Our client is a not-for-profits member association for digital business with particular focus on the telecommunications market. The company has been around for about 30 years, with its HQ being in London and NY. The company operations globally.
They are currently looking for an Account Director - EMEA with an ASAP start.
The role involves upselling services to the association's members - over 900 members including MNO, MSO, Cable, Fixed etc / Oracle, Ericsson, BT, etc. The services include coaching, training, conformance and benchmarking against the associations standards. The core part of the association helps create OSS / BSS architectural / process standards, runs events and technology initiatives.
We are looking for an individual with experience of successfully selling into and engaging/account managing within Telco/IT/Enterprise market.
The candidate should understand how to handle the sales of complex solutions. The client would be especially interested in those with a technical (OSS / BSS) background before moving into sales but this is not essential. Someone with a presales background would also be considered.
Job Description and Responsibilities:
Overall lead for engagements for defined set of accounts, forging/cultivating relationships and building business;• Responsible for supporting the strategic direction for the business, by providing on-going, closed loop feedback to Marketing and Product lines of business;• Foster engagement with key the company’s members and accounts, developing relationships of influence with CxOs and help position the company as a key partner in supporting their digital transformation journey;• Developing and maintaining the business plan, deal plans, in line with the overall targets for the next 2-3 years;• Mapping, navigating and understandings prospects informal and formal decision criteria, pain points, strategic imperatives;• Maintaining sales funnel and forecasting accuracy;• Meeting and exceeding the commercial objectives and revenue targets.
Desired Skills & ExperienceL• Min 8yrs relevant experience, with 5-8 yrs Large account management experience in Telco / IT /Enterprise Accounts, as well as significant BSS / OSS / network solution architecture and design experience;• Should have existing account Senior Executive relationships;• Experience in directly selling of highly complex & large technology solutions;• Mature interpersonal skills, with the ability to influence at C-level in large Enterprises;• Ability to innovative independently in the sales process and support in creating the sales messaging;• Self-starter with a very strong strategic & tactical business sense and highly competitive;• Strong knowledge & understanding of telecoms business models, technologies & ecosystem;• Solid track record in winning multiple large deals in key telco/IT accounts;• Should have proven track record in exceeding sales targets;• Team player with excellent presentation and communication skills.Qualifications:- BE/ B. Tech. in Electronics & Telecommunication , MBA preferred
Base salary: £65,000 - 75,000 depending on experience. Potential to double the OTE.
It’s a full time position which allows you to be working from home 2-3 days a week and also would require you to be working from office - Central London, 2 -3 days a week.
The company is holding events 2-3 time a year and you might be required to travel to participate in them.