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Sales and Account Manager, US Telco Market

ADB
Urbandale, IA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Sales and Account Manager, US Telco Market

 

We are currently on the look-out for a talented individual with experience direct selling in the following/related markets: enterprise network solutions, cloud solutions, hospitality and cable industry.

 

The Account Manager is responsible for supporting development of and executing on a comprehensive sales account strategy. The Account Manager will target key commercial Tier 2 & 3 Telco Operator accounts with specific focus on our Broadband solutions. Experience selling into the Telco tier 2 & 3 markets are a requirement and benefit to your success.

 

The account manager will also liaise with adb’s European Broadband sales and product teams to develop a solid working relationship to assisting you. In addition, the account manager should inform the product marketing and product development teams of market needs, and identify new opportunities for our business to capitalize on within the target accounts.

 

 

REPORTS TO:

General Manager Americas.

 

KEY TASKS

  • Define market potential, ADB’s market presence and product requirements for NA Telco broadband solutions.
  • Assigned to key existing key accounts to manage all aspects of sales and account management to include holding customer meetings and giving presentations to all levels from executives to field support people, development of quotations, presentation of RFX(s) and contracts, invoicing, and assurance of delivery and customer support
  • Identify the key account personnel for sales, technology, marketing and purchasing and manage these new and existing sales relationships
  • Act as ADB primary sales lead for selling services and driving annual revenues for System Integration, support services, and software sales
  • You will be expected to forecast annual sales per customer, per product and meet or exceed annual sales quotas against the forecast

 

KEY DUTIES

  • Provide lead account management in targeted accounts assigned to you
  • Meet or exceed sales quota
  • Represent ADB with Tier 1/2 Cable MSOs in the Americas; qualify leads, close deals
  • Position ADB to leverage our Cable and IP technology with large Tier 1 cable MSOs or other 3rd party cable systems integrators
  • Assist in developing business case justifications for target market segments
  • Drive ADB services sales into defined accounts
  • Create, manage and keep updated Account Development Plans for each account
  • Manage the commercial aspects of each account, such as timely invoicing and cash collection working with Sales Operations and the A&A finance lead
  • Lead and respond to RFI/RFP/RFQ requests; ensure appropriate internal approvals
  • Assist Product Marketing/Product Management in defining product requirements
  • Work with Sales Management and Product Teams to understand and represent product pricing
  • Utilize systems/processes related to forecasting and other required reporting
  • Promote the company and its product offerings at trade shows and events, often independently and with limited assistance
  • Provide feedback on competitors’ products and market activities

 

REQUIREMENTS

§ 7-10+ years selling into the Telco markets

§ SaaS or related software and services for BB backend is helpful

§ Successful track record of closing deals

§ Developing leadership capabilities

§ Must be self-motivated

§ Solid analytical skills (experience building, evaluating and clearly presenting complex business models)

§ Past experience with strategy development and management experience in Telco BB

§ Strong interpersonal skills

§ Excellent written and verbal communication

§ BS in business or engineering, MS or MBA is an asset

§ This position will require significant (60%-90%) travel

Location

Home base must be located near a major international airport

East coast strongly preferred for more overlap timezone communication with Europe and GM in Florida.

ADB

Why Work Here?
We do exceptional things - over 25 years on the market and created products for over 200 global and leading Pay-TV and broadband operators

Address

Urbandale, IA
USA

Industry

Business

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