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For your reference, we have included the original job posting below.
Account Manager
Job Number:
40497196
Company Name:
XO Communications
Job Location:
Linthicum, MD US
Job Category:
Sales & Sales Management
Account Manager
Job Responsibilities:
General Summary: Generate revenue by selling XO products and services as a business solution for the mid-market range customer. Actively involved in the retention and growth of current base of customers, as well as sources for and identifies new customers.
Essential Duties and Responsibilities:
• Meet or exceed assigned sales objectives and monthly revenue quotas • Maintain existing accounts and build new revenue within named account base • Gather information on the customer's business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions • Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed. • Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business. • Collaborate with internal resources (e.g. technical, engineering, customer service and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction • Develop and manage sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities. • Continue to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and voice application technologies. • Apply sound strategies for protecting accounts and penetrating accounts held by competitors. • Participate in all mandatory and voluntary training programs that will enhance knowledge, skills and abilities and maximize performance and skill development. • Other Duties as assigned.
Minimum Qualifications:
Minimum Qualifications: • Education: Bachelor's degree preferred. • Licensures: • Relevant Work Experience: • 3+ years business to business sales experience • 1-2 yrs telecom experience preferred (required)
Equivalent Education & Work Experience: • AA degree in telecommunications or related field plus 2 years business to business sales experience or 1+ yrs of successful telecom sales experience • XO sales employees with six-months off ramp performance at or above the targeted quota for an MAE will be eligible for consideration
Knowledge, Skills and Abilities
• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are usually in multiple locations. • Excellent communication, presentation, qualifying, closing, and negotiation skills • Experience with a technical service offering; preferably computer or telecommunications technology • Ability to prospect and uncover new opportunities as well as provide account management functions • Able to work in a team environment • Proven ability to solve client business issues by providing a solution (must be able to articulate ROI) • Must possess technical knowledge to appreciate the challenges and opportunities posed by developing an integrated communication solution • Must be able to attend outside client/customer appointments and conduct face-to-face prospecting on a regular basis
