Account Sales Manager - South Central Region
Who We Are:
Spectralink provides best-in-class Wi-Fi smart phones that enable mobile workers like nurses, warehouse staff and big store sales associates to do their job better than ever.
As the global leader in purpose-built wireless communications, we’ve deployed over 3 million devices to customers around the world. Our dedication to listening and understanding the needs of the customer is the foundation of our business. We use this expertise every day to build the right solutions for mobile workers.
Headquartered in Boulder, Colorado with offices in the U.K. and Denmark, we are one global company with a common vision and mission to provide the best possible enterprise mobile experience for our customers.
Want to know the best thing about working for our company? The people. Working at Spectralink me and innovation with authority and collaboration among industry experts with uncompromising integrity and agility. Our employees have a chance to make powerful contributions every day. We want to hear from you if you possess the following skills and qualifications, and are ready to join our team of positive, authentic, dedicated and innovative thinkers.
What You Will Do in This Role
As a Spectralink Account Sales Manager, you will be responsible for driving revenue growth through a combination of new business development and expanding business within an existing account base. Your primary focus will be selling directly to end-user health systems, engaging both clinical and IT stakeholders to position Spectralink's solutions as the standard for enterprise mobile communications in healthcare.
In this role you will also be expected to:
- Create and manage a sales pipeline of opportunities with hospitals and health systems within your territory through inbound and outbound sales motions
- Use a consultative selling approach from initial discovery through close
- Accurately forecast pipeline deals in both size and timing, and participate in recurring pipeline reviews
- Consistently update the company CRM and provide reports as needed to ensure a timely and accurate view of the pipeline and all pursuit activities
- Collaborate closely with your Spectralink Channel Sales Manager to drive pipeline and close business through reseller partners.
The Territory
This role is responsible for growing our business in the following states: Texas, Oklahoma, Kansas, Missouri, Arkansas, New Mexico, and Colorado. The ideal candidate will reside in or near one of the following cities: Houston, Dallas, Austin, San Antonio, Kansas City, St. Louis, or Denver.
The Ideal Candidate
You are a dynamic, experienced sales professional who is equally comfortable in a nursing leadership meeting and an IT strategy session. You know how to open doors, build relationships, navigate complex organizations, and close enterprise deals. You bring a consultative approach to every conversation and a disciplined process to managing your territory and pipeline.
We are particularly interested in candidates who bring a clinical background and can engage nursing leadership as a peer and/or subject matter expert.
What You'll Need to Succeed
Experience
- Bachelor’s Degree with 7+ years of enterprise sales experience selling to major health systems with preference for candidates who have sold capital equipment, clinical communications, or healthcare technology
- 3+ years as a registered nurse (RN) in an acute care setting is a plus
- Proven track record of consistently exceeding quota through new logo acquisition and account expansion
- Experience selling complex solutions into C-suite and clinical leadership within healthcare organizations
- Strong consultative and value-based selling skills with the ability to manage long, complex enterprise sales cycles across multiple stakeholders
- Experience managing a large geographic territory with significant travel (approximately 50% overnight travel required)
- Familiarity with the channel/reseller sales model is a plus
Clinical and Industry Knowledge
- Strong understanding of the healthcare industry, including how clinical and IT decisions are made within health systems
- Knowledge of clinical workflows and the ability to engage nursing and clinical leadership as a trusted advisor
- Familiarity with the healthcare technology ecosystem including clinical applications and enterprise mobility
Sales Skills and Methodology
- Experience using a structured enterprise sales methodology such as MEDDIC/MEDDPICC, Miller Heiman, Solution Selling, or Challenger Sales
- Skilled at multi-threaded selling: building and managing relationships across both clinical and IT stakeholders simultaneously
- Strong consultative selling, negotiation, and closing skills
- Ability to independently develop commercial proposals and navigate contract terms
Tools and Communication
- Strong experience using a CRM for territory management, pipeline management, and forecasting
- Exceptional presentation, written, and verbal communication skills across both clinical and executive audiences
What We Offer: At Spectralink you’ll have an opportunity to work in an established, profitable company on well-respected, globally distributed products.
When you look us up, you’ll find that we have been around for a while and have had an amazing ride; an IPO, an acquisition, now coming full circle with the tremendous opportunity to be back on our own. We are excited about the future. We have an incredibly dedicated and passionate team, supportive and involved executive leadership and a renewed focus to continue to dominate our industry.
All of this history makes us unique, we’re a smaller company (under 200) which means you’ll have a voice in the organization, along with a seasoned team and proven products. We offer a competitive benefit package and an opportunity to overachieve on commissions.
OTE between $220,000 - $250,000 on a 50/50 split