Account Executive – New Business

Colt Technology Services Ver Empresa

Não especificado

About Colt

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role Purpose

  • New accounts acquisition for COLT
  • Focus on medium/large-sized accounts in a region

Key accountabilities

  • Winning new business across all product lines (Data, Voice ) for COLT
  • Teach customers about Colt and our offer
  • Development of sales plan based on booking targets, allocated named accounts (prospects)
  • Execute sales plan according to monthly milestones
  • Building a qualified pipeline to cover 12 – 18 months rolling period
  • Work within a team of solution architects and bid managers to define a compelling win-strategy for each opportunity
  • Deliver and present industry leading proposals to IT Management and General Management of the prospect
  • Achieve/overachieve personal booking targets
  • Deliver proper reporting (pipeline, forecast, win-loss ratio) in order to manage achievement of booking targets
  • Professional Hand-over to Account Management after contract signature
  • Identify the right prospect`s stakeholder and builds connection quickly to drive consensus for deals
  • Works cooperatively with a wide range of internal stakeholders for deal success
  • Achieve new logos acquisition every quarter in order to reach ACV targets.
  • Design and Execute an ADP for Top new logos
  • Accurate business forecast on a monthly/weekly basis
  • Manage a virtual team that plans, develops, designs, negotiates and delivers high bandwidth services which contribute to the clients strategic business development
  • Leads process in deal qualification, proposal, negotiation, closure and resourcing
  • Provides high level feedback to Sales Directors on product & services development necessary to secure high value business development

Experience / Skills / Qualifications

  • Excellent sales skills (especially winning new accounts) developed through at least three years’ direct sales experience probably in a service business:
    • Proven and consistent track record on hunting new accounts (new logos) during the past 36 months
    • Strong Qualification skills
    • Ability to identify new accounts that fit the Colt offering
    • Existing personal network with C-Level contacts within the target accounts
    • Professional Pipeline and Forecast-management
    • Excellent presentation skills, ability to engage audiences
    • Ability to effectively communicate with peers and Management
    • Ability to effectively communicate in a multicultural and multinational environment
    • Ability to effectively collaborate with others to reach common goals
    • Ability to build relationships and work well across functions
    • Proven sales success
  • At least 3 years’ experience of the TK/IT market with an affinity to TK/IT technology and existing pipeline for 2016
  • Experience in a collaborative team environment
  • Ability to quickly learn new applications, processes and procedures
  • Demonstrating the capacity to manage changing priorities and ambiguity while staying calm and controlled
  • Bachelor`s degree
  • Fluent in English
  • Knowledge of and ability to use CRM tool such as C4C
  • Proficiency with Microsoft Office
  • Good planning, organizational and time management skills.
  • Result oriented with high commitment, resilience and a positive attitude.
  • Professional appearance and a level of ‘presence’ to gain acceptance at Senior management level.
  • Taking on ownership beside organigram and hierarchy.
  • Team player with a „hands on- mentality“
  • Highly motivated to go the „Extra mile“ to win

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