What you’ll be doing...

The Account Manager is responsible for maintaining and growing revenue within an assigned account base of high-value existing enterprise customers. The Account Manager will manage client relationships, lead renewal negotiations, identify and pursue upgrades and migration opportunities, ensure customer adoption of products sold, and engage the Verizon and partner ecosystem as appropriate. You will own the customer relationship and revenue base, inclusive of renewals, migrations, as well as upsell and cross-sell opportunities. You will identify leads for significant new opportunities and partner with the assigned Sales Executive, if appropriate, to close said opportunities. You may receive general guidance for the accomplishment of short term goals and operating objectives within a complex work environment; generally plans and executes own work; may receive guidance on complex work assignments; decisions are made independently. You will act independently and exercise independent judgment and discretion within generally defined practices and policies to select appropriate methods or techniques for obtaining solutions.

  • Uncover and develop senior C-level executive relationships within assigned accounts.

  • Lead the development of the Strategic Account Plan, which is shared with customers to align new products and services to agreed-upon business outcomes.

  • Create and maintain detailed and accurate Strategic Account Plans and review/update and communicate these on a regular basis.

  • Collaborate with the Solutions Architect and Product Specialists for technical value proposition and approved architectures and designs.

  • Create proposals with a clear value statement, deal economics and customer benefits while coordinating with PCM to price and shape sales proposals.

  • Respond to qualified RFIs, RFPs, RFQs.

  • Lead contract negotiations for renewals and participate in contract negotiations for new products and services, all with a focus on profitable sales.

  • Manage the contract lifecycle, resolve contract disputes, and answer basic and complex capabilities questions.

  • Prepare for and execute customer meetings to develop and maintain account relationships while maximizing territory coverage.

  • Work with the customer as appropriate to define and execute migration strategies.

  • Prepare/maintain sales forecasts and forecast pipeline, account status reports, and make recommendations to enhance account growth and new revenue potential to meet or exceed sales quota.

  • Conduct Quarterly Business Reviews.

  • Complete ongoing VES training, continue business, industry and account education and complete expenses in a timely and accurate manner.

What we’re looking for...

You have demonstrated in previous roles: proven track record in consultative selling, strong leadership and management skills, and an ability to operate in positions requiring significant self-direction, motivation, and autonomy.

You’ll need to have:

  • Bachelor’s degree or four or more years of work experience.

  • Six or more years of relevant work experience.

  • Five or more years of strategic/solutions and/or systems integration sales experience or related discipline.

  • Willingness to travel.

Even better if you have:

  • The ability to maintain revenue (through management of write-downs, churn, and credits) as well as grow revenue (through identification of new business opportunities).

  • Outstanding knowledge/understanding of the customer’s environment as it relates to their specific sector.

  • Ability to identify sector trends and drivers, understand key applications that solve business problems in a sector, and deliver solutions that meet customers’ specific needs/requirements.

  • Deep understanding of the fundamentals of solutions selling and how to leverage relevant tools to improve sales.

  • Highly developed understanding and active application of effective negotiation techniques.

  • A proven track record of exceeding annual sales plan.

  • Ability to Articulate client business value with consultative selling approaches, through proposals and oral presentations.

  • Understand the delivery implications of consulting opportunities and sell solutions that can deliver.

  • Ability to work in a highly ambiguous, dynamic environment and balance competing demands and priorities.

  • Ability to operate independently to build a successful sales pipeline/channel, but also collaborate with and engage colleagues and vendors when appropriate

  • Understand key partner and competitor offerings which overlap the VES solution space.

  • Ability to manage, lead and influence others outside of their department/functional area at a senior level; therefore, managerial experience

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When you join Verizon...

You’ll have the power to go beyond – doing the work that’s transforming how people, businesses and things connect with each other. Not only do we provide the fastest and most reliable network for our customers, but we were first to 5G - a quantum leap in connectivity. Our connected solutions are making communities stronger and enabling energy efficiency. Here, you’ll have the ability to make an impact and create positive change. Whether you think in code, words, pictures or numbers, join our team of the best and brightest. We offer great pay, amazing benefits and opportunity to learn and grow in every role. Together we’ll go far.

Equal Employment Opportunity

We're proud to be an equal opportunity employer - and celebrate our employees' differences, including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.