Role Description Are you looking to be part of a company where you will be at the helm of your own career? At Genetec you will be encouraged to ask questions, share your ideas and to be independent. We believe that everyone’s voice deserves to be heard, and we want you to learn and to grow within your role to maximize your potential. Our family, of over 2000 people globally, is made up of diverse individuals who are passionate about technology and are quick to try new ideas, even if it means risking failure. Is being part of an inclusive, equal opportunity employer important to you? It is for us! Most of all, we are all proud to say that we have the privilege to work with some of the coolest, smartest and nicest people we know - each other! Your day at a glance: - Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes, cross-selling, upselling, and implement account growth strategies. - Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs. - Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning. - Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed. - Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs. - Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts. - Provide product demonstrations and commercial training to account stakeholders. - Uncover customer needs, identify opportunities for cross- and upselling, assist in response to RFx, and assist in preparation of quotes and proposals. - Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options. - Engage with the Commercial Team to develop account strategies, coverage, and follow-up. - Closely manage forecasts and achieve quotas. - Monitor and report satisfaction levels. - Update and maintain data in CRM or other applications. - Acquire, maintain and report accurate and detailed knowledge of product, market and competition. - Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc. Qualifications - College degree or equivalent experience. - 10+ years of high-tech sales experience, including national/strategic account management. - Excellent communication skills; able to articulate clearly and effectively in person, over the phone and in writing; strong presentation skills. - Excellent interpersonal and problem-solving skills; ability to work with a minimum of direction and supervision to be able to translate broad directives into useful tactics and meaningful activities. - Understanding of large-company business practices; ability to influence and leverage company management and key contributors to achieve growth goals. - Ability to influence and gain consensus among multiple stakeholders in group purchase situations. - Ability to work cross-functionally and build relationships with core stakeholders. - Working knowledge and proficiency in Microsoft Word, Excel and PowerPoint. - Acumen for understanding complex technology systems. - Proven sales achievement/track record. - Open to travel up to 50% of the time anywhere within California. Requirements - An asset if you have a security industry background. - An asset if you have IT and/or IP Security industry background. Benefits - Attractive compensation package with 401K match. - Training Tuition Reimbursement Program. - Work-life balance with a flexible working schedule.