OSRAM SYLVANIA Strategic Account Manager in Boston, Massachusetts

The Company

Digital Lumens, an OSRAM business, with headquarters in Boston’s Innovation District, is driving the industrial and commercial smart building revolution by providing superior software, products, and system integration. Its cloud-based intelligence platform, SiteWorx, brings the tangible benefits of the Internet of Things (IoT) to commercial and industrial environments worldwide, and leverages the power of connected lighting and IoT sensors to deliver business intelligence from a unique vantage point—overhead. Its smart building solutions have been deployed across nearly 500 million square feet of space, and the company is distinguished by breakthrough technology, a management team of proven visionaries from the solid-state lighting and distributed networking industries, and proven results from real-world clients in 45 countries.

Position Overview

Reporting to the Director, National Accounts you will be responsible for managing and promoting the sales of Digital Lumens products to selected large customers and prospects. Based on the East Coast of United States.

Primary Responsibilities

  • Meeting and exceeding the assigned quota including accurate and timely forecasting

  • Manage existing accounts seeking to expand volume, introduce new products, enhance margin and build a long-term strategic partnership

  • Demonstrated ability to penetrate Fortune 500 accounts

  • Demonstrated ability to design, communicate and execute a major account strategy leading to multi-million-dollar revenue achievement

  • Develop Biz Dev & Lead Generation strategy within named accounts

  • Monitor business activities and competitors’ actions within assigned accounts seeking to gain market share by expanding foothold across multiple sites

  • Work closely with other National Account Director and sales management to manage deals inside large accounts with locations in multiple geographies

  • Provide timely feedback to management concerning delivery schedules, product acceptance, need for new products, emerging opportunities, and challenges

  • Promote and strengthen customer relations through the prompt resolution of customer problems

  • Be technically proficient and knowledgeable concerning the Company’s product offerings, including relevant technologies and platforms

  • 50% travel

    Additional Responsibilities

  • Demonstrable Solution selling skills in an IT/ Computer/ Software enterprise environment. Understanding of the Internet of Things

  • Ability to work with senior executives inside Digital Lumens and within targeted account

  • Experience selling directly to End Users as well as through and with Value Added Resellers/ Partners highly desirable

  • Ability to work cross-functionally

  • Must be adept at cold calling and demonstrate ability to uncover new opportunities

  • Miller Heiman solution and conceptual selling experience

  • Ability to close sales utilizing an effective C-suite skill set with a focus on financial TCO approach

  • Strong problem solving and analytical skills

  • Time management skills/organizational and the ability to handle multiple tasks simultaneously

  • Experience with Salesforce desirable

  • Strong communications skills – oral, written and presentation

** Education/Other Requirements

  • Undergraduate degree in Business in Engineering, Marketing or Technical discipline

  • 5 year’s experience in large ticket complex sales environment

  • Miller Heiman solution and conceptual selling experience

  • Self-starter/team player with proven track record of over achievement

  • Prior experience/familiarity with Industrial Lighting Community desirable

  • Our sales cycle is consultative and solution oriented, successful candidates should be able to provide appropriate examples

Title: Strategic Account Manager

Location: MA-Boston

Requisition ID: 10004319