Account Manager - Telco

About the Role:
This account management position is hybrid, requiring an average of 2 days per week in the office. It is designed for individuals who thrive in a dynamic environment and are eager to drive growth and profitability for a portfolio of accounts within the telecommunications sector.

Job Description:

Job Family Definition:
Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements, and challenges, and adds value by implementing the company’s strategy. Drives business performance across all business units and optimizes profitability of the account. Responsible for pipeline building; supportive in deal closing and orchestrating the deal team. Builds and develops customer relationship networks with key influencers and decision makers in IT and business, and maximizes the company’s presence in the account through the extended partner ecosystem. Constantly seeks to develop IT industry knowledge to effectively position the company’s portfolio in the account. Orchestrates, engages, guides, and provides feedback to extended account team members, acting as the customer’s advocate.

Management Level Definition:
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Handles complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Represents the organization to external customers/clients and exercises significant independent judgment.

Responsibilities:

• Articulates a connection between the customer's core KPIs, business priorities, and IT solutions, influencing executive decision-making by demonstrating the value of the company’s solutions.
• Builds and executes plans to drive growth and profitability across the portfolio, ensuring structured and recurring engagements with the customer.
• Engages with customers to identify opportunities, translates their challenges into IT opportunities, and leads pipeline activities, ensuring robust deal closure ownership with a multi-disciplinary team.
• Develops and maintains a professional relationship network within the customer, leveraging organizational dynamics to build influential relationships.
• Gathers insights on the partner landscape and running active governance processes for the partner network in the account. Collaborates with the Partner Business Manager to reassess partner strategies.
• Updates expertise in IT technology and engages with the customer’s CTO/CIO, discussing modern trends and the company’s portfolio relevance.
• Leads the extended account team and establishes processes for feedback and team empowerment.
• Coordinates with other organizations to enhance customer experience, utilizing company tools and processes to ensure customer satisfaction.
• Develops and executes comprehensive account business plans, aligning with relevant stakeholders within the account.

Education and Experience:

• University or Bachelor’s Degree preferred, or equivalent experience; advanced degrees or MBAs are desirable.
• Typically 6-10+ years of account management experience.
• IT industry experience is preferred; background in engaging with an IT department is a plus.
• Vertical industry experience is advantageous.
• Experience in various sales roles is also beneficial.

Knowledge and Skills:

• Drives Results: Demonstrates a persistent will to win and a clear results orientation.
• Strategic Planning: Skillfully articulates a vision for the future and develops business plans aligned with company strategy.
• Sales Execution: Efficient in delivering on short-term sales objectives.
• Continuous Learning: Actively pursues personal learning and development.
• IT Industry Acumen: Builds up-to-date knowledge of IT industry developments and trends.
• Company Portfolio Knowledge: Deep understanding of product offerings and their value propositions.
• Team Leadership: Effective in leading teams across a complex matrix organization.
• Network/Relationship Building: Proficient in creating professional relationships and leveraging networks.
• Two-way Communication: Listens actively while articulating value propositions clearly.
• Influencing and Negotiating: Skilled in negotiation and influence techniques.
• Business Acumen: Understands business operations and their impact on outcomes.
• Operational Excellence: Shows predictability and high operational standards externally and internally.
• Integrity: Maintains integrity in complex situations, even under pressure.
• Vertical/Industry Knowledge Preferred: Understands customer industry landscapes and can guide customers on their digital journey.
• Consulting Skills: Able to synthesize various skills to guide customers in achieving their business outcomes through company offerings.

What We Can Offer You:
Health & Wellbeing
We provide a comprehensive suite of benefits that supports physical, financial, and emotional wellbeing for our team members and their loved ones.

Personal & Professional Development
We invest in your career through specific programs aimed at helping you achieve your professional goals, whether you wish to become a subject matter expert or leverage skills across divisions.

Unconditional Inclusion
We celebrate uniqueness and support individual needs with flexible working arrangements allowing for better balance between work and personal life.

Accessibility
We are committed to creating an inclusive and accessible workplace. If you require accommodations during any stage of the process, please ensure to submit your request for assistance.