Account Manager 3 - Enterprise Direct Sales

About the role

In this role, you'll get to expand territories and spearhead the sales of Comcast Business's innovative products and solutions into new markets. You'll also get to engage in the exciting challenge of acquiring and managing a diverse range of commercial customers, from mid-market and enterprise, to those with multiple locations, through both direct and partner channels.

Success Profile

• Results-Driven
• Goal-Oriented
• Communicator
• Good Listener
• Self-Starter
• Adaptable

Responsibilities

Account Manager 3 - Enterprise Direct Sales
Job Summary
Responsible for providing strategic account management and financial sales leadership for an assigned portfolio of existing, strategic mid-market customers; assigned portfolio is considered strategic based on revenue billed and monthly revenue. Generate new business within an assigned group of leads and opportunities. Develop and manage overall account strategies for specific named account customers, with a focus on incremental revenue growth opportunities and retention of embedded base services. Reduction of churn and/or write-downs as a result of overall customer relationship management and customer satisfaction. Conduct quarterly business reviews (QRB) with key customers. Deliver annual customer revenue and retention objectives on a consistent basis, to meet and exceed the end to end experience expectations of these enterprise customers.

Core Responsibilities

• Manage the cultivation, execution, and delivery of sales and services to local and regional accounts in the Enterprise and mid-market segment.
• Meet or exceed monthly sales quota through identification and closing of incremental sales and revenue opportunities.
• Generate and close sales and revenue opportunities with new customers as assigned through leads and opportunities.
• Proactively and consistently engage customers to understand the changing business needs of their set of customer accounts to identify upselling/cross selling and new product revenue growth opportunities.
• Prepare and conduct regular bill reviews with all customers; prepare and conduct quarterly business reviews (QBR) with key customers.
• Renew customer contracts to protect and grow existing revenue streams.
• Maintain excellent knowledge of Company's products/services, pricing practices, and selling skills to effectively ensure positioning and alignment of Company Business Services with assigned accounts.
• Initiate and deliver proposed solutions to meet the needs of the assigned customers as it relates to Advanced Voice, Metro Ethernet, ActiveCore, SD-WAN, Manager Router and other Business Class products, as appropriate.
• Monitor customer usage and performance of all connected products and services to proactively identify vulnerabilities, opportunities, and discuss with customer to maintain customer satisfaction.
• Serve as the primary escalation point for any customer issues that arise; proactively coordinate efforts with other internal teams and groups to ensure effective resolution.
• Collaborate with Sales, Finance, and Operations leadership to develop specific account management plans to meet assigned accounts needs and an overall strategy to optimize sales and retention opportunities.
• Develop, maintain, and lead cross-functional relationships with support groups including Construction, Project Management, Installation, to ensure all sales move through install and to connect in a timely manner. Escalate any issues and concerns to make sure projects remain on-track. Develop a plan for any projects that are delayed.
• Position and sell Company Business Class services across multiple organizational levels including but not limited to C-level and Executive level personnel.
• Manage existing revenue, sales opportunities, quota, funnels and forecasts consistent with Region, Division, and Corporate sales, service, and operational goals and objectives.
• Consistent exercise of independent judgment and discretion in matters of significance.
• Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) and overtime as necessary.
• Other duties and responsibilities as assigned.

Skills

• Customer Relationships
• Direct Selling
• Sales Management