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For your reference, we have included the original job posting below.
Enterprise Account Manager
Job Number:
40497199
Company Name:
XO Communications
Job Location:
Midvale, UT US
Job Category:
Sales & Sales Management
Enterprise Account Manager
Job Responsibilities:
General Summary:
Generate revenue by selling XO products and services as a business solution for the mid-market range customer. Actively involved in the retention and growth of current base of customers, as well as sources for and identifies new customers.
Essential Duties and Responsibilities: • Meet or exceed assigned sales objectives and monthly revenue quotas • Maintain existing accounts and build new revenue within named account base • Gather information on the customer's business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions • Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed. • Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business. • Collaborate with internal resources (e.g. technical, engineering, customer service and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction. • Develop and manage sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities. • Continue to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and voice application technologies • Apply sound strategies for protecting accounts and penetrating accounts held by competitors. • Participate in all mandatory and voluntary training programs that will enhance knowledge, skills, and abilities and maximize performance and skill development. • Other Duties as assigned.
Minimum Qualifications: • Education: Bachelor's degree preferred • Licensures: NA • Relevant Work Experience: • 4 - 5 years business sales experience • 1 year telecom or high technology industry experience (required)
• XO sales employees with six-months off ramp performance at or above the targeted quota for a Sr MAE will be eligible for consideration
Minimum Qualifications:
Knowledge, Skills and Abilities
• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are usually in multiple locations. • Excellent communication, presentation, qualifying, closing, and negotiation skills • Advanced account management skills • Advanced knowledge and experience in Sales Management, Time Management, Business Case & Financial Analysis. • Advanced understanding and experience in Telecommunications: Voice, Data, ISP, SIP, ESIP, Wavelength, Co-location Services, Convergence • Advanced understanding of contract negotiations, and Sales Engineering (SONET, DMS 500, DACS, Switching)
