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Title: Account Manager – Sony’s AITRIOS Solutions
Sony Semiconductor Solutions is the world leader in the development and distribution of image sensor solutions and helped to democratize photo and video capture by enabling our technology in the palm of worlds’ hands through image capture on smartphones. We are now focused on driving the same objective for Vision AI – to simplify, scale and democratize the digitization of the physical world with our new semiconductor and edge AI solution platform called AITRIOS.
Sony’s AITRIOS solutions enables increased value for customers and partners through edge-based intelligence - where the AITROS edge vision platform service becomes a foundation for our customer success developing inspiring, intelligent, and reassuring solutions for the society, industry, and human lives.
Role
The Account Manager is responsible to drive Enterprise deals all the way from deal discovering, consulting, design, commercial negotiation, closing and billing, by having deep knowledge of Sony’s AITRIOS solutions, understanding customer’s technical and business needs, and orchestrating external and internal stakeholders. You will continually seek our revenue growth opportunities through upselling and cross selling. The Sales Specialist is an experienced deal maker who can understand customer’s strategy, build deep relationship, and make customers and Sony growth and successes.
Responsibilities
Pipeline Management
Pro-actively follows up potential deals from exhibition, inquiry, and outbound activities to make 1st call happens, drives deals to next stage by stimulating customer’s interest based on prior investigating customer’s strategies and situation. Prioritizes and manages pipelines well from its business potentiality, Sony’s AITRIOS solutions line-ups and overall strategy.
Customer Engagement
Builds and maintains relationships with executives and decision makers at each level of customer’s organization by identifying and proposing solutions based on understanding of customer’s business and technology needs, and strategies.
Account Management
Develops and oversees the execution of account plans by proposing Sony’s AITRIOS solutions for each assigned account to ensure revenue targets. Drives accountability to deliver on account plans by orchestrating internal teams such as marketing, engineering. Thinks strategically about customer’s planning, priorities, engaging internal and external decision makers on long-term business planning.
Sales Excellence
Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and up-sells. Presents business plans to customers to generate new non-qualified opportunities.
Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify up-selling/cross-selling non-qualified opportunities.
Product & Industry Knowledge
Pro-actively gathers and learns knowledge of Sony’s AITIOS solutions, industry report and strategy to improve plans for the assigned accounts.
Requirement
Minimum
- 5+ years technology-related business to business sales or account management experience
- Bachelor’s Degree
- Strong communication and presentation skills
- Ability to manage conflict and resolve issues effectively
- Deep understanding of customer strategic partnerships and relationship management
- Proficiency in sales strategy and managing sales pipeline
Plus
- Master’s Degree
- +2-3 year’s direct experience as sales in Cloud application, Artificial Intelligence, Image Sensors industry
- Fluency in Japanese language
The anticipated base pay range for this position is $91,000.00 to $122,000.00. The actual base salary offered depends on a variety of factors, which may include as applicable, the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, certifications or other professional licenses held, and the location in which the applicant lives and/or from which they will be performing the job.
In addition to a competitive base salary this position is also eligible for a bonus, and a comprehensive benefits package including healthcare benefits (medical, dental, and vision), paid medical leave after three months of employment, a 401k plan with matching company contributions, vacation time, education assistance, student loan assistance program, eighty hours of paid sick leave time annually, and up to twelve weeks paid parental leave after six months of employment.
Sony Electronics is an Equal Opportunity Employer that values employees with a broad cross-cultural perspective. We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, citizenship status, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.
Disability Accommodation for Applicants to Sony Electronics Inc. and Sony of Canada ULC.
Sony Electronics Inc. and Sony of Canada Ltd. provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. For reasonable accommodation requests, please contact us by email at [email protected], or you can mail your resume to: Sony Electronics, Human Resources Department, 16535 Via Esprillo, San Diego CA 92127. Please indicate the position you are applying for.
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