Manages a key global account. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries. Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company's portfolio. Reports outside the country sales organization but does manage directly local sales resources.
Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.
Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.
Acts as business partner to account and "extension" of the customer's IT management team.
Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.
Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.
Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-term business opportunities for the company.
Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.
Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.
Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.
Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries/regions.
Provides the business rationale and risk assessment for making company investments in the account.
Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets
Account Team Management
Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.
Coaches account team members to optimize performance and to enable broader and deeper client engagement.
Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.
Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.
Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.
Drives integrated planning and coordinated sales execution effectively.
Essential Job Functions
+8 years of experience in sales
Telecomm and tech experience
Available to travel
Manage accounts of 10-20 million per year
App services, itl, cloud services, telecomm
Availability to work 80% of the time travelling