Key Account Manager, East

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

As the Key Account Manager (KAM), your purpose is three-fold: acquisition of net new Fortune 1000 companies, expansion within existing key accounts, and retention of existing key accounts. You will be primarily active in business development activities, approaching opportunities with a strategic sales mindset, creating value for clients, and adding to Milestone’s capabilities and reputation.

The preferred candidate for this remote position will reside in the Northeastern part of the USA.

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.

Job Responsibilities

• Business development activities to build Fortune 1000 pipeline and maximize revenue
• Develop and execute sales plans and coordinate sales efforts to achieve new customer revenue and existing customer expansion goals (i.e. driving renewal revenue, and ensuring client satisfaction)
• Pre-call research through close including presentation preparation for all stages of the sales cycle
• Meet or exceed defined sales goals through strategic account planning, networking, and use of company resources
• Assist clients in developing the business case and value proposition for proposed solutions
• Lead and manage Milestone response to RFP/RFI projects in conjunction with the Global Bid Desk
• Conduct strategic account reviews regularly to review service needs and product usage trends
• Track and maintain all prospect and client activity in Salesforce.com
• Maintain collaborative working relationships with internal stakeholders to ensure proper execution of opportunities and coverage at key accounts
• Develop a thorough competency of Milestone software solution, with an eye on the business value within the client’s organization
• Develop relationships and ongoing cooperation with territory eco-partner resources
• Other tasks as assigned

Your Experience

To be successful in this position, you will need a strong sales background with a demonstrated history of finding new business. You will also utilize the following skills regularly:

• Creates account strategies through knowledge of customers’ general business needs
• Understanding of industry and financial trends impacting company and/or customers; identifies the organizational structure and functions within a business
• Knowledge of competitor tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for business in the territory
• Ability to use negotiation techniques in complex situations; recognize the potential impact of negotiation proceedings on the business; gain consensus from involved parties
• Solid decision-making skills recognizing customers at risk before impact on business; identifies resolution to basic customer issues and recommends solutions
• Establishes and maintains contacts with all decision makers and influencers within customer organizations; builds relationships to further understand customers' business and objectives
• Proven track record of selling against quota with experience closing new business
• Business to Business sales experience
• Minimum 5 years of security industry sales experience
• Minimum 5 years selling into the Strategic / Key Account (end-user) community
• Competent IT technical skills
• Excellent presentation skills in both small and medium audience environments
• Excellent attention to detail and documentation skills
• Excellent relationship management skills
• Demonstrated follow-up skills and closing experience
• Experienced expense, travel, and time management skills
• Knowledge of Salesforce (or other CRM)
• Ability to represent Milestone to the highest levels of our customers in a professional manner

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 $134,685 to $203,220 with most candidates falling in the $183,750 to $200,000 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.