Enterprise Account Manager

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. Our portfolio includes SD-WAN, security, Internet, voice, and other connectivity options, complemented by professional services and exceptional sales and support teams in local markets worldwide. We serve thousands of national and multinational companies, uniquely enabled by our top-ranked, global, Tier 1 IP backbone spanning more than 260 cities on six continents. Our culture is built on a customer-first service experience, reinforced by operational excellence and continuous improvement in business, environmental, social, and governance practices.

About the Role

The Enterprise Solutions Account Manager at GTT is dedicated to prospecting new enterprise customers and expanding existing relationships. This role focuses on understanding customer challenges, creating tailored strategies, aligning GTT services with customer needs, and closing deals.

Job Scope and Interactions

This role interacts closely with cross-functional teams, including marketing, delivery, and support, to ensure seamless solution implementation. The Enterprise Solutions Account Manager reports to a supervising sales manager.

Responsibilities

• Generate sales revenue by promoting GTT solutions and services to targeted prospects through direct outreach, networking, and other contact efforts.
• Hunt new business from a pre-identified portfolio of prospective enterprise clients within multisite global businesses.
• Understand customer pain points and business challenges, positioning GTT’s solutions as integral to their success.
• Build and maintain strong relationships with key customers by addressing their business needs with tailored solutions.
• Stay up-to-date with industry trends and competitor activities to identify new business opportunities.
• Collaborate with cross-functional teams to ensure seamless delivery of solutions to customers.
• Develop and execute strategies to drive revenue growth and strengthen customer relationships for enterprise solutions.
• Sell GTT’s full suite of products and solutions globally, including SD-WAN, Advanced Security, Professional Services, and global WAN connectivity.
• Build a prospect pipeline from scratch through personal initiatives and revive past or present customer relationships.
• Leverage marketing support to drive prospecting initiatives.
• Drive opportunities from discovery through development to close.

Requirements and Qualifications

• Must reside in the U.S.
• 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 offerings.
• Ability to think critically, analyze data, and work cross-functionally.
• Experience selling multisite global deals.
• Excellent communication, negotiation, and presentation skills.
• Solution selling expertise, utilizing the Challenger approach.
• Confidence and hunger to engage with C-level executives on their business challenges and translate needs into benefits.

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes to make sound decisions; ability to apply this knowledge to diverse situations.
• Effective Communications: Understanding of communication concepts and techniques to transmit, receive, and interpret ideas and needs accurately.
• Negotiating: Knowledge of successful negotiation techniques to collaborate constructively with internal and external stakeholders.
• Problem Solving: Ability to recognize, anticipate, and resolve organizational or operational challenges using appropriate tools and techniques.
• Networking: Ability to build mutually beneficial relationships with internal and external partners to improve access to resources and expertise.
• Channel Sales: Knowledge of channel sales strategies to execute and fulfill sales plans through diverse avenues.
• Sales Proposals and Presentations: Ability to prepare and present formal recommendations addressing customer needs.
• Value Selling: Knowledge of principles for selling products and services by emphasizing overall value and differentiation.
• Continuous Improvement: Ability to drive cultural and operational changes to enhance responsiveness and efficiency.
• Customer First: Commitment to internal customer interactions, fostering accountability, collaboration, and partnership.
• Operational Excellence: Understanding of system-driven processes for consistency and scalability, focusing on customer impact and future trends.