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Senior Manager, Sales - Account Manager

Mountain View, California Additional Location: Mountain View, California Job ID: R-14143-2022
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A Career at HARMAN

As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.

About The Role

HARMAN is seeking results-driven, high-performance professional to spearhead major account management and new customer acquisition for its Digital Transformation Solutions SBU. Passionate individual with 12+ years of total professional experience, of which 6+ years acquiring and growing large strategic accounts. Expected to have demonstrated track record in Sales of Software solutions, Cloud Infrastructure, Platform Engineering, Products/IP Licensing (AI, NLP, IoT), System Integration and consultative Product Engineering services selling across Hi-Tech and ISV verticals.

What Will You Do

As a Senior Account Manager, you are expected to drive revenue growth and nurture strategic relationships with CxOs, Business leaders and Budget owners. You are responsible for owning the customer relationship as a custodian, and act as a bridge between internal stakeholders and client, for efficient solution delivery and demand fulfillment. This position carries following responsibilities:

  • Selling Design led Product engineering and R&D services to Hi-Tech and ISV industry spanning Digital, Cloud, Data & Insights and Enterprise Tech spanning Services, Solutions, and IP licenses

  • Responsible for delivering against assigned Bookings and Revenue Quota

  • Key Account Management, Developing and Mining the account. Qualifying opportunities and orchestrating the pre-sales cycle to conversion lifecycle, while ensuring effective executive engagement and communication with customer organization.

  • Manage assigned customer accounts, generate competitively superior growth through farming and ensuring high customer satisfaction. 

  • Experience selling next gen design led technology solutions and services across product development lifecycle : Development, DevOps, Test Automation, Mobile AI/ML, NLP, IoT, Cloud and Analytics

  • Navigate customer organization and build trusted relationship. Engage and Influence customer stakeholders and decision makers to drive win-win outcomes

  • Lead and execute strategic account plans for your field of play, hunt and build qualified pipeline

  • Collaborate with HARMAN’s solution engineering and delivery teams to craft business propositions.

  • Strong Business acumen, communication, negotiation, judgement, and decision-making skills are a pre-requisite

What You Need

  • Minimum B.S./ Bachelor’s Degree.  M.S., M.B.A., or Post Graduate degree is preferred

  • Minimum 10 years or more of total professional experience of which 6+ years of experience in managing large Enterprise accounts

  • Must have managed annual revenue portfolio more than $5 Million

  • Candidate is expected to have a strong technology background in customer facing roles in Sales and Account Management, vectored on Customer obsession and centricity

  • Experience with Strategic Selling techniques. Understanding of global delivery/supply chain model and multi-site project execution

  • Strong business acumen, relentless customer focus, communicating Value proposition, and solid presentation skills

  • Experience in responding to large RFP/RFQs and collaborating internally to craft winning pitch and proposal defense

  • Experience collaborating with Solution/Pre-Sales, delivery teams and competency centers to ensure customer delight

  • Experience in selling Software solutions, and Product Engineering Services to clients

  • Forecast Sales Pipeline and Deal Closure through tools like Salesforce

  • Nice to have: Good understanding of Healthcare, Media & Entertainment, Industrial and Betting & Gaming Industry

What Makes You Eligible

  • Prior experience in Sales or Account management role in the Software industry. Proven sales expertise, with a track record of consistently meeting or exceeding the Sales Quota

  • Rolodex of executive level connects and trusted relationships in Fortune 2000 organizations and large Enterprises.

  • This position is based out of Harman Mountain View/ California office, up to 20% travel is expected

  • Successfully complete a background investigation and drug screen as a condition of employment

What We Offer

  • Access to employee discounts on world-class Harman and Samsung products (JBL, HARMAN Kardon, AKG, etc.)

  • Extensive training opportunities through our own HARMAN University

  • An inclusive and diverse work environment that fosters and encourages professional and personal development

HARMAN is an Equal Opportunity /Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or Protected Veterans status. HARMAN offers a great work environment, challenging career opportunities, professional training and competitive compensation. (www.harman.com)

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