Account Director - Government

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Responsibilities

We are currently looking for an experienced Account Director ready to step up and join our business working out of our Sydney offices. You will be responsible for the sales and revenue growth of strategic sales within a defined territory of existing global clients, corporate and named, high value targets.

 

Our world is about big challenges and bigger solutions at the cutting edge of change. Our world is realizing the power and promise of the cloud. Our world is about learning and knowledge. So we take on brilliant people and let them tap into the expertise of equally talented colleagues. We give everyone access to a raft of training resources. And we make sure that every day brings new and stimulating challenges.

 

Verizon: http://www.verizonenterprise.com/au/

 

Responsibilities

  • Independently prospect for new Government business according to business plans and targets set in conjunction with Sales Manager.
  • Establish and maintain effective relationships with key prospect contacts in the public sector to determine objectives of Department, current and planned business needs, buying criteria and decision making process.
  • Build and maintain a sales opportunity pipeline of 3 times quota (including 2 times quota >60%) to meet revenue targets.
  • Undertake major analysis of customer business requirements at a strategic level and write proposals and lead RFT responses for critical and complex sales
  • Communicate to prospects the benefits of proposal and solutions and negotiate alternatives. Manage customer expectations within what the company can deliver.
  • Work with external strategic business partners and pre sales support (eg. Technical consultants/Bid Management) to provide solutions to key accounts and appropriate bid/tenders within overall policies to bring suitable opportunities to closure.
  • Identify, develop and implement strategic account plans through all stages to closure for top 10 Government customers/prospects on an ongoing basis.
  • Manage VzB’s ongoing relationships of nominated customer accounts to maintain monthly recurring revenue and identify new business opportunities to increase revenue.
  • Manage sales progress for long/complex selling cycle, maintaining an effective and prioritised contract program designed around progress stages.
  • Develop strategic revenue growth opportunities for nominated accounts and develop complete territory and opportunity plans to maintain and maximise revenue.
  • Plan and manage the overall implementation process for critical and complex sales.
  • Identify and analyse critical sales issues engaging internal resources available to ensure resolution.
  • Maintain the CRM database system for the purpose of keeping up-to-date customer contact listings for on-going account management and direct marketing.
  • Produce weekly, monthly and other regular reports and forecasts as directed by Sales Manager on activity levels and progress against targets.
  • Actively engage and participate in sales training and other internal activities as directed by Sales Manager.
  • Represent VzB in a professional manner to customers, vendors and business partners to promote the company as a quality supplier with the aim of achieving ‘preferred supplier’ status.

Qualifications

Qualifications

  • Minimum of 5 years successfully selling complex solutions within the public sector environment
  • Comprehensive knowledge of Telecommunications/IP industry and competition
  • Ability to strategically analyse and differentiate customers business needs
  • Thorough understanding of the sales cycle in the public sector environment
  • A demonstrated track record of strategic sales; negotiating and influencing skills at executive levels
  • Experience in closing business using return on investment business models
  • Knowledge of voice, data and internet products/technologies
  • Tertiary qualifications in technical/business areas
  • Excellent interpersonal and communications skills – both verbal and written
  • Broad knowledge of company functions and their relationships

 

As well as an attractive package, you can look forward to excellent prospects for career progression in our expanding business.

 

Connect to our world at www.verizon.com/jobs

 

At Verizon, we’re transforming the business world and changing the way people communicate and experience entertainment. We are a global IP network solutions company and an emerging leader in cloud technologies. If you have talent, drive and ingenuity, you’ll be given free rein to develop innovative solutions that will forever change global communications, entertainment and enterprise IT. And you’ll be backed all the way with innovative technology and training, a diverse culture and challenging career opportunities. When the future has no boundaries, the possibilities are limitless.

 

 

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