Global Account Director - Sales - AT&T - Melbourne

Job description
Purpose of Position:
Sales resource focused on revenue growth of all data, IP, Voice, Cloud and Mobility products. The GAD is responsible for developing relationships with customers within Global Multi-National Organisations, assessing opportunities, and developing proposals and presentations that meet client business needs and closing associated sales. Primary focus will be in supporting sales opportunities that are globally or regionally led from Australia.
Main Duties and Responsibilities:
Developing Account Strategies/ Presentations/Proposals and Closing Sales
Develop relationships with large and complex Enterprise customers in assigned module.
Develop relationships with potential Enterprise customers
Focus on data & IP technology for growth and acquisition of revenue, by positioning AT&T Services to meet clients’ business operation needs and enhancing profitability.
Input opportunities into sales funnel.
Maintain Funnel Dashboard Report through AT&T eCRM.
Position self as Technical Subject Matter Expert (SME) within the Strategic Account Management (SAM) planning process led by the RSD/Global Account Director (GAD).
Act as sales resource, working as part of team as directed by RSD/GAD.
Assess sales opportunities, developing and presenting creative proposals that will ensure closing the sale.
Apply solutions to real-life problems.
Anticipate client concerns and roadblocks, to overcome obstacles that may delay customer decision.
Maintain expertise in technology in order to meet and address all client business needs.
Develop strong linkages within the sales team.
Utilize pre-sale Technical Specialists and post-sale/lifecycle resources to meet and address all client business needs.
Understand the process for obtaining contracts across a variety of service offerings.
Handoff all data needed to the appropriate post-sale resources to support closed projects through to implementation.
Maintain customer satisfaction focus in all activities.
Other duties/activities as directed by Sales Manager.
Development and General Administrative
Work with sales management to develop sales, technical and leadership effectiveness through shared learning, sales meetings and attendance at formal training courses to achieve competencies.
Follow sales organization standards and guidelines.
Attend industry and customer seminars and keep abreast of trends via internet or trade publications to broaden learning experience.
Follow sales centre and corporate administrative and expense guidelines.
Desired Skills and Experience
Skills/Experience Required:

Education:
Bachelors Degree or equivalent through experience
Experience:
Technical sales experience in Enterprise business environment is required
Knowledge of AT&T products/telecommunications is considered useful
Specialist / Technical:
Basic product, customer and market knowledge
Knowledge of LANs, WANs, and supporting hardware and software
Hosting, mobility, security and Machine to Machine
Understanding of internetworking
Computer literacy
Professional:
Application selling skills
Knowledge of competitors’ strategy, strengths, and vulnerabilities
Project management
Sales assessment and closing
General business
Presentation skills
Communication—oral and written
Negotiation
Work Related Attributes:

Solid communication skills – written and verbal
Multi-culturally sensitive
Globally aware
Self managing
Teaming centric

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