About GTT:
GTT is a leading global provider of secure cloud networking solutions for multinational organizations. We design and deliver solutions that leverage advanced cloud, networking and security technologies. We complement our solutions with a suite of professional services and exceptional sales and support teams in local markets around the world. We serve thousands of national and multinational companies with a portfolio that includes SD-WAN, security, Internet, voice and other connectivity options. Our services are uniquely enabled by our top-ranked, global, Tier 1 IP backbone, which spans more than 260 cities on six continents. The company culture is built on a customer-first service experience reinforced by our commitment to operational excellence and continuous improvement in our business, environmental, social and governance practices. For more information, visit gtt.net.
Role Summary:
The Enterprise Solutions Account Manager at GTT is dedicated to prospecting new Enterprise customer base, and building our existing customer base seeking new enterprise opportunities, understanding their challenges, creating unique strategies per account, matching their needs with GTT services, and most importantly closing the deals.
Job Scope/Supervision:
List the other teams/departments that the role will interact with the most in their positions. Include the supervising manager this role reports to.
Duties and Responsibilities:
- Generate sales revenue by promoting GTT solutions and services to targeted prospects and leveraging personal networks, direct calling, email, and other contact efforts
- Hunting new business from a pre-identified portfolio of prospective new logos within multisite global businesses
- Understand customer pain points and business challenges, positioning GTT’s solutions as integral to their success
- Building and maintaining strong relationships with key customers by understanding their business needs and providing solutions that meet their requirements.
- Staying up-to-date with industry trends and competitor activities to identify new business opportunities and stay ahead of the competition.
- Collaborating with cross-functional teams to ensure seamless delivery of solutions to customers.
- Develops and executes strategies to drive revenue growth and build strong customer relationships for enterprise solutions.
- Sells GTT’s full suite of products and solutions globally including SD-WAN, Advanced Security, Professional Services, global WAN connectivity),
- Build a prospect pipeline from a standing start via own initiatives and revive past and present customers.
- Work with the considerable marketing support available to drive further prospecting initiatives.
- Drive opportunities from discovery, through development to close.
Required Experience/Qualifications:
- Must reside in US
- Strategic Sales experience with a minimum of 10+ years of experience in enterprise SaaS sales, with a proven track record of securing large repeatable deals
- Deep technical knowledge of global networking managed services including professional managed service offering
- The ability to think critically, analyze data, and work cross-functionally is essential.
- Experience selling multisite global deals
- Excellent communication, negotiation, and presentation skills
- Solution selling, utilizing the Challenger approach
- Must be confident and hungry to engage with C level executives on their business challenges and translating needs into benefits.
Core Competencies
- Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
- Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
- Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
- Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
- Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
- Channel Sales: Knowledge of various channel sales strategies and solutions used to execute and fulfil a sales plan; ability to sell a hospitality organization's brand, products, and services through multiple and diverse avenues
- Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.
- Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Universal Competencies
- Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
- Customer First (Customer Facing) : Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
- Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.
EEO Statement
GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of ’s employees to perform their job duties may result in discipline up to and including discharge.
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