Strategic Account Manager

About Genetec

Genetec fosters a culture where employees are encouraged to take ownership of their careers, ask questions, share ideas, and act independently. We are a global team of over 2000 passionate individuals who embrace technology and innovation, even if it involves calculated risks. We are committed to being an inclusive, equal opportunity employer and are proud to work alongside intelligent, kind, and driven colleagues.

About the Role

As a Strategic Account Manager at Genetec, you will be instrumental in developing business within key accounts. You will manage relationships with various stakeholders, understand their product needs, budgeting, and purchasing processes to drive cross-selling and upselling opportunities. Your role will involve creating and executing business and marketing plans to achieve defined objectives, and collaborating with Product Marketing, training, and R&D teams to ensure strategic account requirements are considered in product development. You will also be responsible for positioning Genetec's capabilities, particularly the SC SaaS product line, and providing product demonstrations and commercial training. A key aspect of this role is uncovering customer needs, identifying growth opportunities, assisting with RFx responses, and preparing quotes and proposals. You will maintain clear communication with sales management regarding account activities and trends, engage with the Commercial Team to develop account strategies, manage forecasts, achieve quotas, and monitor customer satisfaction. Accurate data maintenance in CRM and a thorough understanding of products, markets, and competitors are essential. You will also support the Genetec Sales team with performance reviews, including data analysis and tracking against goals.

Key Responsibilities

• Develop and grow business within assigned strategic accounts by understanding stakeholder needs, product preferences, and purchasing cycles.
• Implement account growth strategies focused on cross-selling and upselling Genetec solutions.
• Create and execute comprehensive business and marketing plans tailored to strategic accounts.
• Liaise with Product Marketing, training, and R&D departments to ensure account requirements inform product planning.
• Develop and refine sales tools and presentations for the Regional Sales Manager and other teams.
• Effectively position Genetec's product capabilities against high-value end-user needs.
• Strategize and promote the SC SaaS product line for named and additional accounts.
• Conduct product demonstrations and provide commercial training to account stakeholders.
• Identify customer needs, explore cross-sell/upsell opportunities, support RFx responses, and assist with quote and proposal preparation.
• Maintain regular communication with Genetec sales management on account status, market trends, and potential opportunities.
• Collaborate with the Commercial Team to define account strategies and coverage plans.
• Manage sales forecasts diligently and achieve assigned quotas.
• Monitor and report on customer satisfaction levels.
• Maintain accurate and up-to-date information in CRM and other relevant systems.
• Develop and maintain in-depth knowledge of Genetec products, market dynamics, and competitive landscape.
• Assist the Genetec Sales team in preparing and delivering sales performance reviews, including data analysis and performance against targets.

What You Bring

• A college degree or equivalent professional experience.
• A minimum of 10 years of experience in high-tech sales, with a significant portion dedicated to national or strategic account management.
• Exceptional communication abilities, including clear articulation in person, over the phone, and in writing, coupled with strong presentation skills.
• Excellent interpersonal and problem-solving capabilities, with the ability to work autonomously and translate broad directives into actionable tactics.
• A solid understanding of large corporate business practices and the ability to influence internal management and key contributors to achieve growth objectives.
• Proficiency in influencing and building consensus among multiple stakeholders in group purchasing scenarios.
• A demonstrated ability to collaborate cross-functionally and build strong relationships with core stakeholders.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• A strong aptitude for understanding complex technology systems.
• A proven history of sales success and achievement.
• Willingness to travel up to 50% of the time within California.

Additional Qualifications (An Asset)

• Experience within the security industry.
• Background in IT and/or IP Security.

Perks and Benefits

• A competitive compensation package including a 401K match.
• Support for professional development through a Training Tuition Reimbursement Program.
• Emphasis on work-life balance with a flexible working schedule.

Additional Information

We value diverse backgrounds and experiences and encourage applications even if you don't meet every single qualification. We believe your profile might be a great fit. Please note that only selected candidates will be contacted. Recruitment agencies should not submit resumes or CVs through this website or directly to hiring managers.