Connection

Global IT solutions and procurement network

Inside Account Manager - Enterprise

Account ManagementConfirmed live in the last 24 hours

Full-timeFlorida, USAIn-person

About the Job

Requirements

Must be authorized to work for any employer in the United States; the employer cannot sponsor or take over sponsorship of an employment visa.
Must have experience working with healthcare accounts.
A bachelor's degree or an equivalent combination of education and work experience is required.
At least five years of work experience are required; seven years are stated as the experience level for full proficiency.
Strong working knowledge of Salesforce, Excel, Word, Outlook, and PowerPoint.
General technical expertise and a working understanding of data center infrastructure solutions, including servers, networking, and storage.
Knowledge of major velocity original equipment manufacturer product lines and current technologies.
Previous reseller experience in a similar role providing high-value, high-volume client support.
Recent and relevant experience selling IT solutions at a competing value-added reseller or Tier 1 manufacturer or publisher.
Ability to think strategically and leverage resources.
Professional written communication skills for composing business communications by email, letter, and proposals.
Verbal communication skills to present demonstrations and communicate and sell effectively to mid- and senior-level management.
Organizational skills to manage multiple priorities.
Ability to work flexible hours to support assigned customer time zones.

Responsibilities

Provide proactive direct sales support for one or more Enterprise Account Executives and function as the lead for an inside sales account team.
Manage client support, generate client demand, identify opportunities for new solutions and lines of business, maximize margins, promote self-service, and contribute to team revenue and gross-profit quotas.
Communicate Connection Enterprise’s value proposition, demonstrate the MarkITplace platform, and explain its value to clients.
Manage the daily flow of client business, prioritize client needs, and coordinate the team’s support efforts for timely and accurate responses.
Schedule daily proactive sales cycles to identify new solutions while ensuring the support team handles open requests efficiently.
Ensure applicable departmental processes comply with Sarbanes-Oxley controls.
Mentor, monitor, coordinate, and delegate support tasks to the client operations team.
Grow velocity product lines within existing client accounts and meet assigned monthly or quarterly revenue and gross-profit goals.
Maintain knowledge of velocity product lines, including desktops, laptops, mobile devices, low-end servers, peripherals, printers and scanners, supplies, monitors and displays, accessories, and other software.
Delegate and inspect velocity proposals under $25,000 and follow up on associated client quotes.
Own proposals over $25,000, ensuring pricing accuracy, project management, original equipment manufacturer deal registrations, and Salesforce activity logging.
Build and maintain strategic relationships with clients, original equipment manufacturer sales teams, and distribution partners.
Prepare, analyze, and present client activity reports.
Manage Salesforce activity so qualifying projects are proactively recorded and updated; use Quote to Opportunity in Salesforce for client quotes over $100,000 on the day they are entered and log next steps and follow-up actions.
Provide complex solution proposals requiring technical configuration support, furnish customer quotes, and follow up on opportunities.
Respond to customer requests within four hours.
Proactively manage software renewal quotes, strategize with the Enterprise Account Executive, and send quotes to clients at least 30 days before renewal.
Coordinate with Inside Sales Support to ensure orders are processed accurately and promptly to meet customer shipment service expectations.
Escalate orders and provide overflow assistance for order entry and pricing verification; support open-order management for complex orders only, spending no more than 20% of time on order and quote entry.
Provide return merchandise authorization escalation assistance to the Inside Sales Support team.
Manage daily team communication with customers, manufacturer partners, and suppliers.
Work with the Enterprise Account Executive to define and maintain pricing strategy that offers competitive customer discounts while maximizing margins.
Use smart-sourcing initiatives, account for contractual limitations, and use partner programs to manage customer bids and deal-registration submissions.
Conduct regular buying and prospective-account reviews to maximize gross profit and achieve account strategy goals.
Work with the Inside Sales Support team to create, maintain, and manage customer standards and catalogs.
Train customers in self-service and demonstrate the MarkITplace platform through Webex, including sourcing, quote and order management, special price monitoring, product search, reporting, license and renewal management, process improvement, and return merchandise authorization capabilities.
Identify new opportunities through monthly spend analysis and standards-management reviews, monthly customer whitespace analysis and specific strategies to gain new lines of business, and monthly reviews for cross-selling and upselling.
Make proactive weekly calls to key original equipment manufacturer inside and outside sales contacts, targeting five contacts reached per week and 25 original equipment manufacturer representatives per account overall.
Make proactive weekly calls with key internal business development managers, strategic business development managers, subject matter experts, technical sales engineers, and other manufacturer-specific resources.
Manage overall daily team operations, customer satisfaction, and relationships with customers and partners.
Make proactive Salesforce entries each day for each supported Enterprise Account Executive, focused on new lines of business, strategic project calls, strategic original equipment manufacturer calls, and prospecting calls into accounts.
Use Cloud:59 daily, with the stated minimum monthly logins and two video posts per quarter.
Participate in and meet minimum Sales Management expectations for quarterly sales promotions and campaigns.
Perform other duties as assigned.
Be present at the approved work location to perform the position’s functions; occasional travel may be required, fewer than six trips per year.

