ADB Connected News

Sales and Account Manager (US market) – United States

We are currently looking for a talented individual with experience direct selling in the following/related markets: enterprise network solutions, cloud solutions, hospitality and cable industry.

As an Account Manager, you will be responsible for supporting development of and executing a comprehensive sales account strategy, targeting key commercial Tier 1 Cable Operator accounts, with specific focus on the Enterprise markets (healthcare/hospitality) our solutions target. You will also liaise with the accounts’ sales teams to develop a solid working relationship in assisting them to sell ADB solutions to their enterprise customers. In addition, you will be expected to track the market trends and needs, communicating them to ADB’s product marketing and product development teams as well as identify new business opportunities within the target accounts.

Job location: Home base must be close to a major international airport; Florida (central or south), Des Moines, Iowa or Denver are a plus

Reporting line: General Manager Americas

KEY TASKS

  • Define market potential, ADB’s market presence and product requirements for NA Cable business video solutions
  • Assigned to existing key accounts to manage all aspects of sales and account management, including customer meetings and presentations to all levels (from executives to field support people), development of quotations, presentation of RFX(s) and contracts, invoicing, and assurance of delivery and customer support
  • Identify the key account personnel for sales, technology, marketing and purchasing and manage these new and existing sales relationships
  • Act as ADB primary sales lead for selling services and driving annual revenues for System Integration, support services, and software sales
  • You will be expected to forecast annual sales per customer, per product and meet or exceed annual sales quotas against the forecast

KEY DUTIES

  • Represent ADB with Tier 1/2 Cable MSOs in the Americas; qualify leads, close deals
  • Position ADB to leverage our Cable and IP technology with large Tier 1 cable MSOs or other 3rd party cable systems integrators
  • Assist in developing business case justifications for target market segments
  • Provide lead account management in targeted accounts assigned to you
  • Drive ADB services sales into defined accounts
  • Meet or exceed sales quota
  • Create, manage and keep updated Account Development Plans for each account
  • Manage the commercial aspects of each account, such as timely invoicing and cash collection working with Sales Operations and the A&A finance lead
  • Lead and respond to RFI/RFP/RFQ requests; ensure appropriate internal approvals
  • Assist Product Marketing/Product Management in defining product requirements
  • Work with Sales Management and Product Teams to understand and represent product pricing
  • Utilize systems/processes related to forecasting and other required reporting
  • Promote the company and its product offerings at trade shows and events, often independently and with limited assistance
  • Provide feedback on competitors’ products and market activities

REQUIREMENTS

  • 3-7 years selling into the Cable, Telco, hospitality and/or healthcare markets, preferably in (one or more): enterprise software, cloud-based computing, SaaS or related software and services.
  • Successful track record of closing software deals
  • Developing leadership capabilities
  • Self-motivated
  • Solid analytical skills (experience in building, evaluating and clearly presenting complex business models)
  • Past experience with strategy development and management experience in CATV/IPTV as a plus
  • Strong interpersonal skills
  • Excellent written and verbal communication
  • BS in business or engineering, MS or MBA is an asset
  • This position will require significant (70%-90%) travel

If you feel this is an opportunity for you, please apply sending a CV to [email protected]