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Sandvine (Now AppLogic Networks) · 1 day ago

Account Director

United States

Full-time

Remote

Director/Executive

10+ years exp

AppLogic Networks is a global leader in Application Quality of Experience (QoE), helping network service providers deliver the highest quality experience to consumers and enterprises. The Account Director will be responsible for generating business opportunities, managing the sales process, and collaborating with senior-level executives to provide tailored solutions for cable operators.

Cloud ComputingNetwork SecurityTelecommunications

Responsibilities

Responsible for generating business opportunities in assigned named accounts, channels and territory

Identify and target new business sales opportunities that close quickly for the highest revenue

Promote and maintain the organization's brand image and identity within the marketplace

Manage the sales process through to closure of the sale

Collaborate with customer contacts, including senior level executives, to define needs and provide solutions

Develop pipelines in assigned geography, channels and named accounts using AppLogic Networks solution areas, use cases and white space opportunities specific to cable operators

Achieve revenue targets

Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline

Responsible for accurate forecasting of assigned territory on a weekly, monthly, and quarterly basis

Understand the customer environment and AppLogic Networks solution set to deliver appropriate value proposition and business case for targeted customers

Promote and sell core equipment and enterprise-grade solutions tailored to cable operators' infrastructure needs

Understand competitive positioning and threats to effectively compete versus key competitors

Create strategic business plans for the key major and regional accounts

Develop sales goals for territory or area; manage all aspects of strategic sales initiatives for these regions

Manage SE activities in support of the above

Create and conduct in-depth sales presentations that highlight key benefits, ROI, and value the company's products/services

Identify and resolve risks associated with the delivery and/or provision of customer contracts; manage client expectations throughout the contract

Support contract renewals

Ensure overall client satisfaction

Conduct and develop quarterly and annual account reviews to effectively manage account lifecycles

Analyze, assess, and document client results to ensure customer needs are being met

Promote awareness of new products and services to accounts

Qualification

Network TechnologySales SuccessValue-Based SellingSFDC ExperienceBusiness ReportingMulti-tasking SkillsStrategic PlanningMicrosoft OfficeCommunication SkillsInterpersonal SkillsPresentation Skills

Required

Deep understanding of Network Technology and Services: Network Analytics, Cable/Wireline Networks, Wireless-5G Core/RAN, Cloud-CNE, SaaS

Established record of sales success and above quota achievement

History of delivering wins in excess of $2M with assigned customers

Expert in value-based selling and developing ROI strategies which maximize deal value

Proven success exceeding pre-defined sales quotas

Proven history of success managing and negotiating large deals

Prior territory management experience leveraging senior level contacts across multiple organizations within the private or enterprise space in the above region

High energy, self-starter with strong multi-tasking skills and the ability to work independently

Highly motivated and able to sell large ticket solutions at all levels

Must have experience handling multi-million dollar quotas and creating strategic business plans and competitive strategy for assigned accounts

Experience providing accurate business reporting (weekly, monthly, and quarterly forecasting)

Excellent communication and interpersonal skills

B.A. in Information Technology or Business, MS or MBA desired

10+ years of solutions-based sales experience in telecom, cable, or service provider markets

Preferred

SFDC experience

High energy, self-starter, with strong multi-tasking abilities, and the ability to work independently. Strong technical knowledge and experience creating strategic business plans and competitive strategies for assigned accounts

Good understanding of value-based selling and ROI development

Ability to write clear and concise value proposition statements

Understanding the Network Business Intelligence consumers and their buying cycles is preferred

Ability to create and edit sales materials and presentations

Ability to coordinate, organize and present product demonstrations and other events

High level of proficiency with Microsoft Office productivity suite