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Account Director
CenturyLink
Herndon, VA, United States
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Account Director - Cloud, Hosting, IT Services - East
CenturyLink (NYSE: CTL) is a global communications and IT services company focused on connecting its customers to the power of the digital world. CenturyLink offers network and data systems management, big data analytics, managed security services, hosting, cloud, and IT consulting services. The company provides broadband, voice, video, advanced data and managed network services over a robust 265,000-route-mile U.S. fiber network and a 360,000-route-mile international transport network. Visit CenturyLink for more information.
Job Summary
Responsible for managing business development activities within the CenturyLink Channel Partner Program (opportunity creation, hunting for new opportunities, and working with existing CenturyLink Partners) for the Cloud, Hosting & IT Services portfolio. Accountable for the sales coordination and strategy with key partners and within assigned key account(s). Responsible for the overall development and implementation of the account plan.
To be successful in this role you need to have a firm understanding of Cloud, Hosting, & IT Services, Indirect selling models, the vendor partner ecosystems, and most common industry application platforms. The candidate must be experienced in solution development and have a good conceptual understanding of how to architect highly scalable, secure, and easy to deploy customer solutions. The role will require an ability to work with the customers/partners across organizations, geographies, technologies and clients in support of the global Cloud, Hosting & IT Services portfolio.
Job Description
• Prospecting for new selling partnerships within the assigned territory and working with the existing base of CenturyLink Partners to uncover new opportunity.
• Maintain and grow Cloud, Hosting, and IT Services total billed revenue within the assigned account base.
• Build and maintain a rolling 6-month pipeline of 5 times quota.
• Adequately coordinate and lead the sales process for the Cloud, Hosting, & IT Services solutions
• Sufficiently prepare for all meetings, including meeting purpose, agenda, and logistics.
• Sufficiently follow-up after all meetings with summary, next steps, and action items necessary to advance the opportunity.
• Working collaboratively with the Indirect teams to uncover Cloud, Hosting, & IT Services opportunity
• Being responsive to requests from the Indirect sales team for assistance selling the Cloud, Hosting, & IT Services portfolio.
• Drives account management responsibilities as an overlay sales role including solution creation, solution offering, configuration management, order issuance, service delivery, service management and revenue recognition. Demonstrates a balance of strategic and tactical thought leadership.
• Identifies, bids on, negotiates, and closes new sales opportunities in order to meet and exceed established sales and revenue quotas. Provides comprehensive account plans and strategies to win new business from new and/or existing accounts.
• Provides input to sales management about trends and changes taking place within the customer’s organization, and makes recommendations about future courses of action necessary of the company towards improving its position with the customer.
• Provides accurate and detailed weekly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements.
• In-depth knowledge on a specific products and/or services. Interaction with Product management for nonstandard / custom requirements based upon customer needs.
Qualifications
• 10+ years of customer facing experience in a technical consulting role with expertise in Solution Architecture. Knowledge and understanding of the telecom industry's competitive landscape.
• Ability to presenting to C-level executives
• Experience in the design and implementation of Cloud, Hosting & IT Services
• Strong knowledge of the existing vendor ecosystem in the area of expertise
• Strong organizational skills, with the ability to work independently as well in a highly collaborative, team-based environment
• Experience with Salesforce.com preferred.
• Demonstrated strong communication, written, and formal presentation skills as well as proficiency in selling to the close.
• Proficient in MS office products: Outlook, Word, Excel, and PowerPoint.
• Requires at least 50% or more of time conducting sales activities outside of the office.
Requisition #: 205176
This job may require successful completion of an online assessment. A brief description of the assessments can be viewed on our website
EEO Statement
We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.
Disclaimer
The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.