The RoleThe Account Director I - Channel Management assumes Leadership of the Partner's experience with the standard Lumen Enterprise Acquire and Customer Success policies, processes, and tools as well as those created specifically for the Partner Channel. The responsibilities include building, growing, and maintaining mutually beneficial relationships with the right strategic Partners to expand our market share.
This role identifies, recruits, and manages an assigned account base of indirect sales, telecommunications partners to generate revenue by executing channel programs. The Account Director I is responsible for selling new and existing company products and services, targeting business to business clients.
LocationThis position allows you to work from home in Minnesota.
Requires at least 25% or more of time conducting sales activities outside of the office.
The Main Responsibilities- Drive inflight sales opportunities with Partner/Customer/Internal teams
- Develop and implement opportunities to cross-sell and up-sell accounts, increasing overall revenue spend by targeted customers.
- Create account plans and strategies to win new business from existing customers.
- Solution pricing review and negotiation
- Develop sales in designated account base by working with partners to identify new sales opportunities.
- Responsible for Funnel, Promo, Spiff and Deal reviews
- Define solution design, Pricing strategy, DSR for marketing promo, OM engagement
- SFA opportunity creation and Funnel Management
- Partner Engagement - New partner activation, dormant partner reactivation, relationship building
- Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet and exceed quota requirements.
- Manage and serve as the escalation path for end customers and partners to ensure superior customer experience.
- Coordinate and deliver training and on-boarding programs for Partners to ensure sales readiness for company products and processes, including product and systems training.
- Coordinate with Inside Sales on partner sales opportunities, prepare customer presentations, and coordinate with internal groups (sales engineering, product, etc.) during the sales process.
What We Look For in a Candidate- 7-9 years of related experience
- Proficient understanding of company's telecommunications products and network capabilities
- Valid driver license as role may require driving to customer and/or partner meetings.
- Ability to travel an average of 25%
Preferred Qualifications:
- Bachelor's or master's degree in business, marketing, or related field with 7-9 years of related experience.
- Proven success of building strong relationships and partnerships.
- Advanced understanding of company's telecommunications products and network capabilities.
- Advanced knowledge of company financial measurements, telecommunications industry, and indirect sales model.
CompensationThis information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Location Based Pay Ranges
$91,668 - $122,223 in these states: MN
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process. Learn more about Lumen's:Benefits
Bonus Structure
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What to Expect NextRequisition #: 342883
