Strategic Account Manager - Managed Services York Telecom
THIS JOB HAS EXPIRED Location : 1. Eatontown NJ US 07724
2. Washington DC US 20001
3. Los Angeles CA US 90001
4. Chicago IL US 60601
Job Type : Full Time
Shift/Hours : First Shift (Day)
Career Level : Experienced (Non-Manager)
Education : Bachelor's Degree
Skill : Sales -> Cold-Calling, Outside, Territory Management
Category : AV Technology
Job Description :
At Yorktel we don?t make video, we make video work. We design, integrate and manage world-class video solutions that enable visual communications ? anytime, anywhere, anyway. From video conferencing to streaming video, media services to digital signage, Yorktel makes video work ? for you. Our philosophy is clear: Simplify. Innovate. Connect.
We are currently seeking a Managed Services Strategic Account Manager to demonstrate proficiency in identifying and selling enterprise opportunities directly related to Managed Services. The Managed Services Strategic Account Manager is responsible for the development, drive and close sales of solution opportunities that involve technology, professional services, and change to major enterprise companies in the Domestic United States.
Must be skilled in the identification, qualification, presentation, and closing of technology services to solve unique business problems. The Managed Services Strategic Account Manager will be involved in the total sales cycle including prospecting, proposal preparation and presentation to new clients and growing the services business in targeted accounts. The successful candidate will have consistently demonstrated the ability to exceed quota assignments, manage complex sales cycles in the development of new business while ensuring ongoing customer satisfaction.
The ideal candidate would have a proven track record, strong business development skills and experience managing and growing enterprise-level, global accounts. Positions entail relationship management with Director and C-level Executives and oversight of managed video conference and media services delivered by Yorktel. Experience in video conference or streaming media is preferred. A strong understanding of managed services, technology implementations and the ability to work closely with key technical and project management professionals is a plus.
This position reports directly to the Vice President, Advanced Services. The Managed Services Strategic Account Manager will work directly with other team members within the sales organization to qualify and close managed video services and cloud solutions. The role will sell into medium and large engagements based on a standard set of services and solutions within the video conferencing and media services space. All products sold be will have a basic recurring monthly fee based structure.
Depth of Knowledge Required:
The ability to analyze, propose and close complex video solutions for customers. Strong written and verbal communications internally and externally are essential. This position should have expert knowledge of video conferencing and streaming media technologies. In addition, this position requires expert ability to show the value of managed services to effectively sell our services to the marketplace. Experience selling Managed Video Services and product deployment experience is required.
Authority and Decision Making Capabilities:
This position will have the authority to provide solutions to customers within the scope of services provided by Yorktel.
Internal and External Relationship Responsibilities:
This position regularly influences external customers to achieve a mutually desirable outcome. This position will make recommendations to customers with regard to managed service solutions. This position requires regular planning and team work in order to close deals. This position must will regularly communicate answers to complex questions and respond to detailed inquiries about technical solution and how Yorktel can provide services and solutions to ensure client satisfaction. This position is expected to protect all internal and external confidential information and must utilize discretion and judgment based on company policies and procedures.
Identify, quantify, qualify and close services solutions
Establish a professional, working, and consultative relationship at the CXO level and with executives in lines of business to interpret business requirements and challenges to translate them into technical solutions
Maintains expertise on Information Technology at all levels- new applications, maintenance, typical budgets, typical objectives, etc
Meets or exceeds monthly, quarterly, and annual revenue & margin quotas.
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
Manages end-to-end sales processes in large deals
Researches and understands the client's industry. Deeply understands client business strategies and challenges.
Aggressively maintains high-level of customer loyalty and builds trust and integrity in the sales cycle.
Demonstrates breadth and depth of knowledge in aligning Yorktel capabilities to client business and IT priorities, and positioning relative to competitors.
Advocates for client needs during sales cycle and in addressing any delivery issues.
Builds and execute on Account Plans that includes both short and long term objectives
Actively drives Account Plan results through effective account management and reviews
Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. Manages a balanced pipeline representing all of the businesses being pursued.
Engages partners effectively to improve win rates and delivery of selected deals.
Orchestrates all Yorktel resources and sponsorship essential for executing the account business plan.
Maintains strong relationships with CIO Strategy Office, Product Management, and Managed Services Operations Center to fully understand and clearly articulate Yorktel?s existing service offerings and forward looking roadmap.
Other duties as assigned
Job Requirements :
Key Technical Responsibilities:
The Managed Services Strategic Account Manager will handle all managed services sales initiatives to close. . Must have technical knowledge of systems and services provided by Yorktel.
Proficient in Microsoft PowerPoint, Word, Excel, etc
Various sales and pipeline software.
Advanced working knowledge of Video Managed Services
Advanced working knowledge & understanding of Scheduling products and challenges impacting managed services customers (Outlook, Lotus Notes, TMS, Web Portals)
Knowledge of Polycom Systems, Tandberg/Cisco Systems, Vidyo, Creston, and other audio and video technologies.
Skills and Additional Qualifications:
High levels of Professionalism and Integrity
High ability to work with peers
Exceptional customer service skills
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
Aggressive in pursuing opportunities
Experience in large revenue and complex deals: multi business unit, multi-product line and multi-partner
Knowledgeable in competitors' offerings to be able to sell large solutions
Strong sales process methodology
Direct and measurable experience selling, designing and implementing complex, customized engagements
Ability to lead, motivate and influence others (internal & external) to achieve results
Proven track record of selling and/or delivering solutions to medium to large-scale enterprise companies across all industries.
Experience in identifying, qualifying, proposing and closing business opportunities, including applications, technology, and/or process improvement.
Executive presence with excellent communication skills and the demonstrated ability to develop and harvest relationships with both business and IT executives.
Ability to craft and present a value proposition, including a client-specific solution. Solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements.
Experience selling and delivering value add solutions to clients
Hands-on experience and understanding of structured methodologies for the implementation of solutions, process improvements and/or service transformation.
Exceptional written and verbal communication skills
Outstanding teamwork, relationship building, and mentoring skills
At least 10 years experience in business development / sales role within large scale consulting or professional services organization
At least 10 years experience in identifying, qualifying, proposing and closing business opportunities, including applications, technology, and/or process improvement.
At least 10 years experience in current/recent track record of being a lead or holding individual ownership of quotas in solution/consulting sales to enterprise customers
At least 8 years experience in developing and presenting client value propositions, including a client-specific solution. Solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements
May require occasional lifting (up to 25 lbs)
Requires extensive sitting, standing and walking
Up to 75% Domestic travel requiring multi-night stays within the Domestic United States
Valid passport; possibility of International travel
Valid U.S. driver?s license
Must be willing to complete background checks and drug tests as required by current or future contracts
Join us and you will enjoy an excellent salary and benefits package, including 401k and Flex 125 plans.
It is our policy to employ qualified persons without regard for race, creed, color, national origin, nationality, ancestry, age, sex, marital or domestic partnership status, sexual orientation or disability. Individuals are considered for employment, promotion, or training solely on their ability to perform the essential functions of the position. Minorities and women are encouraged to apply.
Offer Relocation : No
||81 Corbett Way |
Eatontown, NJ 07724
THIS JOB HAS EXPIRED