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Working directly and independently with the client, the AT&T CSE successfully maintains, develops and grows business within the AT&T account, with primary responsibility for revenue growth in the Mobility solution portfolio. The CSE owns the sales process for complex solutions within their solution set, focusing on customized and customer-facing activities. Platform CSEs may be assigned to key accounts or a group of accounts.
Roles and responsibilities of the Mobility Client Solutions Executive include, but not limited to the following:
Develop account strategy and roadmap in collaboration
Lead account strategy and roadmap in collaboration with Business Unit Sales Team
Perform account management, account maintenance, and opportunity development
Lead account planning, forecasting/RMT input with sales leadership support for the 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 Mobility 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 solution portfolio:
Focus on delivering Application Solutions, integrated solutions
Collaborate with CSE – Platform (where available) for integrated solutions that span both product sets
Work with technical resource for necessary 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 (e.g., MACs for Mobility Applications)
Complete the following sales process activities for complex solutions:
Enter opportunities into necessary databases, aka, 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 based on business needs
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, SAM and Customer Satisfaction requirements
