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Account Manager
3 weeks ago
Role Title:
Account Manager | International Enterprise Sales
Location:
California | Remote
Reports to:
Sales Manager
Role Overview:
The Account Manager is responsible for managing strategic international customer relationships, driving profitable growth, enhancing customer satisfaction, and increasing market share through integrated product, service, and technology solutions, including unified communications and mobile offerings.
Key Responsibilities:
Business Impact:
- Achieve financial targets, including revenue, market share, margins, and overall account profitability.
- Develop and implement account strategies to ensure delivery of objectives.
- Build and maintain strong relationships with key customer stakeholders to generate new business opportunities.
- Lead cross-functional virtual teams to align with global enterprise objectives and ensure seamless collaboration across regions.
- Coordinate with corporate sales, fulfillment, and delivery teams to align international and national strategies.
Customer, Supplier, and Third-Party Engagement:
- Serve as the main liaison for key global accounts, developing long-term relationships with decision-makers and influencers at C-level.
- Support the introduction of new products, services, and solutions, ensuring seamless pre- and post-sales delivery.
- Monitor market trends and customer needs to provide accurate revenue forecasting.
- Identify opportunities to expand business within existing accounts and targeted markets.
Leadership and Teamwork:
- Lead account-focused teams and coordinate efforts across multiple geographies and functions.
- Represent customers at advisory boards and key industry events.
- Engage with customers to understand strategic and operational priorities and introduce relevant solutions.
- Oversee service quality, functionality, and improvement plans, ensuring customer satisfaction metrics are met.
- Collaborate with marketing to develop go-to-market strategies tailored to customer needs.
Innovation and Change:
- Act as the voice of the customer to influence product and service development.
- Introduce innovative solutions to key stakeholders, addressing strategic and operational challenges.
Communication:
- Prepare and participate in high-level customer meetings.
- Coordinate with senior management for executive sponsorship programs.
Core Competencies and Experience:
- Deep understanding of customer business, industry, and decision-making structures.
- Ability to translate customer objectives into relevant solution offerings.
- Experience selling complex, multi-product solutions.
Qualifications:
Essential:
- 3+ years in global account or enterprise solution sales
- 8+ years in sales experience
- Proven ability to influence at C-level
- University degree or equivalent experience
- Experience leading international, distributed teams
- Global experience through work or international assignments
Desired:
- Strategic thinking and ability to drive sales transformation
- Experience in IT industry or Telecommunications
- MBA
- Excellent communication skills
Budget and Financial Responsibility:
- Accountable for P&L of opportunities to increase customer value.
- Co-responsible for customer satisfaction metrics (e.g., NPS).
Key Performance Indicators:
- Maintain account plans shared internally and with customers where appropriate
- Develop long-term relationship strategies with involvement of customer executives
- Maintain opportunity roadmaps for complex sales
- Ensure accurate reporting of customer revenues
- Manage share-of-wallet, contracts, and expirations
- Oversee end-to-end order management and operational improvement plans
