Onboarding IAM - Ent - East - Connection

What We Do

We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.

Who We Are

Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.

Why You Should Join Us

You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family.  Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive.  We value the importance of our employees’ emotional wellbeing. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days. 

Job Summary

The Onboarding IAM is responsible for providing proactive direct sales support for one or more EAEs (Connection Enterprise Solutions Account Executives).  The areas of responsibility for an IAM are to manage the inside account team and the client support being provided, to generate client demand, to identify opportunities for new solutions and lines of business, to maximize margins and to deliver a result that allows for the attainment of each team(s) revenue and gross profit quotas.

This is a remote sales position that includes client facing opportunities and requires effective communication & relationship skills.  An IAM is expected to be able to communicate the Connection Enterprise complete value proposition and must have experience presenting to enterprise clients.  This position will require extensive interaction with Manufacturers, Distribution Partners, CES EAEs, Sales Support teams and the Connection Enterprise HQ Operational Support teams. As an IAM, there must be a high degree of understanding and experience with distribution channel methodologies, manufacturer registration and pricing programs, the needs of an enterprise client and a strong knowledge of leading industry trends & technical concepts.  An IAM must then be able to apply these concepts into a high-velocity, production environment. The efficient implementation of each of these practices must then be integrated into the team’s daily sales & sales support activities.  The IAM must be able to rapidly assess, analyze & evaluate many different types of business scenarios as they are presented.  The IAM is responsible for identifying opportunities to resolve issues by making rapid decisions and taking the appropriate actions that are in the best interest of both Connection Enterprise and our clients.

An IAM is responsible for managing the daily flow of a client’s business and must maintain structured time management practices that will allow for a proactive approach to supporting our client’s needs.  Due to the fast pace of the business, it is extremely important that the IAM is prioritizing the client’s needs and managing the support efforts to ensure a timely and accurate response is being given by the team.  Scheduled times for proactive sales cycles to identify net new solutions must occur regularly, while ensuring the ongoing management of the support team is working efficiently to respond to any open request.

An IAM needs to be results oriented, self-driven and motivated.  Organization, time and multi-task management skills are essential.  A commitment to customer service, attention to detail and responsiveness are critical areas of focus for this position. An IAM must be familiar and be able to proficiently use IT technology & MS Office. Previous reseller experience in a similar role that provided high value, high volume client support is a requirement.

Essential Job Functions

White Glove Activities

• Provide BEST experience for a new client
• Work with EAE to on-board new accounts
• Initiate relationship for new clients with Connection
• Introduction to the clients’ Connection team
• Value Proposition & Portal Demonstrations / tutorials
• Understanding the clients’ needs & current challenges
• Identify customer’s current initiatives & engage internal resources
• Identify new opportunities
• Introduce new clients’ to Connection overlays and partners
• Register all deals
• Fast Track of account creation / set up.  Work with other departments to ensure timely set up.
• Introduce new clients to their custom portal and highlight the values of self-service. 
• Modify & manage Client’s portal to suit their needs
• Identify and manage clients’ standards & engage partners to secure most competitive pricing
• Communicate regularly with key client contacts
• Work to identify contacts in other departments

      Ramping new EAEs

• Introduction of new EAE to Connection & the Connection culture
• Weekly cadence with EAE
• Provide best level of support as EAE is ramping up
• Ensure EAE ramps up & starts producing as fast as possible
• Direct new EAEs on who do I contact / engage
• Direct new EAEs on operational best practices
• Teach new EAEs of our full capabilities (Services, overlays, etc)
• Help new EAE stay on task to achieve their goals
• Report back to management on progress of new EAE

        Customer Quotes

• Complex Solution Proposals requiring technical configuration support
• Velocity Proposal Management
• Inspection and Review of all velocity proposals >$25K to ensure pricing accuracy
• Customer quote & opportunity follow up
• Salesforce activity management to ensure all qualifying projects are recorded and updated
• Work towards maintaining a 4 hour customer response

Order Management

• Work with Inside Sales Support to ensure all orders are being processed accurately & timely to meet the customer’s shipment service level expectations
• Order Escalation and over flow assistance for order entry & pricing verification review
• Open Order Management process support for complex orders
• Provide RMA escalation assistance to Inside Sales Support team

Account Management

• Responsible for the daily team communication with our customers, manufacturer partners & suppliers
• Work with EAE to define and maintain a pricing strategy that leverages the areas below to ensure a competitive discount is extended to our customers while maximizing margins.
  • Smart Sourcing Initiatives
  • Contractual Limitations
  • Utilize Partner Programs to manage customer bids and deal registration submissions
• Work with Inside Sales Support Team to create, maintain and manage customer standards and catalogues.
• Self-service customer trainings and portal demonstrations(quote/order management, product search, reporting & RMA capabilities)
• Responsible for identifying net new opportunities by leveraging the following areas
  • Proactive QBR & Unsolicited Proposal Support
  • Monthly Spend Analysis & Standards Management Review
  • Customer whitespace analysis and strategy implementation to target new lines of business & cross sell / up sell activity
  • Key partner inside/outside sales team relationships
• Accountable for overall daily team management, customer satisfaction and the relationship management with our customers and partners.

• High volume and the excellent quality of work produced are a key measure of job performance.
• Manage and grow velocity product lines within existing client base by obtaining assigned monthly/quarterly revenue and GP goals
• Must possess excellent organization, time and multi-task management skills
• Must be able to effectively and professionally communicate with enterprise clients and Connection’s internal support teams
• Must possess a high level of commitment towards customer services and responsiveness
• Must establish, build and maintain strategic relationships with clients, manufacturer sales teams and distribution partners.
• Develop and maintain current velocity product line knowledge from top leading technology market leaders.  Velocity product lines are defined as desktops, mobile devices, low end servers, peripherals and accessories.
• Prepare, Analyze and Present client activity reports
• Function as the leader of inside sales team, mentoring, monitoring and delegating support tasks to Inside Sales Support Rep (ISSR)
• Must be able to work flexible hours to support assigned customer time zone
• Additional duties as assigned.

Non-Essential Job Functions

• Candidate must be able to travel 10-20% requirement.
• Candidate must be able to work from home office
• Candidate must be able to work with a relatively high pressure sales environmen

• An experienced, mature and seasoned sales professional with at least 3 years of experience successfully selling and supporting IT hardware, software and professional services directly to large enterprise accounts.
• High degree of technical expertise with a working understanding of data center (Servers, Networking and Storage) infrastructure solutions.
• Have prior, recent and relevant experience selling IT products at competitor VAR or direct marketer
• Knowledgeable on major strategic OEM product lines with understanding of current technologies
• Requires a strong work ethic, can do attitude and ability to work in a team
• Strong organization skills
• Able to present, demonstrate, communicate and sell effectively to mid and senior level management
• Able to think strategically and leverage resources.
• Strong working knowledge of salesforce, Excel, Word, Outlook & PowerPoint
• Previous experiences in a similar role in a fast-paced, high-velocity, high touch sales environment is a requirement.
• Microsoft, VMware, Cisco, HP, Dell, EMC, IBM/Lenovo sales certification preferred

Connection and all of its subsidiary companies are committed to equal opportunity and proud to be affirmative action employers. All qualified applicants will receive consideration for employment, without regard to race, sex (including pregnancy), color, religion, age, national origin, ancestry, physical or mental disability status, medical condition, sexual orientation, marital status, protected veteran status, and all other characteristics protected by applicable state and federal law.

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