Sr. Strategic Account Manager at Kodak Alaris (Rochester, NY)

| Rochester, NY
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Job Description

Kodak Alaris is a global technology company that's delivering future value through customer solutions. Our advanced, patented intellectual property combines breakthrough technologies, digital transformation, and human know-how to unlock the power of images and information. We make businesses run faster, governments run smarter and provide consumers innovative solutions to preserve and enjoy their most cherished memories. Our future is powered by our employees' creativity. Expect a lot from Kodak Alaris and know that we expect a lot of ourselves and the performance of the company.


The Alaris division of Kodak Alaris is a leading provider of information capture solutions that simplify business processes. We exist to help the world make sense of information with smart, connected solutions powered by decades of image science innovation. Our award-winning range of scanners, software and services are available worldwide, and through our network of channel partners

Strategic Account Manager:

Kodak Alaris has an open Strategic Account Manager role. The ideal candidate should have the following qualities and skills: He/She is considered an expert in large partners and enterprise accounts offerings to be able to sell multi-year contracts and services. Uses expertise in consultative, solution selling and business development skills to align the client's business need with a solution. Demonstrate leadership and initiative in successfully driving big ticket sales in accounts - prospecting, negotiating, and closing deals. Expert in the sale of IT services and business processing outsourcing, he/she has a solid sales track record in this area.

Responsibilities- Client/Account Relationship

  • Builds strong professional working-C-level relationships with the client. Establishes a high level of personal credibility as a trusted advisor to key client's executives.
  • Leverages executives sponsors and other resources to strengthen relationship and credibility with client influencers and decision makers.
  • Researches the client's industry. Deeply understand client's business strategies and challenges.
  • Acts as a trusted advisor to client leaders, aggressively shapes deal early in the sales cycle
  • Advances opportunities that result in profitable revenue growth.
  • Demonstrate breadth and depth of knowledge in aligning our capabilities to client business to seed and grow new opportunities.
  • Maintains high-level of customer loyalty and builds trust and integrity.

Business Management

  • Builds and executes an annual Account Business Plan that includes strategic initiatives to grow presence and share in the account.
  • Actively drives results through effective account management and QBR's.
  • Builds and orchestrates sales pipeline actively. Nurturing of deals and movement of opportunities to close.
  • Identifies, nurtures, and closes new solutions opportunities resulting in share growth, revenues, and margin.
  • Represents the entire portfolio of products, SW Solutions, and services.
  • Meet or exceeds quarterly and annual revenue margin quotas. Uses margin management techniques.
  • Participates in/drives account Teams management.
  • Orchestrates resources and sponsorship essential for executing the account business plan.
  • Engages and manage team members in presales, sales specialists and inside sales to support complex deals.
  • Proactively engages executives sponsors to build a strategic relationship and favorably positions long-term business opportunities.
  • Interfaces with both internal and external industry experts to anticipate client's needs, drive industry mindshare and facilitate solution development.

Required Skills Abilities

  • Uses consultative, solution selling and business skills at the CXO level to align the client's business needs with our solutions.
  • Identifying, qualifying, developing, proposing closing opportunities with new customers.
  • Minimum expectation is to achieve annual revenue objectives.
  • Highly developed business development and negotiation skills at the CXO level.
  • Able to express and consult a customer about their current state and developing a customer centric strategy to move to a future optimized state.
  • Advocates for clients' needs in negotiating solution sales and troubleshooting solution delivery issues.
  • Submits timely and accurate forecast and continually coaches team to the same.
  • Strong/ Account and team Leadership for partners and end users.
  • Coaches teams on their individual contribution to their success in achieving the target business processes and financial structure.
  • In-depth knowledge of client's business organizational structure, business process and financial structure.
  • Ability to plan, organize, develop, and complete a complex proposal response.
  • Demonstrates strong presentation and communication skills. Able to clearly and concisely develop deliver concept presentations at the client CEO level.
  • Travel Required (50 - 80%)

Education and Experience Required.

  • Typically, minimum of 5-8 years of technology sales experience or software sales experience.
  • 4-year degree (BS/BA) preferred.
  • Extraordinarily strong track record of account management, account control and sales performance.
  • Relationship management
  • Business development
  • Goal oriented
  • Document capture solutions experience
  • Experienced with high degree of proficiency using MS Excel, Power Point, and MS-World

Kodak Alaris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

As a member of the Kodak Alaris team you will be eligible to participate in our flexible benefits program which include paid flexible time off, health, dental and vision coverage, paid sick leave, paid parental leave, 401(k) plan with company match, short-term and long term disability coverage and life insurance.
More Information on Kodak Alaris
Kodak Alaris operates in the Digital Media industry. The company is located in Rochester, NY. Kodak Alaris was founded in 2013. It has 1562 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 11 open jobs at Kodak Alaris, click here.
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