Key Account Manager, End Customer

Axis Communications
Arlington, VA
Nov 26, 2021
Nov 28, 2021
Full Time
Job Title Key Account Manager, End Customer Job Description Axis is looking for the right person to fill an opening in our Field Sales Department as a Key Account Manager-End Customer, focusing exclusively on the federal government market segment. Ideal candidates will be located within the Washington, DC metropolitan area. What will you do here as a Key Account Manager, End Customer? The KAM, End Customer will have the primary responsibility of being the point person within Axis as it relates to specific major end customer account relationships (multi-year, multi-region, > $1 million, etc.) assigned by area sales management. This position will require a unique set of skills both technical and sales alike. Communication with different departments within Axis includes sales, business development, marketing and technical services is required. Who are we looking for? Acts as the point person within Axis to manage all aspects of relationship with assigned major accounts Responsible for the daily management of accounts from its inception and assignment to the point of transition Responsible for strategic management of the accounts with the goal of deepening the Axis relationship across product lines, geographical boundaries and over an extended time horizon. Involved in the sale and implementation of accounts including: presentations and proposals to decision makers, site management of pilot installs, integration testing with ecosystem partners, etc Manages the relationship with all end-users and ecosystem partners involved in the account Builds a team around the account and coordinates all resources and communication between sales, business development, marketing, technical services, etc Writes and maintains all documentation related to the account. Including meeting minutes, notes, designs, Axis CRM, tracking tools. etc Involved in account design including: site surveys, camera recommendations, camera placement, field of view, pixels on target, site drawings (Visio, CAD, etc.), system design including 3rd party recommendations and integration Maintains precise documentation of product configuration and specifications that are relevant to the account Assembles necessary weekly/bi-weekly/monthly reporting as required Responsible for coordinating any post-sales support or technical assistance Overnight travel is to be expected We'd love to hear that you have: Extensive federal sales experience with verifiable performance history Strong account management and teambuilding skills with particular focus on attention to detail and strategic planning Proven ability to build strategic and trusted relationships at all levels with the end user Ability to manage relationships with multiple integrators, distributors & partners competing for the same account Strong communication (verbal, listening, written), presentation, and training skills High level of technical ability for shootouts, proof of concepts, pilots and pre & post-sale troubleshooting Ability to convey complex technologies and specifications easily Experienced design documentation skills (schematics, flow charts, metrics, FOV, pixels on target, etc.) Strong knowledge of the physical security market, including products and future trends Knowledge of video transport protocols and compression technologies Experience with Salesforce preferred Education and Experience: Bachelors' Degree in Business, Computer Science, Computer Engineering, Network Engineering, or Information Systems 5+ years in the role of Sales, National / Key Accounts, Sales Engineering, or Project Management ideally in the federal video and physical security markets. Physical Demands: The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Employee is occasionally required to lift 20-40 lbs. Ability to climb and stand on ladders or lifts for extended period of time. Ability to work with heights. Ceilings, ladders, roof tops, etc. Type of Employment Permanent Employment Posting End Date 2021-11-25

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