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This person will work closely with the Regional Sales Managers, Account Managers and Account Technology Managers (ATM) to develop account and regional plans. While the Account Manager is ultimately responsible for sales plans, the ISS with his/her broad and deep knowledge of the subject matter, integrated product portfolio understanding, and the customer’s challenges, will heavily influence sales planning direction.

Responsibilities include:

• Develop the overall solution strategy to achieve business targets and strategic objectives based on World Trade Organization (WTO) needs. Business targets and strategic objectives are defined by WTO.

• Develop and socialize technical account engagement plans and campaigns necessary to achieve the target results.

• Work closely with Account Technology Managers (ATM) to get consensus on strategy and tactics, and to share technical engagement responsibilities where appropriate.

• Lead and manage the solution campaigns. The solution account campaigns are reviewed by AM, ATM and Technical Account Manager (TAM,) but the ownership of the campaign rests with the ISS.

• Ensure understanding of all elements of any solution engagement including decision making process, success criteria, committed usage upon success, run rate impact, AE resources required.

• Conduct regular meetings with specific customer executives and senior management to support successful campaigns.

• Align with account teams on business opportunities and build up the engagement funnel, summarize data and communicate progress vs plan across multiple accounts.

• Define, track and report the priorities for all engagements at every stage and communicate closely with engineering and technical Field management, helping to prioritize engagements and short vs. long-term objectives

• Build strong strategic customer relationships • Serve as a key field resource to summarize competitive threats and opportunities

• ISSs will meet regularly with technical Field personnel and ATMs to review priorities, share knowledge, review trade-offs, and share best practices.

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