Key Account Manager Global Partner Sales

**Reporting Manager**

VP Sales

**Position Purpose**

The Key Account Manager (KAM), Global Partner Sales is responsible for qualifying sales opportunities, developing sales pipeline, managing the sales cycle and achieving order entry and revenue goals, assisting with the development and execution of the company’s strategies and results of large Sales Partners. This position is responsible for the sale of Enea’s products and services via large Sales Partners to end customers worldwide; this includes managing the partner relationships and addressing their needs and issues through a thorough understanding of their customers’ business. The KAM will develop and maintain relationships with key commercial and technical decision makers, influencers and contacts within the account through multiple levels up to SVP and executive levels. This person must have exceptional communications skills including the ability to effectively communicate the business impact of Enea’s technology.

The KAM plans and directs all sales activities including planning and implementing forecasts; establishing short and long-term goals to meet the department’s overarching sales strategy and objectives.

**Essential Duties and Accountabilities**
- Identify, qualify and close new and upsell sales opportunities to generate sales order entries and revenues that meet or exceed assigned goals
- Develop a strategic account plan ADP to deliver sales targets in accordance with Enea’s product strategy
- Manage and meet quarterly and annual quota targets for the account
- Responsible for all goals and quotas as assigned by Sales Management
- Provides consistent quarterly bookings/revenue performance
- Prioritize activities and resources accordingly in order to achieve sales targets and goals
- Provide accurate forecasting of revenues and bookings; prepare recurring sales forecasts, e.g.: pipeline/funnel/forecast reports, etc.
- Ability to travel 25%+ of the time for face-to-face Sales Partner including end customer meetings
- Build long term partnerships with the Sales Partner
- Ensure there is regular and quarterly communication with the Sales Partner
- Conduct introductory and high-level presentations, meet the Sales Partner during international congresses like the MWC Mobile World Congress
- Manage specific activities like Webinars etc. to introduce products & solutions in the Sales Partner portfolio
- Work closely with Pre-Sales and Systems Engineering to identify and scope opportunities and to deliver technical and roadmap updates and RFx responses
- Negotiate deals directly with central and/or local teams of the Sales Partner including detailed pricing strategies and contract drafting in close collaboration with the Legal team
- Conclude, execute and manage Reseller Agreements with Sales Partners and ensure adherence to applicable policies
- Drive/lead resources used to support the sales process, e.g. engagement with Pre-Sales and Systems Engineering, managing RFP responses and bid management, proposal development and delivery, expert presentations, collateral development
- Deliver timely technical and administrative product and solution information to create long-term, on-going business relationships and set the stage for future opportunities
- Articulate account and market insights to Enea Executives, Sales management, Marketing and Product Management
- Work with the Marketing Team for Lead Generation and marketing activities
- Maintain accurate and current database records of contacts, activities and sales potential
- Lead a cross-functional team through focused planning and communication through the successful execution of the sales cycle
- Ensures that all functions provide post-implementation support to assigned Sales Partner; serve as a point-of-escalation for issues or activities that the Sales Partner encounters during services utilization
- Engage with Global Technical Support team and Engineering on the timely resolution of critical issues
- Maintain a thorough understanding of Enea’s competition through regular study and evaluation; share competitive intelligence with and obtain this knowledge from product management to help improve the quality and positioning of Enea solutions

**Skills and Competency Requirements**
- Must be self-motivated and able to hunt for new and upsell opportunities but also to nurture existing business within the account.
- Demonstrates a willingness to take action on problems or opportunities without encouragement; possesses the desire and willingness to push toward achieving a desired goal or end-state without suggestions or prompting from others.
- Demonstrated ability to achieve or exceed aggressive growth targets.
- Demonstrated ability to lead and work collaboratively with cross-functional team members; ability to get results through others; able to influence and pull teams together to meet account goals.
- Possesses strong deductive reasoning skills and be capable of thinking through p