Global Account Manager, San Francisco

Location: CA
Job Type: Direct Hire
Date: 5/18/2012
Job ID: 01820460
Job Description
About Our Client
 
Our client is a global, integrated telecommunications company that offers fixed voice, data, managed mobility and IT services to almost 300 million customers around the world.

 

Position Description
 
  • The Global Account Manager will be responsible for growing the company’s multinational business with US based companies by building strong business relationships; this includes selling multinational information technology and telecommunications solutions to customers, prospecting for new accounts and providing a post-sales customer contact point
  • Develop strong account strategies that create revenue growth and high customer satisfaction
  • Negotiate and execute international agreements with customers, in order to achieve desired targets for revenue growth while maintaining business profitability
  • Effectively develop strong long-term strategic relationships between the company’s multinational customers and the company
  • Meet or exceed the company’s revenue and profit targets (as agreed with the Sales Manager)
  • Meet other important performance measures (as agreed with the Sales Manager)
  • Lead a virtual global team responsible for:
    • reviewing products and services and re-signing customers in all countries
    • International reviews (yearly and twice-yearly)
    • Making sure customers take up as many of value-added services as possible
    • Growing profitably as possible
  • Solve problems to help develop the business, guided by the company’s drivers and objectives
  • Talk to, brief and manage executive sponsors across the company
  • Update senior management on how the business is performing
  • Manage customers' global P&L, making decisions guided by how they benefit the company and meet the company’s global criteria
  • Stay in touch with customers to make sure they re-sign before their contract expires
  • Coordinate the company’s resources to achieve objectives and ensure delivery to the customers
  • Negotiate and close complex business deals
  • Highly effective in understanding customer’s challenges, business requirements, decision making processes and competition, to design effective account strategies that provide results
  • Build a virtual support team including Local Account Managers, Regional Account Managers, Customer Services, Service Relationship Managers, Service Managers, Technical Sales and Pre and Post-sales Support
  • Work with Local Account Managers to identify what the customers need in different countries
  • Create, present and deliver an account development plan in your first three months
  • Always log customer information on the appropriate marketing and commercial databases. This includes information such as key contacts, revenues, bespoke projects, future opportunities for growth, minutes of meetings and global account development plans
  • Decide which global customers to target and how to acquire them
  • Engage with cross-functional teams including engineering, customer care, finance, legal, retail and business partner sales, to achieve desired results
 
Experience/Skills Required

To be successful in this position candidate must possess and effectively demonstrate the following skills:
 
  • Experience leading virtual teams around the world, in creating account development plans
  • Experience acquiring and managing multi-year contracts
  • Experience dealing with people at all levels and up to CEO
  • Knowledge of all areas of data, IT services, voice and mobile applications (in local and international markets)
  • An understanding of the markets and the company’s competitors, as well as business analysis models and other standard tools
  • Ability to effectively create vertical sales markets and network within
  • IT skills, especially in Microsoft Word and Excel
    Great presentation skills
  • Availability to travel both domestic and international
  • Fluent in English and Spanish; Some Portuguese a plus
  • Bachelors Degree in Business Administration, Information Systems, Telecommunications or related field; MBA desirable
  • 5 years of experience in Consultative Sales or Business Development within the Telecommunications or Technology industries
 
Personal Profile:
  • A clear thinker and natural communicator
  • Self-motivated and able to manage multiple priorities and deadlines
  • Strong investigation and analytical skills with attention to detail
  • Able to coach, coordinate and inspire your team
  • influence and build relationships with customers
  • Must be a strong leader with exceptional communication skills and a role model for lean business and standard operating practices
  • Will not settle for the tried and tested ways of doing things but instead will look for new ways to tackle complex problems and bring about change
  • Excellent analytical and organizational skills
  • Strong decision making skills
  • Goal oriented 
  • Strong team player
 
Compensation

The successful candidate will receive a competitive compensation package commensurate with experience and qualifications.