| Job Description: |
AT&T Client Solutions Executive 3 (CSE) Hunter is a direct selling, customer-facing, strategic sales executive. Responsibilities of the CSE3 Hunter include building and maintaining relationships with the client, executing account planning and account strategies, and pursuing new sales opportunities. Specific focus will be solution based selling of the AT&T Platform and Mobility solution portfolio. As an industry expert, the AT&T Hunter CSE3 not only understands the customer’s line of business but is able to identify key industry trends, successfully executes account planning and strategy developments and aggressively pursue opportunities within accounts that may have a strong competitor presence. The AT&T CSE owns the sales process for complex solutions within the solution set, focusing on customized and customer-facing activities. Hunter CSE3 may be assigned to a group of low-share accounts with upside opportunities.
Roles and responsibilities of the CSE3 Hunter include but are not limited to the following:
Lead development of account strategy and develop roadmap in collaboration with Sales Leader, Support and Sales team
- Work directly and independently with the client
- Account maintenance, development and growth with primary responsibility for revenue growth of Platform and Mobility solutions
- Perform account management, account maintenance, and opportunity development
- Lead account planning, forecasting/RMT input with sales leadership support for Mobility solution portfolio
- Build, maintain, and manage relationships with key senior level clients
- Interface with all partner organizations in support of account and sales accuracy, revenue protection and growth, and customer satisfaction
- Invite customer to meetings/key events with senior AT&T executives to support positioning strategy
- Identify customer needs related to entire AT&T solution portfolio, with a focus on solution-selling
- Understand customer’s business and financial objectives
- Know, understand and identify key industry trends
- Analyze and anticipate business problems and provide solutions
- Provide timely and accurate account status reports, forecasts, opportunity funnel and business plans to sales leadership and operational teams as required
- Pursue new sales opportunities in the Mobility and Platform solution portfolio:
- Focus on delivering Application Solutions, integrated solutions
- Collaborate with partners for integrated solutions that span both product sets
- Leverage new Technical Architectural resource for technical expertise
- Perform in-depth research for potential Mobility solution opportunities
- Validate rough budgetary pricing and financial feasibility for new opportunities
- Qualify opportunities for sales overlay resources
- Complete the following sales process activities for complex solutions:
- Enter opportunity into eCRM/ROME/BASE
- Complete integrated design
- Complete ICB pricing process
- Integrate all pricing into one package
- Develop and tailor proposal template, leveraging RFP proposal center
- Present proposal, contract package to customer and set expectations
- Collaborate with customer to re-examine business needs and better tailor proposal, contract
- Engage necessary technical resources for more complex solutions
- Partner with post-sales support to ensure focus on customer satisfaction in all activities (e.g., project implementation, order tracking, escalations)
- Serve as point of escalation for sales and post-sales issues to ensure customer satisfaction
- Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results
- Support stewardship, sales account management and customer satisfaction requirements
Required skills and experience:
- 8 to 12 years of direct work experience
- Ten or more years consultative sales experience, business planning and executive positioning
- Seven or more years of telecommunication sales experience include wireline voice and data and wireless application and solution selling
- Excellent negotiation and closing skills
- Strong presentation and communication skills
- Strong Technical Knowledge of Access/Legacy Data, VPN, UC (VoIP, SIP, Telepresence, Contact Center) and Application Services (USI, Hosting) and Mobility
- Excellent interpersonal skills
- Proposal business writing
- Extensive Knowledge of the AT&T Portfolio
- Technical sales experience in a large-business environment
- Excellent interpersonal, communication and organizational skills
- Successful sales track record
- RFI and RFP
- Valid Drivers License
Desired Skills, experience and Education
- 12 or more years of relevant work experience
- Bachelor degree in technical discipline, business and/or marketing
AT&T is an Affirmative Action/Equal Opportunity Employer, and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V
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