medical coverage
• 17 days of paid time off each year plus 9 paid holidays annually
• Electric vehicle charging stations, free to employees
• Travel insurance when traveling on business
• Quick turnaround on expense reimbursement with direct deposit
• Flexible work schedule, fun, collaborative work environment
• Membership in state-of-the-art gymnasium at San Diego office campus

Job Requirements:

• An in-depth understanding and excellent track record of successfully selling and managing a hardware product-based channel business;
• Successful inside sales experience utilizing channel reseller partners;
• Understanding of and experience with the 360 sales process and cycles
• Understanding of and experience with sales pipeline (funnel) management
• An aggressive and proactive sales professional that will hunt down quality partners, prepare them well, manage them effectively and help them close business
• Experience selling cellular wireless products/solutions preferred;
• Experience selling cellular wireless in-building coverage or DAS (Distributed Antenna System) products/solutions a bonus
• Experience working with legal documents and negotiating or assisting with negotiating such instruments;
• Good Internet, PC and other and technical skills including the use of our SFDC CRM programs and other online systems;
• Aptitude for training and writing with proven experience;
• Aptitude and experience using video and audio conferences to conduct business effectively when needed
• Self-starter, goal-oriented and ability to work independently in a fast-paced environment;
• Professional appearance and attitude;
• Team Player;
• Strong verbal and written English communication skills, other language skills are a plus;
• Ability to use sound judgment when representing the Company, operate as part of a team and collaborate with others while taking sales or program initiative;
• Must foster a professional attitude with a sense of humor and demonstrate integrity and flexibility;

Educational Requirements:
• A 4-year Bachelor’s Degree or equivalent is preferred but each applicant will be evaluated on sales experience, past performance, business acumen, industry knowledge, personality, character and references

Jill Martinelli

I have the coolest job in the world! Defined: Recruit (1635-45); < French, stem of recruter, derivative of recrue new growth. I love this definition – it’s focus is on new growth. I help individuals, departments and organizations grow! As an industry generalist I have the opportunity to learn about the latest technology in real time and converse with the most intelligent, creative and educated people in their respective fields. What a gift to be able to learn from my clients and candidates who keep me current and ahead of industry technology trends while helping them grow their careers and teams. I cut my recruiting teeth by staffing Qualcomm Assemblers (I earned a Soldering Certificate – trained by Qualcomm’s then Production Manager) to Engineering and everything in between. I believe my greatest strength lies in my ability to learn a company and its products as if I work for them- because I do! This leads to the opportunity to build their teams across multi-disciplines, Engineering, Sales & Marketing, Quality, Materials, Operations and Management/C-Level, across multiple industries. (Medical device, Electronics, Green technology, DOD and Scientific) I have helped numerous startups as well as mature corporations grow their teams. My network of contacts has been built over 25 years and has proved invaluable as a resource in finding the best of the best for companies and candidates. Originally from Buffalo, NY (Go Bills!) I earned my BS from SUNY Oswego in Elementary Education (comes in handy as I do a lot of coaching!)
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