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Enterprise Business Development Manager

China Unicom americas Operations Limited
Herndon, VA
  • Posted: over a month ago
  • Full-Time
Job Description


Enterprise Business Development Manager


This position is responsible for selling China Unicom products in the assigned region with minimum supervision. The ideal candidate is able to handle end to end sales cycle and lead a project team to bid on complex solutions. Additionally, this position requires product and partnership generation skills, and a background selling to, or working with, companies doing business in the United States.


• Responsible for selling IP, IPLC / IEPL, MPLS VPN, IDC, ICT and other similar products in the US market, meeting quarterly and annual sales targets;
• Develop long-term relationships with our enterprise customers, especially multi-national corporate customers;
• Identify sales leads, provide sale support (including working with engineering and operations for the successful cutover of sold services), manage sales processes, close sales deals, and negotiate terms and conditions;
• Review and organize business case documentation for Bid Reviews and/or other requests requiring approval from senior management;
• Lead on contract negotiations; coordinate Executive, Legal and Operational resources to drive process to timely completion;
• Develop and document formal territory plan that clearly analyzes and defines the target customers, and articulates the strategies and tactics to develop business with them;
• Manage and document adequate sales pipeline (estimated 5X annual revenue target);
• Provide accurate weekly activity, and various monthly and ad hoc reports to senior management;
• Act as an escalation point for customers to remove any and all obstacles to developing business in the target markets.


• Lead on contract negotiations; coordinate Executive, Legal and Operational resources to drive process to timely completion;

• Bachelor’s Degree or equivalent education;

• Experience in selling both business and technical solutions;

• Experience in selling global network solutions between the US and Asia Pacific regions;

• Proven selling techniques and strong account management skills;

• Able to conduct prospecting and manage customers independently;

• Good understanding of global telecom solutions industry and sound knowledge of the market trend;

• Solid individual network with telecom industry and/or corporate community within region;

• International telecom sales experience with proven track record of exceeding revenue targets.


Edison, NJ or San Jose/LA, CA

China Unicom americas Operations Limited


Herndon, VA
20171 USA



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