Strategic Account Manager

Wesco International · Seoul

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Summary of role

• Strategic Sales Leadership: Develop and implement the strategic sales plan for the Multi-Tenant Data Centre and Hyperscale customers in coordination with APAC management and the equivalent EMEA and North American management teams to expand the market share.
• Market Expansion: Identify and pursue new business opportunities, leveraging industry insights and market trends to drive growth. 
• Client Relationship Management: It is necessary to develop strong relationships at all levels in a Multi-Tenant Data Centre, Hyperscale and Global Account organisation from central procurement and project management, through to operations and operations management up to Sales Engineering Management. 
• Stakeholder Management: The capacity to pull in all necessary resources from Wesco Anixter working as a team with Sales, Product Marketing, Procurement, Services, Executive management is essential. The ability to lead & communicate within our organisation, to and with vendors and within the Multi-Tenant Data Centre and Hyperscale Accounts are necessary to succeed in this fast-growing market.
• Hunter mentality: The candidate spends significant amount of time prospecting and seeking revenue opportunities with new unfamiliar leads with continues focus on margin expansion. 

Main responsibilities/Key goals

• Drive sales and profitability throughout key Multi-Tenant Data Centre and Hyperscale Accounts in South Korea.
• Build and execute the account plan for South Korea.
• Build and position Wesco Anixter service strategy across Multi-Tenant Data Centre and Hyperscale Accounts.
• Collaborating closely with the Wesco Anixter Sales team across APAC.
• Working closely with the virtual APAC Global Sales Operations team.
• Driving Monthly internal cadence calls with vendors and channel partners.
• Building rapport with key decision makers within portfolio of Multi-Tenant Data Centre and Hyperscale Accounts.
• Meeting in country key influencers and decision makers.
• Maintaining relationships with end users to understand corporate enterprise space requirements within the Multi-Tenant Data Centre and Global Accounts.

Special conditions (e.g. frequent travel, early starts and late finishes)

• Frequent Travel, early starts, late finishes.
• Estimated Utilization of Available Time:
  • Customer Visits: Senior and operational Level Sales Calls - 65%
  • Vendor Relationship Development and Joint Business Planning -20%
  • Reporting, Account Strategy Development, Planning, Global / Regional Coordination – 15%

Necessary skills, knowledge and experience

The successful candidate will have a demonstrable track record of successful customer management, consistent track record of high performance and be capable to lead executive engagements (QBR’s, business alignment).

You will have strong interpersonal and leadership skills and a proven record in building relationships. You will have the ability to deliver sales results through leadership, along with:

• Extensive sales (12+ Years), marketing or account management experience gained within the IT industry.
• A minimum if 3- 5 years of direct selling experience into Data Center vertical.
• Knowledge of Vendor Product Strategy & Product offerings
• Communication & customer management skills
• Project Management & good organisation skills
• Services orientated.

Qualification/ Ideal Skill sets

To perform this job successfully, an individual must possess the following skills and abilities:

1. Executive Maturity: capable to lead executive engagements (Business alignment & reviews) 

2. Sales Leadership: capable to exceed Vendor Sales Targets, land agreed execution steps in the organization, drive performance management and action plans where needed to secure success and driving margin improvements through Anixter value added services

3. Teamwork:   willing to partner internally and externally to secure the resources needed to win

4. Influencer: Able to influence vendors and Anixter personnel to support the MTDC & Global Account strategy

5. Communication Skills: Must be an excellent communicator - both written and oral. With excellent customer relationship management skills and ability to interface seamlessly with internal and external staff.

6. Project Management Skills: ability to manage a business plan execution across multiple stakeholders (internally and externally at vendor)

7.  Passion for Technology: around Innovation, capable to lead technology discussion without having to be the deep expert 

8. Travel: this job requires individual to sometimes travel within APAC to attend regional meetings and customer specific events

Anixter is an Equal Opportunity and Affirmative Action Employer; Minority / Female / Disabled / Veteran. We require all our employees to perform work in an ethical manner and uphold a culture of honesty and ethics at all times.

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