Location:

Seattle, WA

Discipline Description:

Sales

Req. Number:

10582

Employment Status:

Full Time

Functional Unit:

Business Services - Marketing

Openings:

1

Recruiter:

S. Walker

Job Responsibilities:

General Summary:

Manages a team of Sr. Enterprise Account Executives responsible for prospecting and selling into large (Fortune 1000, Global 500 or named) accounts, focused on driving revenue, building and maintaining relationships, and achieving an established quota.


Essential Duties and Responsibilities:

• Coach, develop and lead a sales team responsible for:

• Reviewing complex customer requirements, equipment configurations, feasibility of intended applications and adequacy of implementation plans for customer needs, and provides specific solution recommendations
• Acquiring and integrating industry knowledge related to general trends, emerging technologies, & competitors
• Developing and managing a sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
• Partnering 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.
• Providing customer advocacy (Marketing, Product, Provisioning Support; set clear expectation with customer and provide feedback and updates on a consistent basis)
• Creating and maintaining accurate account plans, reviews and forecasts with XO management
• Performing contract negotiations (Develop and propose MSAs, Pricing Addendums, Collocation, etc.)
• Managing administration: Ensure the following processes are being completed: PlanetX reports, Project Plans, Business Cases, Travel Forms, etc.
• Develop and maintain a network of referral partners
• Work closely with PM and SE resources
• Create a results-driven, customer focused/solutions oriented environment which holds every team member accountable for delivering individual and organizational results.
• Travel to cities within region of responsibility on a regular and as needed basis
• Coordinate business cases for investments
• Attend sales calls when needed
• Help Sales Reps strategize on how to penetrate accounts
• Ensure that all other functional area are engaged and informed
• Assist in contract negotiation
• Manage forecast and large deals report for region
• Manage and drive referral partner activity
• Keep updated records for all activity reporting tools
• Build a sales team that exemplifies a disciplined strategy and takes advantage of the company’s many market opportunities within its customer base.

Knowledge, Skills and Abilities:

• Proven ability to attract, develop and lead a high performance sales team
• Proven ability driving/achieving aggressive sales plan objectives
• Proven ability to set high but reachable goals and objectives, communicate those goals effectively and direct and motivate an organization to successful goal attainment
• Outstanding communication skills with the ability to articulate and present ideas that establish executive credibility while building positive professional relationships
• Strong customer orientation
• 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
• 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 presentatio


Software:
• Word
• Excel
• PowerPoint

Databases:
• Proficient with database management; i.e., Siebel, Salesforce.com, etc.

Minimum Qualifications:

Minimum Qualifications:
• Education: Bachelor’s degree in Business Administration, Sales Marketing or a related field
• Relevant Work Experience:
• 10+ years successful sales experience in telecom or high tech industry
• 5+ years relevant results-oriented sales management experience with progressively increasing responsibilities within the telecommunications industry
• 5+ years leading a national account level sales team
• Supervise Staff, YES
Sr Enterprise Account Executives (5-6)

Submit Profile:

To Submit Your Profile, Click Here

Send to a friend:

XO Communications is an Equal Opportunity Employer.