Desired Qualifications

At least three years of experience successfully selling and supporting IT software and related services directly to large enterprise accounts.
High technical expertise and a working understanding of software solutions.
Knowledge of major strategic software publisher product lines and current technologies, programs, and processes.
Microsoft, VMware, Cisco, HP, Dell, Lenovo, or ServiceNow sales certification.

Overview

What We Do

We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.

Who We Are

Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.

Why You Should Join Us

You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive. We value the importance of our employees’ emotional wellbeing. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Responsibilities

	Reports to: Manager, Inside Account Mgmt or Director, Inside Account Management

The Inside Account Manager (IAM) is a remote inside sales position responsible for providing proactive direct sales support for one or more Enterprise Account Executives (EAEs). The primary areas of responsibility are to function as a lead to an inside sales account team; to manage client support provided; to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins, promote self-service and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas. Occasional in person customer facing support is required. An IAM is expected to be able to communicate Connection Enterprise’s complete value proposition, to demonstrate the MarkITplace platform and to relate its value to clients. The IAM has extensive interaction with Manufacturers, Distribution Partners, EAEs, Sales Support teams and the CES Operational Support teams.

An IAM manages the daily flow of a client’s business and maintains structured time management practices that allow for a proactive approach to supporting our client’s needs. Due to the fast pace of the business, it is extremely important that the IAM prioritizes the client’s needs and manages the support efforts to ensure a timely and accurate response is being given by the team. Scheduled times for proactive sales cycles to identify net new solutions must occur daily, while ensuring the ongoing management of the support team is working efficiently to respond to any open requests.

Where applicable, this position assures departmental processes are performed in compliance with applicable Sarbanes-Oxley controls.

This is a base plus commission role, earnings may vary. Posted salary information is annualized and indicative of first year of employment. MUST HAVE EXPERIENCE WORKING WITH HEALTHCARE ACCOUNTS.

Min

USD $45,000.00/Yr.
Max

USD $95,000.00/Yr.
Qualifications

Primary Job Duties

Functions as the lead of an inside sales team, mentoring, monitoring, quarterbacking and delegating support tasks to a client operations team.

Manages and grows velocity product lines within existing client base by obtaining assigned monthly/quarterly revenue and GP goals

Develops and maintains current velocity product line knowledge from top leading technology market leaders. Velocity product lines are defined as desktops, laptops, mobile devices, low end servers, peripherals, printers/scanners, supplies, monitors/displays, accessories, and All Other Software (AOS).
- Velocity Proposal Management – delegation and inspection of velocity proposals under $25,000. Proper follow up on associated client quotes.

Owns proposals over $25,000 to ensure pricing accuracy, project management, OEM deal registrations, and logging Salesforce activity associated with each opportunity.

Establishes, builds and maintains strategic relationships with clients, OEM sales teams and distribution partners.

Prepares, analyzes and presents client activity reports

Salesforce activity management to ensure all qualifying projects are recorded and updated proactively. Client quotes over $100k should have the Quote to Opportunity feature used in Salesforce the same day the quote has been entered with proper next steps and follow-up actions logged.
- Provides complex solution proposals requiring technical configuration support
- Furnishes customer quote & follows up on opportunity
- Maintaining a 4 hour customer response to requests
- Proactive management of software renewal quotes to be identified, strategized with the EAE, and sent to the client a minimum 30 days prior to renewal.
- Works with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations
- Escalates orders and provides over flow assistance for order entry & pricing verification review
- Provides open order management process support for complex orders only
- Maximum 20% of time spent in order and quote entry.

