Major Account Manager (Telco)

Sandvine; London; Remote; GBP 100,000 - 125,000; Full time

Job description

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.
• Promote awareness of new products and services to accounts.

What Skills You Bring

• Expert in value-based selling and ROI positioning
• Demonstrated track record of exceeding ambitious revenue goals/quotas in previous positions
• 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, including presentation experience to large and diverse audiences
• 10+ years of solutions-based sales experience with a track record of exceeding sales target

Desired

• Proficient in SFDC
• 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
• Good understanding of value-based selling and ROI development
• 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
• B.A. in Information Technology or Business, MS or MBA desired

About Sandvine

Sandvine, the App QoE company, helps network service providers deliver 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. Join the team and contribute to what makes Sandvine unique in the market: superior App QoE.

What Can You Expect From Us

• Competitive compensation plan
• Remote position in the UK
• Employee development including training programs and mentorship
• Career development and advancement opportunities
• International travel opportunities - we are a global company

Thank you for your interest in Sandvine. While we’re not able to get in touch with everyone who applies, we will contact you if your skills and experience are a match for the role. Otherwise, we’ll keep your resume in case there is a match with future opportunities. In the meantime, if you want to learn more about life at Sandvine, follow us on LinkedIn (https://www.linkedin.com/company/sandvine/), Twitter (@Sandvine) and Facebook (Facebook.com/Sandvine).

Sandvine is committed to supporting a culture of inclusion, diversity and accessibility to employment for all. We welcome and encourage applications from all qualified applicants regardless of race, ethnic origin, religion, age, gender, sexual orientation, ability or disability. We are proud to operate as an equal opportunity employer. The more inclusive we are, the better our work will be. Sandvine will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. If you require accommodation, please contact our recruiting team: [e-mail]