Territory Account Manager selling Arista’s data center and networking solutions to Toronto - area commercial accounts. Exceeding sales targets through consultative selling, channel partnerships, and strategic account planning.
About the role
- Key Account Manager growing strategic end-customer relationships for Axis Communications, a network security technology company. Driving account strategy, expansion and cross-functional delivery across Eastern Canada.
Responsibilities
- Serve as the primary strategic and commercial lead within Axis for assigned key end-customer accounts
- Develop and execute multiyear account plans aligned with customer objectives and Axis business priorities
- Build understanding of customers’ businesses, operational challenges, technology environments and long-term goals
- Establish trusted relationships with executive, operational, procurement and technical stakeholders
- Identify and pursue opportunities to expand Axis’s position across video surveillance, analytics, access control, intercom and IP audio
- Manage account growth objectives, opportunity development, customer retention, competitive risks and expansion opportunities
- Lead presentations, proposals, business cases and strategic account reviews
- Build and coordinate cross-functional account teams involving sales, business development, sales engineering, professional services, technical support, marketing and global resources
- Coordinate with Regional Sales Managers and channel partners to ensure consistent execution across locations and clearly defined account responsibilities
- Coordinate demonstrations, proof-of-concepts, pilot projects and solution validation with technical resources
- Coordinate customer escalations while ensuring technical and post-sales ownership remains with appropriate Axis teams and channel partners
- Maintain accurate account plans, opportunities, activities, pipelines and forecasts in Salesforce
- Communicate customer feedback, competitive activity and market insights internally
- Travel approximately 40–50% of the time
Requirements
- 5+ years of experience in enterprise sales, strategic account management, national accounts, business development or a related customer-facing commercial role
- Bachelor’s degree in Business, Engineering or a related field; relevant technical training; or equivalent professional experience
- Fully bilingual in French and English (written and verbal) required
- Demonstrated success developing and growing complex strategic customer relationships
- Proven ability to create and execute account plans, identify opportunities and deliver sustainable growth
- Ability to build trusted relationships with executives, operational leaders and technical stakeholders
- Strong business acumen, negotiation skills and solution-selling capabilities
- Ability to lead cross-functional teams through influence rather than direct authority
- Sufficient technical fluency to understand customer requirements, communicate solution capabilities and coordinate technical specialists
- Excellent communication, presentation, organization and project-coordination skills
- Experience using CRM platforms to manage account activities, opportunities and forecasts
- Proactive, accountable and able to manage multiple complex priorities
- Ability to travel up to 50% of the time, including overnight travel
- Ability to lift 20–40 lbs. occasionally
- Experience in physical security, enterprise technology, networking, IoT or a related industry valued but not required
- Familiarity with video surveillance, analytics, access control, intercom, or IP audio valued but not required
- Experience working with systems integrators, consultants, distributors and technology partners valued but not required
- Experience managing national or geographically dispersed customer relationships valued but not required
- Axis Certified Professional designation or willingness to obtain it following employment valued but not required
- Background check may be required
Benefits
- Performance-based incentives
- Health, dental and vision insurance
- Flexible work arrangements
- Continuous learning opportunities
- Training programs
- Tuition reimbursement
- Opportunities to collaborate with international teams and visit headquarters in Sweden
- Paid sabbatical every five years
- Supportive environment and leadership support
- Car allowance included in total compensation
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