Client Partner – Telecom, Cable & Media
Role and Responsibilities
Provide thought leadership and serve as a trusted advisor to a major tier one telecommunications company’s C-level business executives and other senior business/functional/IT team members.
Own and deliver $5-$10M+ annual revenue quota with responsibility for both new business and account expansion.
Maintain a qualified pipeline of 3-5x annual quota and provide accurate monthly forecasting.
Develop net-new opportunities within assigned account(s) while expanding existing relationships through cross-selling and up-selling.
Develop competitive positioning and win strategies to displace incumbents and differentiate Excelacom.
Provide executive oversight and governance across projects you sell to ensure successful outcomes and customer satisfaction.
Lead end-to-end strategy including opportunity qualification, win strategy development, competitive positioning, and proposal leadership.
Experience selling large-scale telecom programs (e.g. OSS/BSS, CRM/CPQ, etc).
Form relationships with account teams and conduct regular pipeline reviews.
Provide coaching, feedback, and guidance to team members
Develop presentations, deliverables, and implementation plans
Participate in the recruitment and interviewing of potential candidates.
Required Qualifications
Business development and sales skills as evidenced by prior success in maintaining and growing client revenues for IT consulting services, software product sales and implementation.
Demonstrated ability to build and leverage executive relationships (VP/SVP/C-level) within tier 1 telecom or similar clients.
Prior consulting experience – in an agile environment – with a leading strategy firm, consulting practice, or consulting technology firm
7+ years of experience working directly with clients on technology consulting or systems integration projects and ensuring the highest levels of satisfaction.
Skilled in creating proposals and presentations, and contract management skills including negotiation of fees, deliverables and terms & conditions.
Experience creating and negotiating both short-term and long-term contracts including MSAs, SOWs and CRs.
Previously met sales quotas
Functional domain knowledge in communications and media industry.
Outstanding communications skills, both written and oral, and demonstrated track record of success as defined by revenue growth through these communications skills.
Ability to travel up to 50% to other client sites or Excelacom offices
Bachelor’s degree, preferably in Computer Science or related field
Proficiency in Microsoft Office (Word, Excel, PowerPoint, Visio)
Preferred Qualifications
An advanced degree such as an MBA is desirable.
In-depth understanding of telecom operations such as sales, provisioning, and customer lifecycle management along with industry convergence trends, regulatory challenges, and competitive dynamics.