Lead Strategic Accounts 4 CNV

AT&T•Milpitas, CA

1d•$110,600 - $177,800

About The Position

The Lead Strategic Accounts role drives revenue growth by strategically managing client relationships, generating new and existing sales, and delivering AT&T products, services, and solutions that address customers’ strategic business priorities. Sales employees focus on acquiring new business and conducting customer visits in the field. When not in the field, they are expected to collaborate with their team from an assigned office location, if available. This is a senior-level sales role requiring advanced understanding of sales principles, practices, products, and services. The employee manages large, complex sales with light supervision and is responsible for a higher-than-average sales quota or territory. The role calls for effective communication, advanced data analysis, extensive experience, and problem-solving skills. The employee may introduce new products, lead training, and mentor colleagues. The position has no supervisory responsibility. The job includes duties directly related to making sales, including meeting customers at their sites; communicating with customers by phone, teleconference, and email about proposed solutions and sales; traveling to and from customer premises; providing technical sales expertise and advising customers on product suitability; preparing proposals, presentations, and bids, including pricing and strategic plans; researching solutions with external partners, including design and engineering; and researching customers’ businesses and industries to identify sales opportunities. The advertised salary range is $110,600–$177,800, with commission of $75,000. The posting also describes typical annual earnings of $89,000–$177,800 at 100% of sales target and states that commissions are capped at 500% of target, with annual earning potential of $375,000 or more for high achievers. Individual starting salary may depend on geography, experience, expertise, and education or training. The role is listed at locations in Cerritos, El Segundo, Merced, Milpitas, Pasadena, Sacramento, San Diego, San Francisco, San Ramon, and Tustin, California.

Requirements

At least 8 years of related sales experience.
Current sales experience within the past 2 years.
Proven track record of identifying, developing, and closing opportunities in large, complex accounts.
Ability to understand and provide complex network solutions by collaborating with clients and internal resources.
Strong business acumen and understanding of the market and current industry trends.
Expertise in building strong relationships.
Product knowledge and experience selling wireless, wired, IoT services, AQ, and solutions.
Strategic and proactive thinking.

Nice To Haves

Bachelor’s degree (BS/BA) desired.
Experience from Verizon, T-Mobile, AT&T, or other telecom companies is sought; retail store candidates are not sought.

Responsibilities

Identify, build, and maintain long-term client relationships; understand client needs and use consultative selling to close sales and support customer satisfaction and loyalty.
Develop and implement sales strategies to generate new opportunities and expand or retain existing accounts, meeting or exceeding revenue targets.
Monitor market trends, competitors, and industry developments to identify sales opportunities and maintain a competitive edge.
May develop and submit detailed responses to Requests for Proposals (RFPs), aligned with client needs and company capabilities.
May help resolve customer disputes and account discrepancies, including billing, installation, and other customer issues.
Conduct customer visits in the field and collaborate with the team from the assigned office location when not in the field, if available.
Meet customers at customer sites and communicate with them by phone, teleconference, email, and other means regarding proposed solutions and sales.
Travel to and from customer premises for sales activities.
Provide subject matter expertise on technical sales issues and advise customers on product suitability based on technical needs.
Prepare proposals, presentations, and bids, including pricing, strategic plans, and proposed solutions.
Research and develop solutions with AT&T external partners, including design and engineering.
Research customer businesses and industries to identify new sales opportunities.
May introduce new products, lead training, and mentor colleagues.

Benefits

Medical, dental, and vision coverage.
401(k) plan.
Tuition reimbursement program.
Paid time off and holidays, including at least 23 vacation days each year and 9 company-designated holidays, based on date of hire.
Paid parental leave.
Paid caregiver leave.
Additional sick leave beyond what state and local law require may be available, but is unprotected.
Adoption reimbursement.
Short- and long-term disability benefits.
Life and accidental death insurance.
Supplemental benefits, including critical illness, accident hospital indemnity, and group legal programs.
Employee Assistance Programs (EAP).
Employee wellness programs.
Employee discounts of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available), and AT&T phone.
Performance-based commission.