SUMMARY
The Strategic Account Director is responsible for the overall success of the AT&T account within VeEX. They align VeEX resources to AT&T's strategic direction and work to ensure VeEX has a positive impact on key metrics for service delivery, maintenance, and profitability.
PRIMARY RESPONSIBILITIES
· Responsible for achieving yearly sales quota and strategic account objectives
· Leads the formation, communication, and execution of the strategic sales plan both internally and externally
· Responsible for growing each product line area within the account
· Leads solution development efforts that best address assigned customer needs, while coordinating the involvement of all necessary company personnel
· Proactively assesses, clarifies, and validates customer needs on an ongoing basis. Leads strategic interactions with key internal individuals to develop customer specific solutions
· Establishes productive, professional relationships with key personnel up and down the organization chart in assigned customer accounts
· Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
· Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations
· Works closely with marketing teams to introduce new products effectively and successfully to key account personnel
· Orchestrates first office applications and key product trials with assigned strategic account
· Gathers and reports customer intelligence to sales and marketing teams
· Acts as the point person for Sales team as it relates to customer deployments.
· Supports all company initiatives, gives actionable feedback, shares best practices, and serves as an advocate and information source for the company
Requirements and Experience:
· Bachelor’s degree in related field - preferred
· 5+ years’ experience selling capital equipment INTO AT&T – Mandatory!
· 5+ years’ experience selling test and measurement equipment – preferred
· Knowledge of the following technologies and how they behave in a network environment – preferred
· Ethernet/IP
· Optical – PON/WDM
· TDM
· Excellent interpersonal skills; negotiation management; etc. - mandatory
· Strong personal network within account - mandatory
· Highly motivated and able to work independently - mandatory
· Ability to travel – 50%+ - mandatory
· Job Type: Full Time