Job Summary
The Personal Systems & Collaboration Sales Specialist Account Manager drives high-value workplace and collaboration engagements by translating customer needs into measurable business outcomes. This role combines specialist expertise across Personal Systems (devices, lifecycle, services) and collaboration solutions (meeting room and personal collaboration experiences) to shape demand, build solution roadmaps, and execute opportunities end-to-end—growing revenue, adoption, and long-term account value.

Responsibilities

• Engage customer stakeholders across IT, workplace/UC, procurement, finance, and business leaders to uncover productivity and collaboration challenges and align solutions to outcomes.
• Develop and execute account strategies that connect end-user computing and collaboration investments to customer value (standardisation, user experience, security, manageability, cost-to-serve).
• Drive consultative discovery and solution-selling motions—diagnosing needs, mapping stakeholders, and building multi-threaded opportunity plans.
• Create, qualify, and progress pipeline with strong next-step rigor, ensuring predictable execution and high-quality forecasting.
• Design and present integrated solutions that bring together devices, peripherals, and collaboration experiences (including Poly where relevant), tailored to the customer environment.
• Lead commercial discussions and negotiations to secure sustainable growth and long-term relationships, balancing customer outcomes with business priorities.
• Monitor market and competitive dynamics in end-user computing and collaboration to anticipate customer needs and sharpen account priorities.
• Orchestrate internal resources across the account ecosystem (specialists, broader account team, partners/channel, operations) to deliver “One-team” execution.
• Maintain strong operational hygiene in CRM, including pipeline accuracy, deal plans, and activity cadence.

Required Skills and Expertise

• Stakeholder Relationship Management: Ability to build trusted relationships across IT and business stakeholders, with strong listening and consultative skills to uncover needs and drive alignment.
• Solution Selling & Discovery: Demonstrated capability to run structured discovery, connect problems to solution architectures, and create compelling proposals that drive decision-making.
• Strategic Account Planning & Vision: Experience developing account strategies that link near-term wins to longer-term adoption, standardisation, and growth.
• Value-Based Selling: Capability to position solutions in business terms and tailor messages to diverse stakeholders; able to articulate business cases and success metrics.
• Collaboration & UC Fluency (Poly Advantage): Working knowledge of collaboration use cases and environments (personal devices, meeting rooms, user experience, change/adoption considerations) and the ability to translate this into practical customer outcomes.
• Negotiation & Commercial Acumen: Skill in navigating pricing, terms, and trade-offs while maintaining customer trust and margin discipline.
• Influence in a Matrix: Comfortable coordinating across internal teams and partners to move opportunities forward without relying on direct authority.
• Communication & Presentation Excellence: Strong ability to simplify complex offerings into clear, compelling customer narratives and run effective customer conversations.
• Ethical and Professional Integrity: Consistently operates with confidentiality, honesty, and reliability, building trust through follow-through.

Success measures (first 6–12 months)

• Consistent pipeline coverage and quality (stage discipline, next steps, close plans) across Personal Systems and collaboration opportunities.
• Forecast accuracy and predictable operating cadence.
• Revenue attainment against quota/targets; clear evidence of solution expansion and attach where applicable.
• Increased adoption/standardisation outcomes in priority accounts (e.g., broader portfolio footprint across devices + collaboration experiences).
• Strong internal collaboration and visible contribution to account team outcomes.

Personal Attributes

• High ownership and accountability for outcomes, with resilience under pressure and a bias for action.
• Structured and organised approach to pipeline, forecasting, and prioritisation.
• Customer-first mindset with curiosity for understanding the “why” behind customer decisions.
• Adaptable, proactive, and committed to continuous learning.

Education & Experience Recommended

• Proven experience in B2B sales/account management (technology preferred).
• Experience in end-user computing and/or collaboration/UC solutions preferred (Poly experience advantageous).
• Bachelor’s degree (or equivalent experience) preferred.

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