Senior Commercial Account Manager

The Senior Commercial Account Manager at Ivanti is responsible for driving new business and up-selling revenue, maintaining customer satisfaction, and supporting clients in their IT initiatives. This role focuses on managing existing accounts, cross-selling the Ivanti portfolio, executing a defined channel strategy to generate pipelines, and conducting engaging discussions with C-level executives to showcase the value of Ivanti solutions.

Candidates for the Senior Commercial Account Manager position at Ivanti should possess 4+ years of experience in selling enterprise software. A demonstrable record of consistently meeting sales targets, along with strong account management skills, is essential. A bachelor's degree or equivalent experience is also required to tackle the complexities of this role.

The remote work environment at Ivanti is pivotal for the Senior Commercial Account Manager role, enabling flexibility in engagement with clients across different regions. This facilitates collaboration without geographical limitations, allowing you to craft tailored strategies that resonate with diverse customer needs in the ever-evolving IT landscape.

At Ivanti, we prioritize employee growth and development through our Centered Around You approach. This commitment ensures that the Senior Commercial Account Manager has access to professional development programs, training, and opportunities to refine their skills, positioning you for career advancement in a nurturing environment.

The Senior Commercial Account Manager at Ivanti will engage in a defined sales process and methodology designed to yield repeatable and predictable results. This structured approach equips you with the tools and strategies necessary to effectively manage sales cycles, relate to customer business drivers, and boost overall performance.

In building relationships with new clients, I emphasize understanding their specific needs and pain points. I like to establish trust by engaging in genuine conversations, frequently meeting stakeholders to discuss their IT initiatives, and providing tailored solutions that demonstrate Ivanti's commitment to addressing their challenges.

My process for managing a sales pipeline involves regular assessment and segmentation of leads based on their likelihood to convert. I utilize CRM tools to track interactions, ensuring I am attentive to follow-ups and nurturing relationships. Frequent communication with my team helps to coordinate efforts and share insights that promote timely closure of opportunities.

To identify upselling opportunities, I first perform a thorough analysis of existing accounts, understanding their current usage of products and solutions. Regular check-ins allow me to discuss evolving needs, during which I can propose additional Ivanti solutions that align with their growth strategies and further enhance their IT capabilities.

In a recent negotiation, I encountered a client hesitant to expand their use of our service due to budget constraints. I facilitated a discussion to uncover their key objectives and showcased how our solutions could drive ROI. By understanding their priorities, I was able to tailor an offer that met their budget while significantly enhancing their operational efficiency, leading to a win-win outcome.

Ensuring customer satisfaction involves consistent communication, proactive support, and swift responses to issues. I dedicate time to understanding customer goals and regularly solicit feedback. By providing timely updates and involving customers in the decision-making process, I foster a partnership that builds long-term trust and loyalty.

I stay informed about industry trends and competitors by subscribing to relevant publications, attending industry conferences, and engaging in networking opportunities. I also benefit from participating in webinars and joining professional groups where I can exchange insights with peers, ensuring I remain knowledgeable and competitive.

In managing the complexities of enterprise sales, I prioritize strategic thinking and stakeholder mapping. Understanding that the sales process often involves multiple decision-makers, I tailor my communications to address the unique perspectives of each stakeholder, utilizing a collaborative approach to ensure everyone feels heard and valued.

When faced with objections during the sales process, my approach is active listening. I aim to uncover the underlying concerns and offer solutions that address those specific points. By validating the client's perspective and demonstrating how Ivanti products provide value, I can often turn objections into opportunities for deeper discussions.

I have extensive experience with channel sales strategies, collaborating closely with partners to create synergistic approaches that complement our offerings. By defining clear roles and responsibilities and establishing mutual goals, I have successfully driven joint marketing efforts that enhance visibility and lead generation, resulting in increased sales volume.

I am inspired by Ivanti’s commitment to elevating Everywhere Work and its focus on innovation and teamwork. The culture at Ivanti, which values diverse perspectives and employee growth, resonates with my professional values. I see a great opportunity to contribute to the company’s mission while growing my skill set in a supportive environment.