Associate Manager of Sales

This position reports directly to the Director of Sales with a minimum aggregate budget across targeted and existing accounts between $2.5M-$5M per year. This position is responsible for selling the business’s full portfolio of products to expand the targeted customer base and existing customer base through a combination of direct and channel sales activities. Analyses and defines the market for overall sales strategies and opportunities; including but not limited to customer needs assessment, forecasting, competitive landscape, and new technologies.

RESPONSIBILITIES:

Coordinates all sales and customer relationship processes to meet financial targets, with a minimum budget of $2.5M-$5M per year. Responsible for selling the full portfolio of products to selected customers and new opportunities with a focus on the ISP and Data Center Connectivity Portfolio. Proactively plan and direct sales activities in assigned accounts and markets by routine visits, customer training, providing information on new products/solutions in order to achieve maximum results in development of existing and new customers. Understands customer’s business, technology, and product requirements and appropriately matches solutions to meet customer needs. Performs revenue and demand forecasting, account planning, project planning, and other related sales administration tasks to grow financial objectives. Leverage customer relationship building skills in order to foster and manage engagements across targeted and new customers from both direct and channel partner perspectives. Function as the primary interface for all pre-sales and post-sales engagements, including establishing relationships with target customers across all roles within the assigned accounts and markets. Become a trusted advisor to customers, clearly articulating to relevant audiences how Go!Foton products and solutions can support the customer’s business and technology objectives and initiatives.. Serve as a strong customer advocate, working internally to align Go!Foton’s project plans, support, and commercial offers with customer needs Gather account specific data to identify and quantify opportunities for Go!Foton products and solutions, including the long-term commercial outlook accruing from a close relationship withGo!Foton. This includes, as appropriate: defining the problem, scenario/use case, cost-benefit analysis, competitive landscape and strategy, and commercial strategy. Structure commercial offers and win new business, consistently achieving targets and growing aggregate revenue across assigned territories or named accounts. Maintain, communicate, and execute key account plans, and effectively secure cross-functional alignment for key initiatives and opportunities. Maintaining and grow internal network across Sales, Marketing, PLM, Engineering and Operations, providing real-time market feedback to drive product strategies, features, and roadmaps.

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