Job Description

ACCOUNT MANAGER ROLE AND RESPONSIBILITIES

Unique work for this role:

· Own the Relationship – from the time you introduce yourself throughout the management of the account by identify needs and selling solutions (through service delivery & follow-up as needed).

· Work with a non-standard playbook; be able to facilitate the value proposition to differentiate yourself with our unique solutions and services based upon the customers unique needs.

· Ability to engage with multiple customer functional leaders (finance, IT, site, procurement, management)

Critical Skills & Experience:

· Strong business acumen, we need a self-starter who understands business and makes the right decision in the benefit of the customer and the company with integrity and highest level of ethics.

· Influence- working with multiple leaders across multiple functions to build shared vision for the solution and the value in partnering with a small Integration firm; long term relationship development.

· Put together the pieces & build a unique technical solution based on the needs of the clients by understanding technology and leveraging internal and partner resources.

· Attention to detail, go deep into the customers core business to position IT solutions that connect the dots to solve their problems and build value in their organization; enable the client to focus on their business and let us handle their day to day IT needs.

· Project Management liaison: critical for successful implementations, this is a requirement as we are lean, and the ability to collaborate and effectively communicate with the internal team and clients for a positive end result are crucial.

Client/Account Relationship:

· Builds strong professional working relationships with the client. Establishes a high level of personal credibility with key client executives within all customers.

· Leverages relationships with existing network and build credibility with new client influencers and decision makers.

· Research and understand the client's industry and the value of what Centerlink can deliver with their solutions. Deeply understands client business strategies and challenges so you can correctly position product offerings and solutions.

· Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle. Advances opportunities that result in profitable revenue growth to attain quota.

· Demonstrates breadth and depth of knowledge in the IT industry with your knowledge and capabilities to clients business and IT priorities, and positioning relative to competitors.

· Advocate client’s needs during sales cycle and address them with solution proposals –

“Here is the problem and here is our resolution”.

· Cultivates and maintains high-level of customer loyalty, trust, and integrity.

Business Management:

· Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. Manages a balanced pipeline representing all of the businesses being pursued; create track and present a weekly funnel report.

· Identifies, nurtures, and closes new solution opportunities that result in substantial growth in Centerlink share, revenues, and margin.

· Attain weekly activity Goals – our expectations are as follows:

Daily outbound calls and email correspondence
Weekly client meetings (virtual and in person)

· Engages partners effectively to improve win rates and delivery of selected deals, for demos, technical explanations, and vertical specific solutions.

· Meets or exceeds quarterly and annual GP quotas.

· Orchestrates all Centerlink resources essential for winning deals, sales manager – systems engineer - CTO.

· Effectively engages and manages the right resources in presales and solution design to support complex deals.

· Drives integrated planning and execution; coordinates effective sales delivery through follow-up and consistent communication with the customer to ensure client engagement success.

· Proactively engages customers and vendor resources to build a strategic relationship and favorably positions long-term business opportunities for Centerlink.

· Engages sales specialists, channel and alliance partners to fully leverage company’s portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account.

· Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.

Scope and Impact:

· Typically pursues the acquisition of 50 new Accounts in the first 12 months.

· Typically qualifies and closes deals of moderate to high complexity – you have to build the credibility earn the trust and engage the resources available to win.

· Work with all levels of decision-makers in the client organization comfortably. They need to know who you are and why you are there.

· Effectively markets both self and company to build brand awareness and respect.

· Work to become the trusted advisor – and go to IT resource.

Qualifications:

· 1 year+ account management experience in Telecommunications / Information Technology services business preferred; but willing to train the right candidate.

· Uses consultative, solution selling and business development skills at the CXO and Management level to align the client's business needs with Centerlink's solutions.

· Builds strong CXO level relationships, especially working with executives in lines of business.

· Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals - proactive presentation of value solutions.

· Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.

· Submits timely and accurate forecasts and continually coaches team to do same.

· Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.

· Uses financial-selling techniques with the client and Centerlink internal to position value and advance sales motions.

· Demonstrates strong presentation and communication skills at the executive level.

· Manages end-to-end sales processes in large deals.

· Adheres to Centerlink's standards and code of ethics.

· Bachelor's Degree preferred.

*Compensation commensurate to experience, knowledge, and qualifications*

Industry Acumen:

· Deep knowledge of the Information Technology industry and the corporate SMB account structures.

· Keeps abreast of trends and lead discussions with IT on strategic directions and how solutions can genuinely benefit an organization.

· Strong knowledge of Centerlink's breadth of solutions and engages specialist resources as needed.

· Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.

Specialty Knowledge:

· Solid knowledge of basic and enhanced products, solutions, and services offerings, as well as some competitor's offerings to be able to sell small to large scale solutions.

· Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.

· Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating and closing deals.

· Demonstrates a successful ability to leverage Centerlink's portfolio of products and services to change the playing field against our competition.

Job Duties:

Manage multiple accounts, ensuring that a high level of customer retention and satisfaction is maintained
Meet monthly quotas
Engage with multiple customers on a daily basis by reaching out to new clients, and by developing campaigns for maintaining customer loyalty
Implement strategies for retaining customers requesting to terminate or downgrade their account
Record changes to customer accounts, updating service packages, adding accounts, and removing accounts as needed
Other duties as requested

Benefit Conditions: