Sales Account Executive

About the role

KDDI America, headquartered in New York, is the US presence of Japan's KDDI Group, a Fortune Global 500 company and leading provider of international IT and communications services. KDDI America was established in 1989 and started as a telecommunications business supporting Japanese multinationals. We have now evolved into a company that provides networks, data centers, system integration, as well as managed service solutions across all industries. Our ability to customize solutions in a major city offering scalability and service that are unparalleled set KDDI America apart from the competition. We provide Ethernet network uptimes of more than 99.999% between regions and guaranteed high performance no matter where.

Responsibilities

• Prospecting and soliciting new business and drive customer acquisition for KDDI America.
• Qualify prospects against company criteria for ideal customers and sales.
• Understand and clearly articulate the KDDI America value proposition, key differentiators and competitive positioning to prospects including C-level executives.
• Identify and qualify business opportunities to sell product and service-based IT solutions.
• Cultivate long-term relationships and build trust with C-level executives and key decision makers.
• Leverage industry trends and come up with compelling value propositions to address client's needs, wants and desires.
• Proactively manage day-to-day client needs, reporting progress to Director of Sales, and identifying new business opportunities across the client's full range of operations.
• Stay up to date on the latest technology initiatives and solutions.
• Complex enterprise network accounts involving Network infrastructure, network design and custom applications.
• Carrying out consultative selling, account planning and account Management with a strong emphasis on customer service.
• Synthesize abstract concepts into solutions.
• Work closely with Project Management and Operations in pre-sale and post-sale activities.
• Provide timely and accurate sales forecasting information and periodically perform pipeline health management to reflect the realistic opportunity workload and value.
• Focus on target attainment and conduct all necessary activities required to meet sales targets.
• Be a positive representative of the company and its brand in the marketplace.
• Conduct all sales activities with the highest degree of professionalism and integrity.
• Recommend changes to current sales techniques and/or procedures, based on the team’s performance and new selling techniques;

Requirements

• Bachelor's degree or equivalent combination of applicable education and experience required;
• MBA or related graduate degree preferred.
• Proven sales executive experience, and the ability of meeting and/or exceeding established targets;
• Previous experience as a sales executive, sales manager and/or sales and marketing manager;
• Ability to communicate, present and influence all levels of the organization, including executive and C-level;
• Proven ability to drive the sales process, from the planning stage to the closing stage;
• Proven ability to articulate the distinctive aspects of the products and services;
• Proven ability to position products against competitors;
• Developing client-focused, differentiated and achievable solutions;
• Excellent listening, negotiation and presentation skills;
• Excellent verbal and written communications skills;
• Excellent Critical Thinking and complex problem solving skills;
• Time Management: Managing one's own time and the time of others.
• 2 to 5 years of relevant job experience with similar essential duties.
• Experience is consultative sales techniques and account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies).
• Demonstrated sales experience (at least 2-5 years) in telecommunications sales and sales leadership experience.
• Determines and creates annual budgets, sales and gross-profit plans, by implementing marketing strategies, analyzing trends and their results;
• Establishes sales objectives by forecasting and developing annual sales quotas for BU, while projecting expected sales volumes and profits for existing and new products;
• Implements BU sales programs, by developing field sales action plans;
• Maintains sales volumes, product mixes, and selling prices, by keeping current with supply and demand, changing trends, economic indicators, and competitors;
• Establishes and adjusts selling prices, by monitoring costs, competition, and supply and demand;
• Completes BU sales operational requirements, by scheduling and assigning employees, and following up on work results;
• Contributes to sales team efforts, by accomplishing related results as needed.

Qualifications

• Experience in telecommunications sales and sales leadership experience.
• Knowledge of industry trends and the ability to develop compelling value propositions.
• Strong interpersonal and communication skills, including the ability to effectively interact with C-level executives.
• Ability to manage multiple projects and tasks simultaneously.
• Strong analytical and problem-solving skills.
• Ability to work independently and as part of a team.
• Ability to travel as needed.

Skills

• Consultative selling techniques.
• Account planning and account management.
• Customer relationship management.
• Project management.
• Technical knowledge of network infrastructure and custom applications.
• Ability to analyze market trends and competitor activity.
• Strong negotiation and presentation skills.
• Ability to manage budgets and forecast sales.
• Ability to manage and motivate a sales team.

Benefits

• Medical, Dental and Vision Coverage
• Basic Life Insurance and AD&D
• Short-Term and Long-Term Disability Insurance
• Flexible Spending Account (FSA)
• 401(k) with company match
• Paid Time Off (PTO): Vacation, sick, and floating holidays; plus 13 paid holidays
• Tuition Reimbursement Program
• Employee Assistance Program (EAP)
• Wellbeing Solutions Program