The Opportunity
The Account Director-Telco is responsible for acquiring, expanding, and maintaining a particular territory or area of sales accounts in Italy and neighboring countries. This role involves increasing company revenue by generating sales from new and existing customers.
To this end, the Account Director will identify, qualify, and close accounts seeking the organization's products and services. They will engage with the appropriate customer contacts to seek out and understand their challenges and promote and deliver the right solutions.
The Job
Achieve Sales quotas in target territory by positioning and closing opportunities for Sandvine's App QoE portfolio.
* Develop and maintain relationships within assigned accounts; improve client utilization and product/service adoption rates.
* Collaborate with customer contacts, including senior level executives, to define needs and provide solutions.
* Create strategic business plans for the key major and regional accounts.
* Understand competitive positions and threats to optimally compete vs. key competitors.
* Identify and target new business sales opportunities that close quickly for the highest deal value.
* Promote and maintain the organization's brand image and identity within the marketplace.
* Provide input and assist in the development of presentations and other marketing collateral.
* Create and conduct in-depth sales presentations that highlight key benefits, ROI, and value the company's products/services.
* Identify and resolve risks associated with the delivery and/or provision of customer contracts; manage client expectations throughout the contract.
* Conduct and develop quarterly and annual account reviews to effectively manage account lifecycles.
* Analyze, assess, and document client results to ensure customer needs are being met.
What Skills You Bring
* Extensive experience in selling to European territories out of Italy and neighboring countries mobile service providers, such as TIM, Vodafone, Fastweb, Swisscom, WIND TRE and regional providers.
* Expert in value-based selling and ROI positioning.
* Bilingual expertise in Italian and English language.
* Demonstrated track record of exceeding ambitious revenue goals/quotas in previous positions.
* Strong knowledge of the European mobile telecommunications market, including major players, competitive landscape, pricing strategies, and market differentiation.
* Strong knowledge of Fixed & Mobile Networks, Analytics, Customer Experience.
* Demonstrated ability to execute transactions with executive level prospects.
* Able to build and maintain lasting relationships with corporate departments, key business partners, other stakeholders.
* Excellent grasp of brand building and articulation of value propositions.
* Able to effectively communicate key information to internal/external stakeholders.
* Skilled at assessing client needs, developing proposals, and delivering solutions.
* Excellent negotiation and diplomacy skills, with a high degree of tact and persuasiveness.
* Excellent speaking skills in Italian and English, including presentation experience to large and diverse audiences.
* 10+ years of solutions-based sales experience with a track record of exceeding sales.
Desired
* High energy, self-starter, with strong multi-tasking abilities, and the ability to work independently.
* Strong technical knowledge and experience creating strategic business plans and competitive strategies for assigned accounts.
* Ability to write clear and concise value proposition statements.
* Strong problem identification and problem resolution skills.
* Ability to coordinate, organize and present product demonstrations and other events.
* High level of proficiency with Microsoft Office productivity suite.
About Sandvine
Sandvine, the App QoE company, helps network service providers deliver the highest quality experience to consumers and enterprises. The company develops best-in-class solutions that analyze, optimize and monetize OTT application traffic going through the networks. With contextual machine learning-based insights and real-time actions, Sandvine has become a global leader in Application Quality of Experience (QoE).
As part of this innovative and exciting company, you will drive innovation in app-driven cloud and hybrid solutions designed to accelerate time-to-value across network planning, engineering, and operations. Promote awareness of new products and services to accounts.
What Can You Expect From Us
* Competitive compensation plan.
* Remote position in Italy.
* Employee development including training programs and mentorship.
* Career development and advancement opportunities.
* International travel opportunities - we are a global company.