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For your reference, we have included the original job posting below.
Inside Channel Account Manager II
Job Number:
40532190
Company Name:
XO Communications
Job Location:
Herndon, VA US
Job Category:
Sales & Sales Management
Inside Channel Account Manager II
Job Responsibilities:
General Summary: Interface with and be the central point of contact for an assigned set of existing Indirect Channel Partners with a national footprint for the purposes of generating opportunities by providing support, creating proposals, contracts and ICBs. Actively involved in driving revenue growth of an assigned set of existing Indirect Channel Partners. This position closes sales and is quota bearing.
Essential Duties and Responsibilities:
 Dedicated resource for an assigned set of existing Business Partners within the XO Indirect Channel to include, but not be limited to: 1. Partner and Subagent Training to include XOrder Generator tool (preferred), entering orders for Partners through XOrder Generator to ensure they are accurate, and Products and Processes 2. Recommend New Partner Prospects for Evaluation 3. Initiative Role includes participation in Business Plan Development for Partners 4. Provides weekly sales and funnel reporting 5. Resolves billing issues and installation and service issue escalations to include, but not be limited to: Providing order status to Partners; and creating trouble ticket for installation and service issues, or assisting partners who have LoA with XO - create trouble tickets  Provides sales support to Business Partners for all new business that is not directed at existing assigned and restricted accounts.  Drive increased revenues by assisting Agents and subagents in selling XO voice and data applications via a joint sales approach in support of shorter selling cycles, increased closing ratios, higher revenues, and more accurate orders.  Performs business development role in assigned accounts, assessing subagent readiness and capabilities of selling XO products and services.  Manage and advise engaged agents on effective solutions to current active business opportunities on new products/services, promotions as applicable.  Responsible for insuring agent orders are processed timely and with accuracy to include providing oversight and support of SOA preparation and ensuring complete and accurate order package is submitted and completes moves, adds, changes, and renewals.  Responsible for preparation of quotes and proposals with agents, requesting intervention by Sales Engineer on complex deals.  Responsible for submission & tracking ICBs through approval.  Responsible for insuring agent orders are submitted to OE Hub either directly via FastTrack or through the assigned process.  Provides presale support and consultation on opportunities with partner/sub; prepares accurate price quotes, including ICBs; and engages branch Sales Engineer as needed.  Learns subagents' business models, go-to market strategy, applicable markets, and maintains up-to-date knowledge of agents' account base and prospects, penetration, and potential fit for XO.  Responsible for 100% monthly participation in quota attainment.
Minimum Qualifications:
• Education: Bachelor's degree or equivalent work experience. • Licensures: • Relevant Work Experience: 2+ years of previous telemarketing or inside sales experience.
Minimum Qualifications:
Knowledge, Skills and Abilities: • Strong organizational, sales, and relationship skills • Ability to excel in a deadline driven, revenue focused environment • Experience thriving in a matrix management organization • Able to balance and complete multiple tasks proficiently within deadlines
Specific Computer Skills
Software • Microsoft Office (Word, Excel, PowerPoint)
