Vice President - Global Accounts

AVI-SPL

About The Position

The Vice President of Global Accounts is responsible for managing the relationship’s for the company’s most strategic multi-national accounts. Within the accounts assigned, they will develop and maintain relationships with key customer personnel across several functions. They are ultimately responsible for protecting company’s “wallet share” position, identifying expansion opportunities and margin growth, and providing guidance to leadership and other internal functions to help align company resources in a way that creates value for company and its strategic multi-national accounts. This role will contribute toward and execute against the Global sales strategy, managing and developing key Client relationships to maximize company wallet-share and profitability. Driving to exceed team goals as well as hitting personal targets, contributing to overall profitability, success and positive image of company in the marketplace. You will influence (and in some cases lead) major cross-functional projects affecting company business, product, and service leadership, articulate product and services strategies.

Requirements

Ability to understand, present and demonstrate visual collaboration products and services to end user customers
Ability to balance multiple tasks with changing priorities
Ability to work and think independently and ensuring to meet deadlines
Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion
Excellent attention to detail and organizational skills
Must have clear and professional communication skills (written and oral) both internally and externally
Proficient with Microsoft Office (Word, Excel, Outlook)
Effective communication and interaction with employees, clients, and colleagues and the ability to work effectively with all levels of the organization
Minimum High school diploma or equivalent
A four year degree is preferred
Minimum 10 years of executive sales and industry experience in IT or AV industry services
Technical aptitude and ability to be a self-driven learner with credible understanding of Audio/Visual, Collaboration, and Meeting space technologies overall

Responsibilities

Provide vision and leadership to in-market/region/country teams, enhance sales team productivity through strong leadership and productivity enhancements
Develop and execute short and long-term strategic sales plan for 2+ key accounts.
Develop, lead, and manage key account negotiations, as well as ensure the company meets revenue quotas on a global scale.
Establish relationships with key contacts within the customer's organization, collaboration services, global IT architectural and field services as well as other influencer departments. Frequent visits to customer location is required.
Understand and align to the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company's strategies for growth.
Responsible for managing outcome-based client relationships with the client, collaborating with and leading the wider Global Account team
Directly responsible for the program team, which will consist of dedicated account management, engineering, program management, service delivery, inside sales and solution architects. functions to develop and deliver commercial proposals to customers, providing guidance on requirements when needed
Protect AVI-SPL’s position within account by creating and monitoring key performance metrics and managing customer sentiment. Coordinate across functions to quickly correct complaints when they arise, enhance our position as problem solvers.
Grow revenue and deepen position within account by implementing product technology upgrades and executing on share gain opportunities
Deliver business level projections to executive leadership teams on a regular basis
Maintain an understanding of competitive landscape and position, and implement the appropriate pricing strategies.
Other duties assigned as needed