Provides RMA escalation assistance to Inside Sales Support team

Responsible for the daily team communication with our customers, manufacturer partners & suppliers

Works with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.
- Smart Sourcing Initiatives
- Contractual Limitations
- Utilize Partner Programs to manage customer bids and deal registration submissions
- Regular buying/prospect account reviews to ensure GP maximization and account strategy attainment

Works with Inside Sales Support Team to create, maintain and manage customer standards and catalogues.

Provides self-service customer trainings and handles MarkITplace platform demonstrations at a moment’s notice via Webex (sourcing model, quote/order management, Special Price Monitoring, product search, reporting, license/renewal management, process improvement, & RMA capabilities)

Responsible for proactively identifying net new opportunities by leveraging the following areas
- Monthly Spend Analysis & Standards Management Review
- Mandatory monthly customer whitespace analysis followed by a specific strategy to gain that line of business. Standing monthly review of current business to target new cross sell / up sell activity
- Proactive weekly calls to key OEM inside/outside sales team relationships. Target should be 5 OEM contacts reached per week and 25 OEM reps per account total.
- Proactive weekly calls with key internal BDMs, SBDMs, SMEs, TSEs, and other manufacturer specific resources.

Accountable for overall daily team management, customer satisfaction and the relationship management with our customers and partners.

Responsible for proactive Salesforce entries per day per EAE supported with activities focused on new lines of business, strategic project calls, strategic OEM calls, and overall prospecting calls into the account.

Responsible for daily utilization of Cloud:59 with minimum logins monthly and 2 video posts per quarter.

Participates in and meets minimum Sales Management expectations for quarterly sales promotions and campaigns

Performs other duties as assigned.

Attendance

Employees are required to be present at the approved work location in order to perform the functions of this position.

Travel Requirements

Occasional travel may be required, less than six trips per year.

Travel-Specific Expectations

Travel expected

Job Qualifications

Degree requirements: Bachelor's Degree or the equivalent combination of education and work experience

Major if applicable:

Certifications, Licenses or Registrations required, if any:

Minimum years of work experience to qualify for role: 5

Total years of work experience to be fully proficient: 7

Skills, Knowledge and Abilities
The minimum competencies required to be successful in the position are listed below.

Required competencies:

Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint

General degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions.

Knowledgeable on major velocity OEM product lines with understanding of current technologies.

Strong working knowledge of Salesforce, Excel, Word, Outlook & PowerPoint.

Previous reseller experience in a similar role that provided high value, high volume client support

Recent and relevant experience selling IT solutions at a competitor VAR or Tier 1 manufacturer/publisher.

Committed to customer service, attention to detail and responsiveness are critical

Ability to think strategically and leverage resources.

Requires a strong work ethic, positive can-do attitude and ability to work in a team.

Results oriented, self-driven and motivated.

Excellent written communication skills with ability to compose professional business communications via email, letter, and proposals.

Excellent verbal communication skills with ability to present professional demonstrations, communicate and sell effectively to mid and senior level management

Strong organizational skills with ability to manage multiple priorities.

Ability to work flexible hours to support assigned customer time zone

Additional preferred competencies or preferred qualifications, if any:

An experienced, mature and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT software and related services directly to large enterprise accounts.

High degree of technical expertise with a working understanding of software solutions

Knowledgeable on major strategic Software Publisher product lines with understanding of current technologies, programs and processes.

Microsoft, VMware, Cisco, HP, Dell, Lenovo, ServiceNow sales certification preferred

Because of the possibility for fraudulent job postings on many popular job boards, please be advised that Connection will never offer a position of employment without a complete interview process and communication with a “live person".

About the Company

Connection

Global IT solutions and procurement network

Connection is a global IT solutions provider that helps organizations deploy and manage technology across digital workplace, IT infrastructure, multicloud, and lifecycle services. It delivers end-to-end guidance through account managers, solution architects, and technical specialists and connects customers to a network of 500 suppliers in 174 countries via proprietary procurement platforms. Different from competitors, it combines extensive supplier reach, worldwide procurement access, and industry-focused services with trusted values like respect, excellence, teamwork, and integrity. Its goal is to boost growth, productivity, and innovation by providing trusted guidance and timely access to technology solutions.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: Merrimack, NH
Founded: 1982

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