Account Manager - Professional Services

Job Purpose

The Account Manager plays a key role in the Business Sales process.  The position is the primary contact for all face-to-face, proactive sales efforts for a variety of complex and newly emerging products and services for a select segment of highly strategic customers.  Customer satisfaction as well as the financial performance of a specific number of accounts within an assigned market segment will directly relate to the performance of the Account Manager.  The successful Account Manager will develop and utilize sales plans and strategies to economically reach sales goals.    

Essential Functions

• • Develop/ maintain customer relationships (15%)

  • • Cold call with established customer list (15%)

    • • Manage the sales cycle and close business (25%)

      • • Uncover new revenue opportunities and deploy resources as appropriate (15%)

        • • Prepare and present effective proposals (15%)

          • • Total of 15%:

              • • Develop sales plans

                • • Understand CBT's strategic direction and sales implementation processes

                  • • Motivate the team

                    • • Provide generalist level product knowledge/ expertise

                      • • Understand/ manage client's business: strategies and business issues

                        • • Understand/ manage telecom

                          • • Demonstrate business acumen

                            • • Lead design of customer's tailored solution

                              • • Interface with sales engineers

                                • • Provide regular updates to the Account Manager on each account

                                  • • Position with customers

                                  Experience

                                  • • 3 to 5 years of experience

                                    • • A four-year business degree or equivalent experience required

                                      • • Salesperson from a competitive environment desired

                                        • • Prior training/experience in data, voice, video and/or image communications, selling skills, and proposal generation required

                                          Education

                                          • • Four years of College resulting in a Bachelor's Degree or equivalent

                                            • • Preferred MBA

                                          Special Knowledge, Skills, and Abilities

                                          • • Consultative Selling

                                            • • Sales Process

                                              • • Customer Knowledge

                                                • • Qualifying

                                                  • • Planning

                                                    • • Product Knowledge

                                                      • • Business Acumen

                                                        • • Competitive Knowledge

                                                          • • Resource Management

                                                            • • Self Management

                                                              • • Innovation

                                                                • • Resource Leadership

                                                                  Supervisory Responsibilities

                                                                  No Supervisory Responsibility