Major Acct Development Manager

Uniti

About The Position

The Major Account Development Manager will focus on business development, by selling Uniti’s full suite of strategic products and services to mid-market and enterprise customers. Our goal is to increase wallet share, increase customer satisfaction with Uniti, reduce churn, and increase our customer base utilization of strategic next-gen services and grow with additional new logo acquisition. The Major Account Development Manager will leverage a full support ecosystem consisting of an Area Sales Director, Customer Success and Sales Engineering teams.

Requirements

Verifiable record of success in enterprise level sales, owning a customer base and driving full life cycle management of sales, conversions, and renewals.
Prior strategic account management and consultative sales experience selling multiple products and solutions to medium and large businesses.
Strong interpersonal skills, organization skills, time management skills, listening skills, presentation skills, verbal, and written communication skills.
Ability to confidently network, build rapport and develop trusted relationships over time to execute mid to long term account plans.
Excellent presentation skills and ability to speak with business professionals at all levels in an organization and across multiple lines of business.
Strong PC skills, including expertise in MS Office.
Experience in building account plans and leading customer business reviews (MBRs and QBRs).
Experience driving strategic consulting services into new accounts while consistently achieving or exceeding sales goals by generating and maintaining a qualified pipeline.
College degree or equivalent and 8+ years field sales experience directly related to job (outside, direct sales experience) or 12+ years job related field sales experience or an equivalent combination of education and job-related field sales experience required.

Nice To Haves

Strong business, financial and technical acumen with negotiation and closing proficiency.
Strong problem solving and analytical skills.
Working knowledge of selling cloud-based communications and data solutions.
Independent, stress tolerant, self-motivated, competitive, assertive, proactive, and results oriented able to work with minimum direction.
Adept at prospecting and using effective consultative selling practices.
Understands market dynamics including demographics.

Responsibilities

Develop and maintain a comprehensive understanding of Uniti’s sales process, products, and solutions to ensure customers are under contract with the most strategic product set.
Develop a deep understanding of a customer s business, corporate priorities, and industry to effectively identify solutions that align with the customer’s strategy and needs.
Develop, own, and document the multi-faceted account plan and growth strategy for each customer manage priorities and eco system partners to meet established milestones and achieve sales growth objectives.
Act with a sense of urgency and work in close partnership with the Customer Success organization, to assure customer issues are resolved quickly.
Develop and implement plans to create additional opportunities to cross sell and up sell accounts and increase overall total customer spend.
Develop and implement plans to acquire new logo’s within a defined list of potential prospect accounts.
Manage a pipeline of opportunities in saleforce.com including generation of accurate forecasts and attainment of assigned quotas.
Participate in, and successfully complete, all required training participate in team meetings and activities as required