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Senior Account Manager

2 months ago

Apopka, Florida, United States Lumen Full time
About Lumen

Lumen is at the forefront of connecting the globe. We are driving business expansion by linking individuals, data, and applications in a swift, secure, and seamless manner. Our culture is built on collaboration, trust, and transparency, empowering our workforce to propel progress.

Lumen's dedication to workplace diversity and employee support is recognized widely. We have been featured in the Newsweek 2024 Greatest Workplaces for Diversity and have achieved a perfect score of 100 on the Human Rights Campaign Corporate Equality Index (CEI) for five consecutive years. Additionally, we rank as the leading employer in the communications and telecom sector, placing 12th overall across all industries in The American Opportunity Index.

The Role

The Account Director II - Channel Management is responsible for overseeing the Partner's experience with Lumen's standard Enterprise Acquire and Customer Success policies, processes, and tools, as well as those tailored specifically for the Partner Channel.

This position involves cultivating, enhancing, and sustaining mutually beneficial relationships with strategic Partners to increase our market presence.

The Account Director II will identify, recruit, and manage a designated account base of indirect sales and telecommunications partners to drive revenue through the execution of channel programs.

Main Responsibilities

1. Drive ongoing sales opportunities with Partners, Customers, and Internal teams.
2. Develop and implement strategies to cross-sell and up-sell, thereby increasing overall revenue from targeted customers.
3. Create comprehensive account plans to secure new business from existing clients.
4. Conduct solution pricing reviews and negotiations.
5. Enhance sales within the assigned account base by collaborating with partners to uncover new sales opportunities.
6. Manage and oversee Funnel, Promo, Spiff, and Deal reviews.
7. Define solution design, pricing strategy, and marketing engagement.
8. Facilitate Partner Engagement through new partner activation and relationship building.

Provide accurate and detailed forecasts of identified and proposed opportunities to meet and exceed quota requirements. Serve as the escalation point for end customers and partners to ensure an exceptional customer experience.

Coordinate and deliver training and onboarding programs for Partners to ensure readiness for company products and processes, including product and systems training. Collaborate with Inside Sales on partner sales opportunities, prepare customer presentations, and engage with internal teams during the sales process.

What We Look For in a Candidate

- 9+ years of relevant experience.
- Strong understanding of telecommunications products and network capabilities.
- Valid driver's license, as travel may be required for customer and partner meetings.
- Willingness to travel approximately 25%.

Preferred Qualifications:
- Bachelor's or master's degree in business, marketing, or a related field with 9+ years of relevant experience.
- Proven track record of building strong relationships and partnerships.
- Advanced knowledge of telecommunications products and network capabilities.
- In-depth understanding of financial metrics, the telecommunications industry, and indirect sales models.

Compensation

The starting salary for this role varies based on the employee's primary work location, with compensation depending on individual qualifications.

What to Expect Next

Based on your application information, you may be invited to complete a video interview as part of the selection process. This will include a series of questions for you to respond to, along with Game Challenges. Completion of this video interview is necessary to be considered for the position.

Equal Employment Opportunities

Lumen is committed to providing equal employment opportunities to all individuals, regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristics, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected statuses. We do not tolerate unlawful discrimination in any employment decisions.