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Overall Purpose:As a direct sales position, this role is responsible for building/maintaining relationships with customer, account planning/strategy, and pursuing new sales opportunities.Key Roles and Responsibilities: Primarily on customer premise, create existing/new sales for delivery of solutions meeting a wide variety of customer needs for ATT products/services/systems/solutions. With the aid of support resources, identifies sales opportunity solutions. Builds/maintains network of colleagues/customers to share information and obtain prospects. May support resolution of customer disputes and accounts receivable discrepancies (i.e. billing, installation, customer issues). Leads contract renewal efforts for assigned accounts, generates contract addendums, and maintains contract expiration inventories. Establishes/maintains productive long-term client relationships. Leads in presenting products, services and migrations that can benefit customer needs. Demonstrates/maintains complete extensive knowledge of the organizations entire product/service line. Partners with clients to understand business needs,issues,strategies,priorities to deliver valuable solutions. Develops responses to Request for Proposals. Identifies key trends and customer needs, leverages industry knowledge/applications, utilizes consultative skills to close sales for assigned accounts in accordance with company policy, procedures and culture. Owns account relationship; responsible for meeting revenue objectives. Demonstrates sustained record of sales achievement. Effectively influences customers to diffuse potential problems. Aids in devising direct sales plans/strategies. Develops strategic initiatives to grow/retain the revenue stream of highly complex accounts/projects. Supports the sales team through coaching or mentoring. Assists less experienced peers. Act as team lead when presenting products/services to customers. Works on highly complex projects with considerable latitude. This job key applies to employees spending more than 50% of their time performing duties directly related to making sales away from their offices at customers place of business/home. For employees working in Massachusetts, this job key applies to employees who both spend at least 50% of their time performing duties directly related to making sales away from their office at customers place of business/home and are not expected to report to their office on a daily basis. For employees working in Hawaii, this job key applies to employees who spend at least 60% of their time performing duties directly related to making sales away from their office at customers place of business/home. For employees working in Oregon and West Virginia, this job key applies to employees who spend at least 70% of their time performing duties directly related to making sales away from their office at customers place of business/home. For employees working in Colorado, the District of Columbia, Minnesota, North Dakota, Pennsylvania, Washington, or Wisconsin, this job key applies to employees who spend at least 80% of their time performing duties directly related to making sales away from their office at customers place of business/home. Duties directly related to making sales includes: Meeting with customers engaged in sales activities at the customers site, communicating with customers via phone, teleconference, e-mail, etc., related to proposed solution/sale etc., traveling to and from the customers premise, preparing proposals, presentations, or bids, developing strategic plans related to the customer and the proposed solution/sale, researching and developing customer solutions with ATT external partners, including design and engineering, and researching customer business and industry to identify new sales opportunities.Education:Typically requires Bachelor degree.Experience:Typically requires 8-12 years direct work experience.Supervisory:NoPrincipal Functional Skills / Competencies associated with this Title:Account Management
Application Expertise
Business and Financial Acumen
Competitive Differentiation
Consultative Selling
Customer-Centric Solution Development
Industry Knowledge
Operational Excellence
Prospecting
Solution Integration Expertise
Technology Expertise
Territory / Module Management
We expect employees to be honest, trustworthy, and operate with integrity. Discrimination and all unlawful harassment (including sexual harassment) in employment is not tolerated. We encourage success based on our individual merits and abilities without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, marital status, citizenship status, military status, protected veteran status or employment status.
