Account Manager

4 weeks ago

London, Greater London, United Kingdom GTT Communications, Inc. Full time

About GTT:

GTT Communications, Inc. is a leading global provider of secure and reliable connectivity solutions. Our comprehensive suite of cloud networking and managed services utilizes advanced software-defined networking and security technologies to improve network performance and agility for our customers.

We serve thousands of businesses across various industries, offering a range of services including SD-WAN, internet, security, and voice solutions. Our customer-first approach is underpinned by a commitment to operational excellence, ensuring a seamless and personalized experience for our clients.

Role Summary:

The Channel Account Manager will be responsible for identifying, developing, and expanding relationships with distributors, resellers, and retailers. This role requires a strong understanding of the enterprise customer base and the ability to generate leads, penetrate new accounts, and develop a pipeline.

Duties and Responsibilities:

  • Scheduling promotional work and tracking sales activities; quoting prices, preparing proposals, and providing information regarding terms and delivery, and negotiating contracts.
  • Developing new business within assigned regions or industries; gathering data on marketing trends, competitive products, and pricing.
  • Presenting products or services to stakeholders, answering customer questions, and addressing their needs.
  • Prospecting new business, setting and closing appointments with key decision makers, servicing existing business, and developing strong client relationships.
  • Ensuring sales teams are aware of partners, available solutions, or expertise and how to leverage these partners to drive growth in accounts.
  • Responsible for identifying and penetrating prospective Enterprise customers headquartered in assigned target markets.
  • Generating sales revenue by promoting GTT products and services to partners.
  • Leading all stages of the sales cycle as needed to support the conversion of opportunities to sales.
  • Maintaining comprehensive knowledge of industry and customers to identify and propose unique solutions.
  • Leveraging knowledge to execute sales strategy that meets or exceeds revenue objectives.
  • Creating strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business.
  • Tracking, analyzing, and reporting sales activity using GTT's internal sales reporting tools.

Required Experience/Qualifications:

The ideal candidate will have:

  • 5+ years of experience in Channel sales in the telecommunications/technology sector.
  • Demonstrated success in consistently meeting or exceeding a monthly sales quota.
  • Thorough knowledge of the enterprise customer base in the assigned geography.
  • A proven ability to generate leads, penetrate new accounts, and develop and manage a pipeline.
  • Excellent interpersonal and communication skills, verbal and written, facilitation, and presentation techniques.
  • Strong leadership/team skills and a positive track record in executing sales processes and coordinating among internal and external stakeholders.
  • Ambition and a willingness to learn and develop professionally.

Core Competencies:

  • Business Acumen: Knowledge of business concepts, tools, and processes needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
  • Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
  • Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
  • Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
  • Problem Solving: Knowledge of approaches, tools, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
  • Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
  • Channel Sales: Knowledge of various channel sales strategies and solutions used to execute and fulfill a sales plan; ability to sell a hospitality organization's brand, products, services through multiple and diverse avenues.
  • Cross-Selling: Knowledge of organizational strategies, tools, and techniques for understanding the needs of customers; ability to utilize these to create additional sales.
  • Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.

Universal Competencies:

  • Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
  • Customer First (Customer Facing): Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
  • Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement:

GTT Communications, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT's employees to perform their job duties may result in discipline up to and including discharge.

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