Avnet, Inc. Account Manager II - Integrated Solutions (SJ,CA) in San Jose, California

Job Summary:

Field sales executive focused on customers to achieve revenue goals in assigned accounts. Identifies customer needs and applies Avnet’s value proposition to drive sales growth and improved profitability. Develops strategic relationships and aligns customer and Avnet business goals, creating and managing a business and execution plan for shared success among the customer, vendor partners and Avnet.

Field Sales Executives will have the opportunity to manage and drive direct sales engagements into a mix account base: Enterprise, SMB & Start-up OEMs. This can include Fortune 1000 accounts and more. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Avnet’s Integrated Solution products and services. Develop executive relationships with key stakeholders & influencers and leverage them during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing business relationships.

Principal Responsibilities:

  • Generating enterprise business opportunities and managing the sales process through to closure of the sale

  • Achievement of agreed quarterly sales goals.

  • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline

  • Build on a quarterly basis any activity to develop our OEM business with our technology partners (ie Suppliers, BDMs & other internal/external Resources)

  • Proven ability to sell solutions to Fortune 1000 Major Accounts.

  • A proven track record of quota achievement and demonstrated career stability

  • Experience in closing large deals.

  • Excellent presentation skills to executives & individual contributors

  • Excellent written and verbal communication skills

  • A self-motivated, independent thinker that can move deals through the selling cycle

  • Sales experience selling to Fortune 1000 Major Accounts.

  • Sales experience selling to Enterprise & SMB OEM organizations to promote products and services.

  • Candidate must thrive in a fast-paced, ever-changing environment.

  • Competitive, Results Oriented & Hunter-type mentality

  • Good knowledge of OEM and/or end users and channel market (hardware and solutions) and the competition in this market

  • Job Level Specifications:

  • Expert knowledge of assigned product / service line and broad understanding of how they integrate with the organization's entire product / service line.

  • Typically works on a cross-section of large and/or prominent accounts with several changing variables and complexity.

  • Work is performed under very limited direction. Has considerable latitude in determining best approach to sales and service tasks.

  • Maintains excellent rapport with existing clients and frequently interacts directly with new prospects to build customer base and increase sales. Provides input to sales management.

  • Actions impact the organization. Failure to accomplish work or meet customer expectations will result in the inability to reach crucial organizational sales goals and may cause long-term damage to client relationships.

Work Experience:

  • 6+ years experience in sales (experience selling value added solutions is highly preferred).

Education and Certification(s):

  • Bachelor's degree (in a relevant field) or equivalent experience (in a relevant industry) from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

  • Possesses thorough knowledge of products or services typically for a specific brand or line of business.

  • Exhibits the ability to interface with the outside sales customer of smaller and less complex accounts.

  • Responsible for selling the company’s products or services, developing new accounts and/or expanding existing accounts. Typically assigned to large and more complex accounts.

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.

Avnet is an Equal Opportunity Employer committed to providing equal opportunities to all employees and applicants for employment without regard to race, color, religion, ancestry, national origin, sex (including pregnancy), age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other characteristic protected by law. This policy of non-discrimination also applies to religious dress and grooming practices. Avnet will accommodate employee religious dress standards and grooming practices that do not result in undue hardship for the Company. If you are interested in applying for employment with Avnet and need special assistance or an accommodation to apply for a posted position contact our Recruiting Department at (800) 882-8638, option 4 then option 3.