General Summary:
Manage and prospect into an assigned list of large National (Fortune 1000, Russell 2000, or named) accounts, focused on driving revenue with customers’ spending profile of over $100,000 per month. Work with the other members of the National Sales Organization to build and maintain relationships, and achieve an established quota. Hunt & farm within assigned accounts and develop & maintain relationships from the operational through the C-level.
Essential Duties and Responsibilities:
• Accountable for meeting 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.
• Gather information on the customer’s business processes, critical success factors, and competitive standing through a strategic and consultative sales approach to deliver value-added business solutions.
• Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
• Create and maintain accurate account plans and reviews with senior level XO management
• Structure presentations, offerings, and contract negotiations (e.g. MSAs, Pricing Addendums, Collocation, etc.) that move the customer toward the purchase
• Manages Administration by ensuring the following processes are being completed: PlanetX reports, Project Plans, Business Cases, Travel Forms, Etc.
• Collaborate with internal resources to share information and coordinate sales.
• Provide support, mentoring, and leadership to sales team members.
• Other duties as assigned.
Minimum Qualifications:
• Education: Bachelor's Degree preferred
• Relevant Work Experience:
• 7-10 years business to business sales experience
• 2+ years experience in assigned geographic area
• 5+ years telecom/high technology sales experience required
• Proven success selling at the National Account level strongly preferred
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Knowledge, Skills and Abilities
• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are, and usually are, in multiple locations.
• Expert Account Management skills
• Expert knowledge and experience in Senior Account Management, Time Management, and strong Business Acumen
• 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.
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