Strategic Account Manager – National Accounts

As a pioneer in developing and implementing next-generation LED lighting solutions, Digital Lumens is taking a game-changing approach to the industrial IoT and smart building movement. With the introduction of the first Intelligent Lighting System, the company has designed a unique platform that combines LEDs, sensors, and software into a single, integrated system that reduces lighting-related energy use by up to 90%, and delivers networked building intelligence that improves organizational insight, productivity, efficiency, and safety. As a company, Digital Lumens 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 client deployments.

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

Interested in this position? If so, please apply online via the OSRAM job portal.

Please let us know about others that may be interested in this opportunity. You may be eligible for the DL non-employee referral reward.

Digital Lumens will not accept unsolicited resumes from placement agencies or recruiters.