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For your reference, we have included the original job posting below.
Enterprise Account Manager
Job Number:
42372053
Company Name:
XO Communications
Job Location:
Waltham, MA US
Job Category:
Sales & Sales Management
Enterprise Account Manager
Job Responsibilities:
General Summary: Generate revenue by selling XO products and services as a business solution for the enterprise customer. Actively involved in the management, retention, and growth of current base of customers, as well as sources for and identifies new customers.
Essential Duties and Responsibilities:
• Meet or exceed assigned sales objectives and monthly revenue quotas • Maintain existing accounts and build new revenue within named account base through large complex Voice, Data, Hosting, and IP products and services sales • Gather information on the customer's business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions • Structure presentations, offerings, and contract negotiations that move the customer toward the purchase • Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provide specific solution recommendations • Collaborate with internal resources (e.g. technical, engineering, customer service, and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction. • Develop and manage sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities. • Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earn additional business • Apply sound strategies for protecting accounts and penetrating accounts held by competitors • Continue to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and voice application technologies • Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors • Other duties as assigned
  Minimum Qualifications: • Education: Bachelor's degree preferred • Licensures: • Relevant Work Experience: • 5-8 years business sales experience with medium to large customers • 3+ years telecom or high technology industry experience required
• XO sales employees with six-months off ramp performance at or above the targeted quota for an EAM will be eligible for consideration
Minimum Qualifications:
Knowledge, Skills and Abilities
• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are usually in multiple locations. • Excellent communication, presentation, qualifying, closing, and negotiation skills • Advanced account management skills • Advanced knowledge and experience in Sales Management, Time Management, and strong Business Acumen. • Advanced understanding and experience in Telecommunications: Voice, Data, ISP • Advanced understanding of contract negotiations, and complex telecom solutions.
