Kinney Group, Inc.

  • Account Manager - Commercial

    Job Locations US-IN-Indianapolis
    Posted Date 2 weeks ago(11/7/2018 4:31 PM)
    Job ID
    Sales Development - 320
    Security Clearance Level Required
    No clearance required
  • Overview

    At Kinney Group, we empower our customers’ transition to the cloud, and we need your help. Our solutions leverage forward-leaning cloud computing systems in a space emerging as the “New IT”, which gives our colleagues access to compelling work. We seek ambidextrous talent: we have the engineering prowess to paint the masterpiece, and the business savvy to make the necessary, fine-tuned brush strokes to get there.


    We are holistic, strategic thinkers and we demonstrate West Coast agility. Regardless of the role, we are deliberate about customer intimacy and doing the right thing. All. The. Time.


    As a member of the Services Sales Business Unit with Kinney Group, you’ll be a business athlete and a valued contributor to our overall success through customer intimacy and providing an unexpected experience.


    Position Description:


    The role of the Account Manager (AM) is assist in driving demand and closing sales transactions for Kinney Group services and solutions to Commercial customers within a defined geographic area.  The role also entails aiding in overall customer account management after a transaction has been closed.


    Essential Functions:


     The AM is a member of the Sales Team and is charged with meeting or exceeding assigned sales booking quotas for product sales (e.g. hardware, software), engineering services, and subscription services in an assigned territory


    These responsibilities include, but are not limited to:

    • Demand generation and lead follow-up activities with new prospects and existing non-named Commercial accounts
    • Execution of OEM partner deal registration and tracking of registration approval status, expiration dates via (SFDC) reports and OEM partner portals
    • SFDC opportunity creation and maintenance (Revenue, gross margin, Buying & Acquisition Stages in collaboration with assigned SAMs)
    • Quote and project build management, creation, and tracking of both vendor and client quotes
    • Prepare accurate sales documents associated with pending or closed transactions for distribution to accounting, project management, and stakeholder teams
    • Working within the Kinney Group Delivery Framework to coordinate engineering resources and manufacturer/distributor representatives to ensure product quote and configuration accuracy
    • Working with the KGI Project Management Office (PMO), ensure customer satisfaction associated with delivered solutions and services
    • Facilitate communication between KGI, manufacturing and distribution partners, and clients regarding opportunity status and details
    • Develop understanding of various procurement paths and contracting methods associated with Commercial organizations within the assigned territory
    • Assist and guide successful execution and documentation of Master Sales Agreements (MSAs), Non Disclosure Agreements (NDAs), Teaming Agreements (TAs), and other necessary contracts, as necessary
    • Work with Sales Operations leadership and Sales Team teammates to identify areas of improvement within functional areas and assist in creating and implementing solutions (past examples SFDC renewal process, quoting tools, etc)
    • Successfully complete manufacturer partner standard training tracks developed for sales personnel
    • Engage with clients to progress transactions throughout the sales cycle until successfully closed

    Desired Skills & Experience

    • Bachelors or Associates Degree in a business, communications, or technical field
    • 2+ years experience in sales or sales support for large or mid-sized Commercial accounts, preferably in enterprise IT environments
    • Personal drive to meet or exceed assigned sales targets
    • Team expert in sales systems such as Salesforce and CPQ
    • Willingness to provide after-hours support to drive opportunities, especially at month and quarter-end periods
    • Strong communication and administrative skills
    • Experience proactively driving opportunities to close within an acquisition process
    • Ability to work under pressure of deadlines and changing priorities
    • Ability to prioritize tasks requested by multiple stakeholders
    • Proactively formulate and execute creative solutions to drive business forward
    • Ability to support the movement of a transaction throughout the sales cycle


    More about Kinney Group:

    Kinney Group is a cloud solutions integrator harnessing the power of IT in the cloud to improve lives. Automation is in Kinney Group's DNA, enabling the company to integrate the most advanced security, analytics, and infrastructure technologies as an optimized solution powering IT-driven mission and business processes in the cloud for federal agencies and Fortune 1000 companies. We are an elite team with a unique combination of credentials for strict security environments.


    Kinney Group’s Splunk Practice is an Elite Splunk partner and Top Global Splunk Professional Services provider. With delivery of over 300 engagements and continued year over year growth, Kinney Group’s Splunk practice continues to diversify and grow services lines to optimize Splunk Customer Success and Adoption.


    Our colleagues subscribe to a shared ethos and purpose for the company to achieve clarity and organizational health. This translates across every customer touch point within the organization. We offer compelling work as well as leadership commitment to ongoing training and development.  



    Kinney Group, Inc is an Equal Employment Opportunity Employer.


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