Major Acct Development Manager

About the role

The Major Account Development Manager will focus on business development, selling Uniti’s full suite of strategic products and services to mid-market and enterprise customers. The goal is to increase wallet share, enhance customer satisfaction, reduce churn, and expand customer base utilization of strategic next-gen services, and grow through new logo acquisition.

Responsibilities

• 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 ecosystem 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.
• Create and implement plans to create additional opportunities to cross-sell and upsell accounts and increase overall total customer spend.
• Create and implement plans to acquire new logo’s within a defined list of potential prospect accounts.
• Manage a pipeline of opportunities in Salesforce.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.

Requirements

• Verifiable record of success in enterprise-level sales, owning a customer base, and driving full lifecycle 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.
• Ability 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.

Better Than

• 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.

Qualifications

• 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.

Benefits

Medical, Dental, Vision Insurance Plans
401K Plan
Health & Flexible Savings Account
Life and AD&D, Spousal Life, Child Life Insurance Plans
Educational Assistance Plan
Uniti is an equal opportunity employer.

Schedule

Commensurate with experience.

Pay

Commensurate with experience.