Major Accounts Manager

Cenero employees are truly empowered to innovate at every level, in every function. We hire high energy activators, that aren't afraid to leverage their passion and expertise.

Opportunity Summary

At Cenero, we empower employees to innovate, collaborate, and drive success. We seek high-energy professionals passionate about delivering cutting-edge audiovisual (AV) and collaboration solutions that help clients achieve their business goals.

The Major Account Manager (MAM) is responsible for driving revenue and gross margin growth within strategic and enterprise accounts, working closely with Ricoh Client Executives (CEs), Account Managers (AMs), and other key account representatives. As the subject matter expert (SME) for Cenero AV solutions, the MAM leads solution development, consultative sales efforts, and strategic relationship building to expand Cenero's presence.

Sales Strategy & Business Growth

• In collaboration with the Ricoh Sales teams (AMs, CEs, RVPs, VPEs, etc.), develop and execute strategies to expand Cenero's presence in Ricoh's new and legacy customer base.
• Identify and qualify leads, engaging key decision-makers to uncover and develop AV opportunities.
• Drive new business development, ensuring a strong sales pipeline and deal closure.
• Meet or exceed revenue, gross margin, and sales activity targets.

Client & Partner Engagement

• Build and maintain strong relationships with Ricoh sales teams (AMs, CEs, RVPs, VPEs, etc.) to identify and drive AV opportunities.
• Train and educate Ricoh sales reps on how to position and sell Cenero solutions in client meetings.
• Attend regional district sales meetings to promote Cenero solutions and increase awareness.
• Conduct joint sales calls, account visits, and in-field engagements with Ricoh reps.
• Provide ongoing feedback on sales synergy efforts to improve performance over time.

Solution Development & Consultative Selling

• Act as the SME for Cenero AV solutions, linking technology and services with client business challenges.
• Lead the discovery and design process, ensuring solutions align with client business objectives and desired outcomes.
• Work with Cenero's Service Sales team to position training, support, and managed services offerings.
• Develop and deliver compelling presentations and business cases to key stakeholders, including C-suite executives.
• Collaborate with design, project management, and implementation teams to ensure accurate pricing, scope, and execution of solutions.

Industry Knowledge & Professional Development

• Stay up to date on AV, Unified Communications (UC), and Workplace Management trends to enhance sales effectiveness.
• Maintain a positive, team-oriented attitude and demonstrate strong business acumen, communication, and technical knowledge.
• Participate in continuous learning and professional development to remain an industry expert.

Education and Experience

• Bachelor's degree (B. S.) from a four-year college or university in an appropriate field or equivalent on-the-job experience
• Must have 5+ years minimum successful BTB AV or AV-IT sales experience in audiovisual or related industries
• Proven ability to listen, extrapolate information, and leverage resources to effectively provide solutions to customer needs
• Proven ability to identify and build relationships with senior-level decision-makers
• Proven ability to effectively learn technical products, services, and solutions and readily apply new knowledge required
• Accurate and timely forecasting
• Challenger Sales Training is a plus
• Applicable manufacturer training and certifications are preferred

Skills & Competencies

• Excellent verbal and written communication skills.
• Strong interpersonal and customer relationship-building abilities.
• Superior time management and organizational skills.
• Ability to read, analyze, and interpret technical and financial documents.
• Strong presentation skills for management, public groups, and clients.
• Mathematical competency, including the ability to calculate margin, markup, cost, and profit.
• Strong problem-solving and analytical skills, with the ability to interpret technical instructions and variables.

COMPANY INFORMATION

Cenero is a leading provider of audio visual, unified communications, and workplace experience solutions, committed to helping organizations improve communication, collaboration, and productivity. We are a wholly owned subsidiary of Ricoh North America, one of the world's most recognized technology and digital services companies.

This strategic relationship enables Cenero to work closely with Ricoh's extensive sales organization, gaining access to their full portfolio of enterprise clients across all verticals. As part of the Cenero team, the Major Account Manager will have the unique opportunity to engage Ricoh's nationwide customer base as a powerful channel to identify and develop AV and collaboration opportunities-bridging the value of Cenero's innovation with Ricoh's expansive market presence.

At Cenero, we have a vibrant corporate culture which focuses on work/life balance. Cenero has won numerous awards including Best Place to Work and Inc Magazine's List of the 5000 Fastest Growing Companies (both awards 4 times). You can choose from a broad selection of medical, dental, vision, life insurance, and disability insurance options. You can contribute to your financial security with a Retirement Savings Plan (401K) with a company match. You can augment your education with tuition assistance programs. Enjoy paid vacation time and paid holidays annually. All of your benefits begin on Day One of employment.

Cenero provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Direct candidates only. HLH. No employment agencies or third-party resumes will be accepted.