Enterprise Account Manager

Job Responsibilities:
APC is looking to fill the position of Enterprise Account Manager.

APC is seeking an experienced, highly talented and motivated individual for the position of Enterprise Account Manager (EAM). EAMs will be responsible for increasing APC's market share and revenue within specific enduser, Fortune 1000, Enterprise Named Accounts. EAMs are expected to: -Build strong, and lasting relationships at all levels of the Named Accounts' organization that will produce incremental revenue and increase APC's market share. -Uncover and close opportunities in various parts of the organization by various means such as: cold calling, building new relationships, leveraging existing relationships, coordinating and maximizing selling efficiencies by partnering with APC's IT & facilities channel partners, i.e. Resellers, VAR's, High Power Partners, etc. -Uncover and close opportunities and projects in all departments of the Enterprise Named Account organization through the provision of APC's NCPI (Network Critical Physical Infrastructure) solutions. -Educate your Named Accounts' key decision makers on the value of NCPI planning and get NCPI into the strategic spending plans of the account in the current/next fiscal year(s). -Maintain, develop and leverage relationships with CXO, IT manager, facilities managers, partners, and other key decision makers or influencers within the selected Named Accounts. -Define & Develop strategic account plans for each Named Account. -Map each Named Account thoroughly identifying all internal & external influencers for NCPI related opportunities. -Mobilize APC resources to close projects and create satisfied customers. -Leverage all other APC team members as well as APC channel partners and CE-firms to "surround the customer" and increase APC's "share of wallet" of the account. -Lead with APC InfraStruXure solution to become a truly trusted advisor and expand that to other application areas within the Named Account. -Rigorously use reporting tools (e.g. Siebel, Lotus Notes) as the source and archive for all data, actions, commitments, and tracking of business. Candidate will be required to travel 25-30% of the time. The ideal candidate will have:
• Bachelor's degree in Electrical Engineering, Computer Science or equivalent.
• Thorough understanding of IT and telecommunication networks, key components and applications.
• Solid understanding of Data Center fundamentals - specifically data center power, power distribution, and cooling.
• Understanding of fortune 1000 companies' organizational structures and experience in selling to those companies at all levels.
• Proven ability to build relationships and effectively sell to senior executives and CXOs of fortune 1000 companies.
• Strong cold calling, prospecting, presentation, communication and writing skills.
• Basic understanding of business & financial terms such as Capex, Opex, ROI, ROA, etc.
• Ability to extract key information from various company financial reports such as annual reports, income statements, etc.
• Relentless attitude and desire to win and be a self-starter.
• A team player.
• Minimum of 5 years field sales experience, with at least 3 years experience selling to Fortune 1000 companies.
• Technical and sales experience related to data center/facilities, three-phase power, UPS, computer room air-conditioning,
• Network Critical Physical Infrastructure (NCPI) is highly desired. Existing and strong relationships with Executives of Fortune 1000 companies (especially CIOs & CFOs) is highly preferred. MBA is preferred.







Company APC and MGE UPS Systems recently combined to form a $3 billion (2.4€ billion) Critical Power & Cooling Services business unit of Schneider Electric.   Together, APC and MGE offer the industry’s most comprehensive product and solution range for critical IT and process applications in industrial, enterprise, small and medium business and home environments.  APC and MGE solutions include uninterruptible power supplies (UPS), precision cooling units, racks, and design and management software, including APC's InfraStruXure® architecture the industry’s only integrated power, cooling, and management solution.  Backed by the industry’s broadest service organization and an industry leading R&D investment, the combined company’s 12,000 employees help customers confront today’s unprecedented power, cooling and management challenges.  Schneider Electric, with 112,000 employees and operations in 190 countries, had 2006 annual sales of $18 billion (€13.7 billion). Our business unit is pursuing a strategy to develop scalable enterprise platforms for the data center, including power protection, air conditioning, racks, and systems management. Revolutionary products, monitoring applications, and global services are now deployed in support of the most complex data centers and computing environments. Combined with MGE’s line of  high end power systems and services, APC greatly enhanced this enterprise offering and the opportunity to sell across data center applications and customers with confidence. With the merger complete, our employees are tasked with the challenge of aggressively expanding its business, growing top line revenue profitably, and solving real customer problems. As such, we are focused on hiring successful and proven candidates who will be an integral part of the North American team and lead the way forward for growth initiatives for this $3 billion business. Background Founded in 1981 by three MIT engineers, APC rose to prominence with a product called the uninterruptible power supply (UPS). APC leveraged the explosion of desktop computing and created an entirely new market. From those early roots to their current offering of desktop and enterprise systems for power management, cooling, and threat management, APC grew to a global $2.4 billion public company, and now boasts over $3 billion in worldwide revenue after the merger of MGE UPS Systems, and acquisition by Schneider Electric, an $18 Billion  leader in power and controls. APC Strengths Spending on network and physical infrastructure is currently increasing at double the rate of total IT spending. As such, the market potential for our business is outstanding. The company has clear strengths in the following areas: - Products –Recognized as having the most innovative and advanced products in the market, and continues to win awards for product excellence. - Financials –Financially strong and has the resources to invest in core operations and fund continued R & D. - Brand – The APC brand has been developed over 20 years and is recognized and respected as the leader in both retail and commercial channels.    

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