Major Account Development Manager

About the Role

The Major Account Development Manager will focus on business development, by selling Uniti’s full suite of strategic products and services to mid-market and enterprise customers. Our goal is to increase wallet share, increase customer satisfaction with Uniti, reduce churn, and increase our customer base utilization of strategic next-gen services and grow with additional new logo acquisition. The Major Account Development Manager will leverage a full support ecosystem consisting of an Area Sales Director, Customer Success and Sales Engineering teams.

What You'll Do

• Develop and maintain a comprehensive understanding of Uniti’s sales process, products, and solutions to ensure customers are under contract with the most strategic product set.
• Develop a deep understanding of a customer's business, corporate priorities, and industry to effectively identify solutions that align with the customer’s strategy and needs.
• Develop, own, and document the multi-faceted account plan and growth strategy for each customer, manage priorities and eco system partners to meet established milestones and achieve sales growth objectives.
• Act with a sense of urgency and work in close partnership with the Customer Success organization, to assure customer issues are resolved quickly.
• Develop and implement plans to create additional opportunities to cross sell and up sell accounts and increase overall total customer spend.
• Develop and implement plans to acquire new logo’s within a defined list of potential prospect accounts.
• Manage a pipeline of opportunities in saleforce.com including generation of accurate forecasts and attainment of assigned quotas.
• Participate in, and successfully complete, all required training, participate in team meetings and activities as required.

Do You Have?

• Verifiable record of success in enterprise level sales, owning a customer base and driving full life cycle management of sales, conversions, and renewals.
• Prior strategic account management and consultative sales experience selling multiple products and solutions to medium and large businesses.
• Strong interpersonal skills, organization skills, time management skills, listening skills, presentation skills, verbal, and written communication skills.
• Able to confidently network, build rapport and develop trusted relationships over time to execute mid to long term account plans.
• Excellent presentation skills and ability to speak with business professionals at all levels in an organization and across multiple lines of business.
• Strong PC skills, including expertise in MS Office.
• Experience in building account plans and leading customer business reviews (MBRs and QBRs).
• Experience driving strategic consulting services into new accounts while consistently achieving or exceeding sales goals by generating and maintaining a qualified pipeline.

Even Better

• Strong business, financial and technical acumen with negotiation and closing proficiency.
• Strong problem solving and analytical skills.
• Working knowledge of selling cloud-based communications and data solutions.
• Independent, stress tolerant, self-motivated, competitive, assertive, proactive, and results oriented.
• Able to work with minimum direction.
• Adept at prospecting and using effective consultative selling practices.
• Understands market dynamics including demographics.

Minimum Requirements

• College degree or equivalent and 8+ years field sales experience directly related to job (outside, direct sales experience) or 12+ years job related field sales experience or an equivalent combination of education and job-related field sales experience required.