SAVVIS – Lithia Springs, GA – $ 100.000+

CenturyLink Technology Solutions (CTS), which operated as Savvis until Jan. 21, 2014, delivers innovative managed services for global businesses on virtual, dedicated and colocation platforms. With deep IT infrastructure experience and an advanced network at the foundation, CenturyLink Technology Solutions services are enhanced by flexible automation and customization choices, enabling enterprises to focus on business results and advancements for their customers. CenturyLink Technology Solutions accolades include being named the No. 2 retail colocation provider by Synergy Research Group and Frost & Sullivan and earning cloud and managed hosting leadership recognition from leading industry analyst firms.

CenturyLink Technology Solutions is an operating segment within CenturyLink, an S&P 500 company listed among the Fortune 500 list of America’s largest corporations.

The CTS Sr. Account Manager 1 is responsible for selling CTS’ entire portfolio of Enterprise Managed Services and Cloud solutions into an assigned base of existing accounts within a specified geographic territory or vertical.  The Account Manager’s primary focus is to deepen and expand the relationship between CTS and key named accounts to maximize revenue and minimize churn.  The Sr. Account Manager 1 is a seasoned professional who requires minimal managerial guidance; usually the coaching is for large, complex and consultative deals.

Position Summary:

  • Develops and executes against a strategic account plan for each named account to achieve maximum profitability.
  • Elevates and expands CTS presence in account via documented, systematic approach
  • Prospects on a continual basis to identify, qualify, and close high quality net new business within existing key accounts.
  • Achieve or exceed monthly revenue targets to achieve CTS profitability
  • Mitigates risk of named account churn

Essential duties:

  • Build, sustain and expand relationships with decision makers and influencers within key named accounts
  • Expand CTS presence in customer organization through elevated relationships and increased visibility brought about by accomplishment of key tasks
  • Establish role of Trusted Advisor within accounts
  • Develops, maintains and updates account profiles
  • Build insightful and influential champions and coaches to help identify and qualify opportunities in complex environments
  • Strategically educates customers of new solution releases or industry trends and updates via planned sessions
  • Effectively qualify opportunities to ensure greatest return on time and resource investment across territory (financial state/budget, propensity to outsource, etc.)
  • Use an effective consultative approach to create highly differentiated solutions that establish CTS as a strategic business partner
  • Effectively leads and  leverages internal resources at multiple levels within CTS and the customer to build the best solution for customer
  • Fully understand the customer’s decision process and create a formal trial closing process to ensure deal closure in a complex environment
  • Provide accurate forecasting and effectively balance opportunity development with prospecting activities
  • Provide thought leadership related to building a compelling set of offerings to address business needs within customer account
  • Identify, understand and solve any obstacles or objections to the successful sale of CTS services
  • Supports account needs by developing a network of internal support to facilitate the highest level of service delivery and efficient problem resolution
  • Manage the CRM tool and provide weekly feedback on prospects and opportunities

Minimum Requirements:

  • Minimum of 5-8 years of sales experience in Technology Services and 7-10 years of business experience
  • Demonstrated success in applying consultative selling techniques to opportunities
  • Ability to exceed sales quotas
  • Ability to close large complex managed services opportunities
  • Demonstrated success in building relationship with prospects and clients
  • Advanced knowledge of CTS offerings, products and services
  • Existing industry relationships including partners, VARs, system integrators
  • Existing C-level contacts in assigned territory market

Demonstrated success in selling one or more of the following:

  • IT Infrastructure Services/ Outsourcing
  • Cloud solutions
  • Managed Hosting
  • Managed Security
  • CDN
  • Colocation
  • Consulting/Professional Services

Advanced level proficiency in the following CTS Sales Competencies:

  • Account and Relationship Management
  • Systematically Manages Account and/or Territory Plan
  • Effective Networking
  • Territory and Pipeline Management
  • Build and Propose a Business Case
  • Qualifying and Analysis
  • Business and Financial Acumen
  • Close the Deal

Candidate Profile:

  • Exceptional strength in developing deep executive relationships
  • Ability to confidently and effectively interact with individuals at the Executive level.Takes a personal stake in developing outcome of delivery.
  • Positions self as Subject Matter Expert/Trusted Advisor within accounts
  • Lifelong learner; fascinated by ideas & trends in IT; ability to educate customer on such information

Education/Certifications:

  • Bachelor’s degree preferred
  • Technical sales certifications (VCP, Cisco, etc.) preferred
  • Consultative or solutions selling training (Miller Heiman, Sandler, etc.)

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