Manager, Key Account Team

Be the key in unlocking business opportunities in the convergent world of Open Platform IP Video Management Systems - join Milestone, a global market leader!

We are looking for a Manager, Key Account Team. Our Key Account Manager Team, or KAM team for short, is focused on targeting, landing, and supporting Fortune 1000 clients. The Manager of this team will oversee the enterprise business development and key account management program strategy and is directly accountable for delivering the sales targets for the KAM Team. This role requires an authentic leader with a knack for strategic selling through building higher-level relationships. The ideal candidate is someone who enjoys being out in the field in front of the customer; loves pipeline reviews and building actionable plans; is customer-centric; and enjoys mentoring sales staff.

The Manager, Key Account Team will report to the Director of Sales for the US and oversee a team of four Key Account Managers. This role is open to remote candidates located within the continental US.

As a Milestone employee, YOU are the key to our success. Come join our dynamic international team and be a part of our rapidly growing, successful business.

Responsibilities

• Own and hit/exceed annual sales targets within assigned accounts.
• Build and maintain a successful key account management team.
• Set priorities & sales goals in collaboration with the sales teams for which they will be held accountable.
• Provide results-driven and thoughtful direction to sales contributors that improve sales techniques and drive quota attainment.
• Influence/drive the sales playbook for the KAM Team.
• Evaluate and report on the industry's " pulse " and assess the competitive landscape.
• Drive defined revenue goals & margins through the facilitation of cross-functional teams to ensure top-level customer relationships across all departments.
• Champion the go-to-market strategy to identify attractive value propositions tailored to customer needs and to the company’s strengths in existing and potential (use case) markets.
• Commercialize the value proposition for key wins and translate the value prop to other customers / adjacent industries.
• Sales budget development, tracking, and delivery on budget.
• Expense budget development, tracking, and delivery on budget.
• Ensuring successful Salesforce CRM adoption by the KAM team
• Frequent field travels with the sales team to ensure continuity of message and quality/development of field personnel.
• Global interaction on strategic or large project issues
• Assistance with overlay events not specific to Fortune 1000 companies– National tradeshows, and company events.
• Eco-partner collaboration, relationship development, field sales coordination, solution selling, business reviews, strategy coordination, and ongoing development.
• All other duties as assigned periodically by the manager

Preferred Skills

• Strong emotional intelligence. A team-building approach that values transparency, clarity, accountability, and learning from failure.
• Experience motivating remote teams to outstanding performance.
• Track record of building strong, diverse, high-performance sales teams.
• Comfortable moving people out of their comfort zones.
• Candid, data-driven, and action-oriented.
• Aptitude to align sales resources and forecasts with overall corporate objectives.
• Problem solution-seeker.
• Practiced in developing and achieving "take share" strategies.
• Public speaking experience.
• Success spearheading teams delivering solutions for customers in industries of constant change.
• Awareness of the security industry.
• Experience delivering double-digit growth in profit and revenue.
• Competitive, highly resilient, goal-oriented drive.
• Able to influence internal and external stakeholders on all levels of an organization.
• Ability to exercise discretion and independent judgment with important matters.
• High ethical and organizational value standards.

Your Experience

• Bachelor's degree or equivalent work experience required
• Minimum 5 years selling into Fortune 1000 companies
• Minimum 3 years of personnel management experience
• Knowledge of CRM databases (preferably Salesforce.com)

Valued but not required experience

• Minimum of 3 years in overseeing remote staff
• Graduate degree in a related field
Fluent in Spanish (verbal & written)

If you come across a role that intrigues you but doesn’t perfectly align with your resume, we encourage you to apply anyway.

Why Milestone?

Ranked on the 100 Best Companies to Work for in Oregon, Milestone offers great benefits and culture. Employees here have flexible work environments, opportunities for further education, and the ability to affect change in our organization directly.

The annual earnings for this position range from $128,826 to $300,457 with most candidates falling in the $215,762 to $243,722 range. Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone’s total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy.

Milestone is committed to creating a diverse and inclusive workplace. We are proud to be an equal opportunity employer.