Technical Account Manager/ Technical Sales Manager – Orange County, California
Entisys360 is a 30+ year privately-owned company with a focus on our people, our clients and leading technologies. Entisys360’s Technical Sales Division is a rapidly growing business helping clients manage a large portion of their technology needs. Our team is comprised of leaders that focus on delivering innovative consulting solutions that leverage leading and emerging technologies.
We are a dynamic and entrepreneurial consulting company that offers ample opportunities for professional development and growth suited to each individual’s personal and professional goals. We offer internal, and subsidize external, trainings, and reimburse the cost of technology certification exams and / or renewals. Our family-founded business sees work life fit as a core value that all of our practitioners practice – the value you add to your team is more important than the time that you ‘clock in and out.’ You will have numerous opportunities to interface with senior leadership, and benefit from mentorship internally or through introductions through external networks to support your growth.
Job Description
The Technical Account Manager (TAM) is responsible in building strong and new technical relationships at assigned account(s).
Understanding is required of the larger picture and initiatives in the account(s) assigned. Expand and grow our business opportunities (via other E360 offerings). As a Technical Account Manager, you will work closely with the customer, build meaningful relationships and assist them in achieving their goals while overcoming technical challenges.
This role differs from a traditional Systems Engineer role as they are very similar in behavior of an account manager, but with a technical focused background. Compensation based on business growth and potentially having more compensation leverage than a SE.
Critical Success Factors
- Thorough understand of Entisys360 and offerings
- Being a bridge between Engineering and Sales
- Provide Scale to the Account Manager
- Provide Technical oversight and consistency to customer while marshaling E360 and manufacturer engineers
Duties
- Technical oversight of engagements with customer. This includes vendor interactions and services engagements.
- Offload Sales counterpart
- True understanding of assigned customers of their business model, initiatives, budget cycles.
- Establish meaningful relationships with customer staff with procurement influence (VP, Director, Manager, Technical Leaders, Technical Influencers, General Influencers)
- Full understanding of client technical standards.
Examples:
- Cisco versus HP
- Hyperconverged preference
- Storage vendor and technology focus.
- Automation tools and approach.
- Security mentality; best of breed or big player
- Writing SoWs or collaboration in the generation of them.
- Ownership of success of E360 engagements with customer. Particularly around services.
- Having a strong technical background and continue to maintain a level of technical proficiency.
- Technical proficiency will vary. Strong understanding of current industry focus, e.g. Cloud, DevOps, Security
- Solid to Strong expertise in more than one technical area such as coding, security, compute, storage, etc. Likely having industry certifications in one or more areas.
- Direct working relationship with E360 leadership/practice leads.
- Complete understanding of how HW, SW, subscription solutions are priced and process through E360 system.
- Complete understanding on how to execute services engagement in E360 system.
- Ability to run a HW, SW, or services deal from beginning to end in a profitable manner.
- Ability to coordinate a technical and business functional understanding with navigating Entisys360, Manufacturer and Customer priorities and objectives.
- Continuous sense of urgency and timeliness with all engagement activities.
- Collaboration with Account Team on opportunity identification and execution.
- Build business plan or target initiatives to determine how to divide and conquer with AM.
- Taking lead or guiding of sales initiatives, engagements, and product/solution positioning.
- Collaborating with counterpart on pricing initiatives.
- Proposal generation.
- Regular cadence with AM counterpart typically consisting of daily or more frequent voice communication.
- Participating in customer focused activities such as meetings, lunches, dinner, coffee, events.
Requirements
- Bachelor’s Degree or 10 years of technical background and 5 years of sales focused background· Excellent customer engagement skills
- Strong interpersonal and communication skills, both oral and written
- Attention to detail is a must
- Ability to multi-task and still maintains attention to detail is required
- Ability to thrive in a fast-paced environment
- Proposal/SoW generation
- Industry certifications a plus
- Connectwise and Quosal experience a plus
- Ability to travel and participate in daily onsite meetings with both Entisys360 clients and team members in all Entisys360 geographic regions and client locations
- Ability to travel distances of 100 miles or more per day to attend client meetings or other work-related activities
- Ability to sit in work related meetings for periods of 1 hour or longer
- Ability to work onsite at Entisys360 offices for a full 8-hour workday
- Ability to travel via airplane for periods of 1 hour or longer to attend work-related activities
- Ability to lodge overnight away from home for multiple days to attend work-related activities
