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AT&T Client Solutions Executive 3 (CSE) Hunter is a direct selling, customer-facing, strategic sales executive. Responsibilities of the CSE3 Hunter include building and maintaining relationships with the client, executing account planning and account strategies, and pursuing new sales opportunities. Specific focus will be solution based selling of the AT&T Platform and Mobility solution portfolio. As an industry expert, the AT&T Hunter CSE3 not only understands the customer’s line of business but is able to identify key industry trends, successfully execute account planning and strategy and aggressively pursues opportunities within accounts that may have a strong competitor presence. AT&T CSE owns the sales process for complex solutions within the solution set, focusing on customized and customer-facing activities. May be assigned to a group of low-share accounts with upside opportunities.
Roles and responsibilities of the CSE3 Hunter include but are not limited to the following:
Lead development of account strategy and develop roadmap in collaboration with Sales Leader, Support and Sales team
Work directly and independently with the client
Account maintenance, development and growth with primary responsibility for revenue growth of Platform and Mobility solutions
Perform account management, account maintenance, and opportunity development
Lead account planning, forecasting/RMT input with sales leadership support for Mobility solution portfolio
Build, maintain, and manage relationships with key senior level clients
Interface with all partner organizations in support of account and sales accuracy, revenue protection and growth, and customer satisfaction
Invite customer to meetings/key events with senior AT&T executives to support positioning strategy
Identify customer needs related to entire AT&T solution portfolio, with a focus on solution-selling
Understand customer’s business and financial objectives
Know, understand and identify key industry trends
Analyze and anticipate business problems and provide solutions
Provide timely and accurate account status reports, forecasts, opportunity funnel and business plans to sales leadership and operational teams as required
Pursue new sales opportunities in the Mobility and Platform solution portfolio:
Focus on delivering Application Solutions, integrated solutions
Collaborate with partners for integrated solutions that span both product sets
Leverage new Technical Architectural resource for technical expertise
Perform in-depth research for potential Mobility solution opportunities
Validate rough budgetary pricing and financial feasibility for new opportunities
Qualify opportunities for sales overlay resources
Complete the following sales process activities for complex solutions:
Enter opportunity into eCRM/ROME/BASE
Complete integrated design
Complete ICB pricing process
Integrate all pricing into one package
Develop and tailor proposal template, leveraging RFP proposal center
Present proposal, contract package to customer and set expectations
Collaborate with customer to re-examine business needs and better tailor proposal, contract
Engage necessary technical resources for more complex solutions
Partner with post-sales support to ensure focus on customer satisfaction in all activities (e.g., project implementation, order tracking, escalations)
Serve as point of escalation for sales and post-sales issues to ensure customer satisfaction
Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results
Support stewardship, sales account management and customer satisfaction requirements
Qualifications
Required skills and experience:
8 to 12 years of direct work experience
Ten or more years consultative sales experience, business planning and executive positioning
Seven or more years of telecommunication sales experience include wireline voice and data and wireless application and solution selling
Excellent negotiation and closing skills
Strong presentation and communication skills
Strong Technical Knowledge of Access/Legacy Data, VPN, UC (VoIP, SIP, Telepresence, Contact Center) and Application Services (USI, Hosting) and Mobility
Excellent interpersonal skills
Proposal business writing
Extensive Knowledge of the AT&T Portfolio
Technical sales experience in a large-business environment
Excellent interpersonal, communication and organizational skills
Successful sales track record
RFI and RFP
Valid Drivers License
Desired Skills, experience and Education
12 or more years of relevant work experience
Bachelor degree in technical discipline, business and/or marketing
AT&T is an Affirmative Action/Equal Opportunity Employer, and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V
