Trade.Information

Description

Managing and prospecting into a group of 20-35 Large National (Fortune 1000, Russell 2000, or named) accounts, focused on driving revenue, building and maintaining relationships, and achieving an established quota. Candidate will hunt & farm within these accounts and develop & maintain relationships from the operational through the C-level.

Essential Duties and Responsibilities:
• Accountable for meeting and/or exceeding assigned sales objectives and monthly revenue quotas, maintaining existing and building new revenue within named account base through large complex Voice, Data, Hosting, and IP products and services sales
• Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations
• Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors
• Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
• Partner with customers through a strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding business solution.
• Provide Customer Advocacy (Marketing, Product, Provisioning Support; set clear expectation with customer and provide feedback and updates on a consistent basis)
• Create and maintain accurate account plans and reviews with senior level management
• Perform Contract Negotiations (Develop and propose MSAs, Pricing Addendums, Collocation, etc.)
• Manages Administration: Ensure the following processes are being completed: PlanetX reports, Project Plans, Business Cases, Travel Forms, Etc.

Job Requirements

Experience:
• Education: Bachelor's Degree.
• Licensures: Possess valid driver’s license and reliable transportation.
• Relevant Work Experience:
• Demonstrate 7-10 years’ successful direct industry and related experience with 2-3 years’ experience in assigned geographic area.

Knowledge, Skills and Abilities
Expert Account Management skills
• Expert knowledge and experience in Senior Account Management, Time Management, Business Case & Financial Analysis
• Advanced knowledge, understanding, and experience in MPLS, IVR, Data, ISP, Voice, and hosting and managed services
• In-depth Regulatory knowledge and knowledge of tariffs
• Proficient in contract negotiations
• Possess excellent verbal communication and presentation skills up through Large Accounts
• Must have excellent verbal and written communication skills and be able to present in both small and large group settings. Must have a polished, professional presentation
Software
• Word
• Excel
• PowerPoint
Databases
• Proficient with database management; i.e., Siebel, Salesforce.com, etc
• Possess 7+ years’ business to business technology sales experience in large accounts including 5+ years in telecommunications B2B sales.

Category: Communication Engineering

Country: United States