Account Manager

Role purpose

Reporting to the GCN Sales Director this role will hold strategic responsibility for development of the global sales strategy across assigned multi-national Global Content Customers (GCN).

Using your business acumen, exceptional insight and executive level influence you will work with a team of Sales, Service, and Solution Engineers to ensure account growth and optimum customer satisfaction.

As Senior Account Director you will have overall responsibility for managing the customer relationship globally i.e. the global sales strategy, account plan and account team coordination.

Bring to bear a wealth of GCN/Hyperscale experience, mirroring GCN’s empowered and multi-skilled ethics, and engage across industry GCN knowledge, Infrastructure technical specialism, related contractual hurdles and a well-developed black book of GCN influencers to execute on critical Cloud Infra solutions.

Sub-functions responsible for:

• Liaising and leading a heavily matrixed team through; Finance, Infrastructure Specialist, Deal Pricing, Solution Engineering, Regional Market specialists, Legal
• Managing a virtual team of the immediate account contributors i.e. regional RAMs, Solution Engineering

Strategic objectives and OKRs:

• Managing the revenue objectives within the company to the customer level, retention, churn, growth
• Managing the transition to infrastructure our largest GCN customers are undertaking
• Delivering Infrastructure Big Deals to pre-defined objectives

Key interfaces:

• Lead a team that plans, develops, designs, negotiates and delivers high value, bandwidth services which contribute to the clients strategic business development
• Provides high-level reporting to Colt Exec on regional plans to secure high value business development
• Ownership of a range of global clients
• A wide reaching Hyperscale/GCN contact base from vendors, through competition to industry influencers

Key accountabilities

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Key accountabilities

Responsible for managing business development activities for high profile GCN/Hyperscale global accounts that lead to expansion and growth of new business. Develop existing business and executive level client relationships, cultivate new relationships to uncover new opportunities, develop solutions and sell strategic Colt services.

• Broaden and deepen existing customer relationships to gain strategic positioning as well as retain existing revenue and attain additional business
• Build relationships and contact plans on all three levels of the customer organisation (operational, management and executive) for all regions
• Lead the virtual team of Regional Account Managers in execution of the global strategy, to drive profitable growth across accounts
• Develops global account management plans based on industry trending and customer analysis, which includes preparing executive profiles, and continuous study of assigned accounts, industry, business and trends
• Demonstrates knowledge of the GCN/Hyperscale infrastructure market through terrestrial and subsea including overlaid offerings such as spectrum and waves
• Develops a version of the global account management plan to share with customers to solicit their input and have them gain a sense of joint ownership of the plan
• Prepares sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential
• Manages financial and operational performance of global and regional accounts, participates in contract negotiations
• Builds strong internal network across all geographies to ensure collaborative approach to managing global accounts

• Results-based Performance: Responsible for global target performance, managing the global pipeline in Colt tools
• Monthly Teaming: Monthly global account team call with Regional AMs, Regional Sales Manager, VP, Exec Sponsor, etc. Must be scheduled for the year   
• Account Planning Quality: Create and maintain a quality strategic global Account Plan with inputs from global account team. Account Plan assessed during the Quality Account Review Meeting
• Client Engagement Quality: Client Governance Committees Management

Role requirements

Qualification/s:

• Bachelor's Degree / MBA in business / technology preferred

Critical Expertise and Experience:

• Experience of selling successfully strategic international solutions to GCNs/Hyperscalers
• Experience leading GCN/Hyperscale contractual, financial & commercial discussions
• Experience of leading and managing multiple projects, priorities and stakeholders simultaneously
• Infrastructure experience including Duct, Cable, Fibre, Spectrum and Subsea are required

Skills:

• In-depth knowledge of the latest trends in terms of technology sales methodologies and approaches
• Familiar with account strategy and global account management governance
• English language skills at professional level 
• Knowledge of Infrastructure experience including Duct, Cable, Fibre, Spectrum and Subsea are required

Other requirements

In addition, you are:

• An expert in consultative selling solutions in our industry
• An exceptional relationship manager at ‘C’ level
• Already connected with large GCN multi-national clients
• Willing to travel internationally as required
• Eager to work in a highly ambiguous, agile environment
• Balancing competing demands and priorities as well as operate independently while building a successful sales pipeline
• A robust, dynamic self-starter with imagination and vision
• Willing to be flexible to get the work done and able to prioritise and plan time effectively
• Able to communicate clearly and succinctly, including the ability to deliver difficult messages in a positive way
• Have strong interpersonal skills and able to build a positive team culture in a global team and cross-cultural environment as well as a customer focused culture
• Have commercial acumen
• Results-focused, efficient, and pragmatic
• Identify areas where team’s activities duplicate or conflict with other teams; working to resolve conflicts or remove duplication in a way that creates maximum benefit for the business
• Able to support a strategic vision and think globally with a strong sense for entrepreneurship