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Sr. Account Manager

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Miami, FL
Job Type
Direct Hire
Oct 11, 2016
Job ID
Account Manager                   
Miami, FL
About Our Client
Our client is a wholesale Telecommunications provider with an expansive fibre optic network in the US and South America.  
Position Description
The Account Manager – US Sales (ACM) will support and drive the expansion of the US market infrastructure and generate quantifiable growth of existing business as well as generate new business opportunities. This role will help in developing new clients, propose new ideas and operate with a team spirit in endeavors that demonstrate strong sales business acumen.  Primary emphasis will be to maximize market reach by creating new business opportunities and maximizing existing sales potential with current US client base.
Job Description:
  • Brings an entrepreneurship and innovative mindset to the business, and operates with an ownership drive on all areas that affect or interface within the US sales market;
  • Leverages exceptional initiative and resourcefulness necessary to support US sales business by increasing client base and fostering our “brand” on an ongoing basis;
  • Optimizes current relationships by cross-selling additional products & services and by aligning strategy to maximize the company’s reach into other markets;
  • Has a proven history of consistently exceeding established objectives within US territories, using direct and indirect sales channels, methodology and expertise;
  • Able to provide market insight and direction to Regional Director of Sales on market and competitor trends;
  • Capitalizes on our strength to drive product recognition in the highly competitive and commoditized International submarine capacity / transport market;
  • Brings a solid foundation of account management success, with exposure to multi-faceted sales force, teams, ability to actively manage the US telecommunications market; and has direct experience in the following:
  • Maximizing opportunities in territories, quotas and strategies, with emphasis on performance management;
  • Supports initiatives and goals to capitalize on Our value proposition;
  • Ability to “close” new business;
  • Works with metrics to evaluate business/self-performance, forecasts opportunities, and articulates sales challenges and proposes resolutions, to maximize top quality sales deliverables;
  • Creates sales presentations in accordance with pre-established marketing standards of quality and brand awareness.
  • Suggests sales strategies, based on knowledge and experience, to drive carrier / customer loyalty;
  • Liaises with internal teams, and sales counterparts in aligning sales efforts, particularly Global Account Management;
  • Oversees the delivery of products and execution of services, with a strong focus on customer service (including but not limited to NDAs, Service Orders, etc.);
  • Manages and delivers expected results while adhering to policy, proposes new inclusions during budget review periods;
  • Collaborates with all areas of Our management and counterparts to keep them informed of key sales activities, initiatives and potential concerns that impact sales operations, through formal or informal communication;
  • Accomplishes sales goals with Tier 1 US and Int’l Carriers, Service Providers, Virtual Network Operators, Systems Integrators, and  Content Delivery Networks (CDNs), and Tier 2 / Tier 3 providers;
  • Builds and maintains relationships with key decision makers within client (or potential client) organizations, key industry influencers, strategic partners, and vendors;
  • Endorses Our Marketing & Commercial Operations organization and development/upgrade of Our CRM system;
  • Gathers and provides internally detailed customer feedback regarding our products and services;
  • Represents the company in US industry events, follows operations protocol and policies set by the company;
  • Follows our pre-established sales operations procedures and company policies in all actions.
Professional Experience & Personal Skills Required
  • Extensive understanding of data services (Int’l capacity, private line, and Carrier Ethernet services, IP a plus);
  • Demonstrated success in developing new business, creating opportunities and managing existing client base with recurring growth revenue between 30% and 50% per annum;
  • Brings an established “book of business” and extensive rolodex of US Carriers and Int’l Carriers based in the US;
  • Successful candidate will share broad demonstrable references with key decision maker contacts at US Tier 1 Carrier organizations (such as AT&T, Verizon, Sprint, etc.) as well as, key decision maker contacts at Int’l Carrier organizations with offices in the USA (such as TATA, DT, BT, FT, etc.);
  • Must be a hunter and have a hunter mentality.
  • Bachelor’s degree (BSEE), or equivalent, from an accredited institution or equivalent, with coursework and training supporting a strong business foundation. MBA preferred;
  • 8+ years of extraordinary accomplishments in telecommunications sales, including broad product knowledge as well as relevant knowledge of new concepts and market developments critical to the business;
  • Fluency in Spanish is highly desirable. Portuguese is a plus;
  • Must be authorized to work in the United States of America.

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