Enterprise Account Manager

Company Name:
XO Communications
Position Description
General Summary:
Generate revenue by selling XO products and services as a business solution for the enterprise customer. Sources for and identifies new customers and upsells to the acquired base of customers. Actively involved in the management, retention, and growth of current base of customers, as well as sources for and identifies new customers.
Essential Duties and Responsibilities:
Meets or exceeds assigned sales objectives and monthly revenue quotas by hunting for new logo opportunities and driving sales cycle to closure. Responsible for building a customer base, maintaining and upselling the customer base.
Maintains existing accounts and builds new revenue within named account base through large complex Voice, Data, Hosting, and IP products and services sales.
Gathers information on the prospect's/customer's business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions.
Structures presentations, offerings, and contract negotiations that move the customer toward the purchase. Reviews complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
Collaborates 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.
Develops and manages sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities. Develops, implements, and manages actions to cross-sell and up-sell services to existing customers earn additional business.
Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
Continues to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and IP application technologies.
Acquires and integrates industry knowledge related to general trends, emerging technologies, and competitors.
Other duties as assigned.
Minimum Qualifications
Education: Bachelor's Degree or equivalent experience
Licensures:
Relevant Work Experience:
5-8 years business sales experience with medium to large customers with 3+ years telecom or high technology industry experience required
XO sales employees with six-months off ramp performance at or above the targeted quota for an AM will be eligible for consideration
Supervise Staff? No
If yes, please provide list of titles and count.
Knowledge, Skills and Abilities
Basic Computer Skills Required? Yes
Software
MS Office
Databases
Customer Contact Database
Operating Systems
Windows
Job ID #: 9468
Location: Nashville, TN
Functional Area: Sales
Department: XO - Enterprise Sales Central
Position Type: Full Time - Regular
Education Required: Not Indicated
Experience Required: 5 - 7 Years

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