Client Executive VEC - VCG Sales
About The Position
As a Business Development Manager (BDM) you will be responsible for securing contracts within the multiple dwelling unit (MDU) and multi-tenant (MTU) communities to enable Verizon to expand the reach and revenue penetration of Verizon Home Internet services. Contracts include Broadband Access Agreements (agreement to build out network) and Marketing Agreements (agreements to co-market all Verizon services). These contracts give Verizon access to deploy our networks and preferential positioning in our marketing of voice internet services to residential and small business end users. Customer base includes owners, developers and builders of multi-family unit (MDU/ MTU) housing and rental communities, ranging in size from ten units per property to tens of thousands of units for an entire portfolio. These owners offer Verizon entrée on a non-exclusive marketing basis to residential customers with a propensity to buy high value data services. Contracts represent top-line revenue growth to Verizon. Their value can be measured in terms of access line valuation, RCM, reduced churn, or staving off competitive loss. BDM will work in coordination with local Verizon Engineering to secure License Agreements granting Verizon the right to construct a hybrid wireless to the premises network wired on and through the targeted properties. Initiating face-to-face customer contact with high value owners, builders and developers of multi-dwelling units to present, proposing and securing marketing rights for Verizon's suite services in direct competition with providers. Developing new business via telephone and mass communication such as email and social media to introduce the value proposition solution and identifying appropriate buyers within the target markets. Conducting a needs analysis and determining prospects pain points to determine how the montage solution will speak to those needs. Identifying key buying influencers within these prospects to determine budget and timeline. Building and cultivating prospect relationships by initiating communications, conducting on-site property tours and discovery sessions, as well as follow-up meetings and presentations. Managing data for new and prospective clients in sales databases, ensuring all communications are logged, information is accurate, and documents are attached. Preparing and analyzing sales pipeline reports and dashboards. Establishing and leveraging effective customer relationships to position Verizon as the provider of choice for voice and broadband services by owners, builders and developers. Negotiating contracts and closing long-term deals for cooperative marketing of internet and mobility services to renters on a non-exclusive basis, creating new business and top-line revenue growth opportunities for Verizon. Understanding the competitive environment and Verizon's technical advantages in order to present capabilities in a consultative manner. Participating in local/regional industry events and forums, including owners, builders and developer trade associations, presenting Verizon's programs and capabilities as applicable. Interfacing with local Outside Plant Engineering organizations (as applicable) positioning Verizon's Enhanced Communities program and leveraging OSPE role in identifying and pursuing new construction engineering opportunities for Verizon and ownership entities alike. This position will cover Chicago, IL and surrounding areas. Employees must reside no more than 50 miles from their assigned sales territory or module.
Requirements
- Bachelor's degree or four or more years of work experience.
- Four or more years of relevant experience required, demonstrated through work experience and/or military experience.
- Willingness to travel up to approximately 75% of the time.
- Valid driver’s license.
Nice To Haves
- A degree.
- Knowledge of telecommunications.
- Strong consulting skills, including prospecting, sales planning, and proficiency with value-based selling.
- Strong influencing skills with internal and external key stakeholders through relationships.
- Knowledge of the multi-family environment.
- Ability to manage funnel in a quota-based environment.
Responsibilities
- Securing contracts within the multiple dwelling unit (MDU) and multi-tenant (MTU) communities to enable Verizon to expand the reach and revenue penetration of Verizon Home Internet services.
- Initiating face-to-face customer contact with high value owners, builders and developers of multi-dwelling units to present, proposing and securing marketing rights for Verizon's suite services in direct competition with providers.
- Developing new business via telephone and mass communication such as email and social media to introduce the value proposition solution and identifying appropriate buyers within the target markets.
- Conducting a needs analysis and determining prospects pain points to determine how the montage solution will speak to those needs.
- Identifying key buying influencers within these prospects to determine budget and timeline.
- Building and cultivating prospect relationships by initiating communications, conducting on-site property tours and discovery sessions, as well as follow-up meetings and presentations.
- Managing data for new and prospective clients in sales databases, ensuring all communications are logged, information is accurate, and documents are attached.
- Preparing and analyzing sales pipeline reports and dashboards.
- Establishing and leveraging effective customer relationships to position Verizon as the provider of choice for voice and broadband services by owners, builders and developers.
- Negotiating contracts and closing long-term deals for cooperative marketing of internet and mobility services to renters on a non-exclusive basis, creating new business and top-line revenue growth opportunities for Verizon.
- Understanding the competitive environment and Verizon's technical advantages in order to present capabilities in a consultative manner.
- Participating in local/regional industry events and forums, including owners, builders and developer trade associations, presenting Verizon's programs and capabilities as applicable.
- Interfacing with local Outside Plant Engineering organizations (as applicable) positioning Verizon's Enhanced Communities program and leveraging OSPE role in identifying and pursuing new construction engineering opportunities for Verizon and ownership entities alike.
Benefits
- health and wellness benefit options including: medical, dental, vision, short and long term disability, basic life insurance, supplemental life insurance, AD&D insurance, identity theft protection, pet insurance and group home & auto insurance
- matched 401(k) savings plan
- up to 8 company paid holidays per year and up to 6 personal days per year
- paid parental leave
- adoption assistance and tuition assistance
- opportunity to receive compensation in the form of premium pay such as overtime, shift differential, holiday pay, allowances, etc.
- Newly hired employees receive up to 15 days of vacation per year, which grows with additional service.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
