Federal Senior Account Director - Strategic Capture

CenturyLink   •  

Arlington, VA

Industry: Professional, Scientific & Technical Services

  •  

11 - 15 years

Posted 29 days ago

This job is no longer available.

CenturyLink (is a global communications and IT services company focused on connecting its customers to the power of the digital world. CenturyLink offers network and data systems management, big data analytics, managed security services, hosting, cloud, and IT consulting services.

Job Summary

The Senior Account Director – Strategic Capture will drive the strategy and client engagement with the largest and most complex deals within the Federal Civilian Organization for CenturyLink. This role is responsible for driving growth from accounts by developing strategic C-level client relationships and solving complex customer problems.

The Senior Account Director is accountable for Sales of all CenturyLink products and services including: Managed Hosting Services, Public & Private Cloud, Security/Compliance, Outsourced infrastructure solutions (managed and un-managed), and specialized application workload and IT Consulting Services. Responsibilities include presenting our vision to clients, support for optimization of solution strategy and design, and driving additional revenue within your assigned sales region.

The Senior Account Director is leveraged as a specialist resources on large, complex or high potential opportunities with new and existing customers. These may include Information Technology Outsourcing (ITO) opportunities, platform or architecture changes, consulting assessment and complex migrations. As such, the Senior Account Director must possess the ability to understand the customer's business challenges and tie the solution design to those challenges.

The Senior Account Director must have the necessary business acumen to discuss business needs and challenges with customer executives. This role should also have the technical knowledge and background to feel comfortable in a technical discussion with senior customer IT leaders and staff. Experience in requirements gathering, due diligence, solution development and proposal generation activities unique to large, complex opportunities and consulting engagements in key to success in this position. Responsible for managing business development activities for high-profile accounts that lead to the expansion and growth of new business in the CenturyLink Information Technology Services product portfolio. Accountable for the coordination and strategy on assigned key account(s). Responsible for the overall development and implementation of the account plan.

Manages the development of the "large deal" strategy, partnering strategy, solution development, quality assurance and customer negotiation efforts from engagement to deal closing on behalf of the sales team and the executive sponsors for strategic federal accounts.

Leads negotiations on pricing and terms and conditions with target customers throughout the process and is responsible for maximizing deal profitability and deal closure velocity.

Job Description

  • Develop and strengthen relationships with decision makers and influencers in the customer organization and drive penetration in various functions including outside CIO.
  • Perform consultative, solutions-based design for business clients who desire outsourced infrastructure options to enhance their own technical capabilities
  • Become a trusted IT advisor to the customer and participate in customer's strategic planning.
  • Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan.
  • Maintains an expert knowledge of the customer's business products and services.
  • Serves as an expert in products, solutions, and general service delivery methodologies.
  • Lead account strategy and planning and seek opportunities of growth in the account.
  • Lead proposal development, negotiation and commercial terms for large deals.
  • Demonstrate CenturyLink's unique value proposition to shape opportunities for the customer and increase share of revenues from single source deals.
  • Bring together and create integrated opportunities with end-to-end solution delivery requirements.
  • Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
  • Requires at least 50% or more of time conducting customer or industry activities outside of the office.

Qualifications

  • Minimum 10 years' experience in Managed Hosting Services, Public Cloud (AWS, Azure, Google), Private Cloud (VMware), Outsourced infrastructure solutions (managed and un-managed), specialized Enterprise application suites or equivalent expertise.
  • Experiences utilizing GSA contract vehicles like Alliant, OASIS, NASA SEWP, and Schedule 70
  • Ability to develop strong relations with customers at decision-making levels.
  • Must be able to work productively in a matrix team environment.
  • Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations.
  • Demonstrated success winning contracts and business in the Federal market place required
  • Track record of success developing business within Civilian agencies
  • Must show demonstrated success in dealing with large complex accounts, have a history of running and managing groups/accounts and not only thrive on change, but drive it as well.
  • Needs a financial understanding of Total Cost of Ownership model.
  • Highly effective verbal and written communication skills, including an energetic, enthusiastic and compelling sales presence.

Alternate Location: US-Virginia-Arlington

Requisition #: 211670

EEO Statement

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, "protected statuses"). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Disclaimer

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.