Strategic Acct Director I

Uniti

About The Position

The Strategic Account Director will focus on business development by positioning and selling Kinetic’s full suite of strategic products and services to an assigned geographic base of customers. Our goal is to increase wallet share, increase customer satisfaction with Kinetic, reduce churn, and increase our customer base utilization of strategic next-gen services. The Strategic Account Director will leverage a full support team consisting of the Customer Success Manager and Sales Engineering team. Selling new logo enterprise prospects and developing customer targets within an assigned territory. This position serves as the point of contact to educate prospective and existing customers about the full suite of Uniti solutions (network services, the UCAAS portfolio, managed services for LAN/WAN/Security, professional services defined as advisory services, migration and governance, and PMO offerings for network, cloud, and security.) As the Account Director, you will provide valuable insights into the industry, gain an understanding of clients’ business-impacting challenges, and make recommendations to support clients’ strategic initiatives.

Requirements

Verifiable record of success in enterprise-level sales, whose customer-oriented approach and sales expertise result in increased profitability.
Prior strategic account management and consultative sales experience selling multiple products and solutions to large businesses.
Strong interpersonal, organization, time management, listening, presentation, and 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 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.
A college degree or equivalent and 6+ years of field sales experience directly related to the job (outside, direct sales experience) or 10+ years of job-related field sales experience, or an equivalent combination of education and job-related field sales experience, are 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, pro-active, 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 client relationship management strategies, establish strong relationships, and suggest innovative solutions to meet client needs.
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 each customer's multi-faceted account plan and growth strategy; 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 Kinetic Sales & Operations organization to ensure that 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.
Manage a pipeline of opportunities in saleforce.com, including generating accurate forecasts and attaining assigned quotas.
Participate in and successfully complete all required training; participate in team meetings and activities as required.