Account Director Senior - Specialized Sales Federal

The Role

As a Senior Account Director, - Specialized Sales, your primary objective of this position is to focus on driving sales and growing funnel through new opportunity creation within our Department of Defense Account Base.  You will be selling into a base of both existing customers and prospects.  The desired result is closing sales and acquiring new monthly recurring revenue at or above assigned monthly and annual sales targets.  The key function of the position is establishing a cohesive relationship with your DoD sales director peers and aligning your sales team with their individual contributors to maximize new opportunity creation in your area of Specialization.  You will be need to demonstrate excellence in prospecting, qualifying, and closing new opportunities within the Department of Defense market for Lumen, focused on Managed and Professional Services (M&P) products.

The Main Responsibilities

• Sell managed services, business services, business software and/or any outsourced solution.
• Develop and maintain relationships from the operational through the ‘C’ level in the pursuit of managed services sales inside of large government and commercial clients.
• Assist the team in  meeting and/or exceeding assigned sales objectives and monthly revenue quotas, maintain existing and build new revenue within a designated region.
• Provide superior technology and solution knowledge of managed services on a day-to-day basis.
• Build and maintain accurate and up to date strategic account plans associated with regional managed services sales opportunities.
• Partner with Lumen account managers and customers through a strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding managed services solution.
• Manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.

What We Look For in a Candidate

• Minimum of 10 years of experience in selling complex IT infrastructure and professional services solutions to Government and/or enterprise customers. (Federal government preferred)
• Demonstrated success in applying consultative selling techniques to opportunities.
• Proven and verifiable track record in exceeding sales quotas directly as part of sales team.
• Strong communication skills and presence in communicating with Executives.
• Experience and success leading teams, demonstrating success through others.
• Technical sales certifications (e.g., Hyperscale Cloud Provider, Cisco, etc.)
• Consultative or solutions selling training (Miller Heiman, Sandler, etc.)
• Demonstrated level of success in the development of senior level client relationships.
• Demonstrated experience selling a combination of the following strongly preferred: Cloud Computing Services, Managed Hosting, Managed Security, Cloud Solutions (IaaS), Business Continuity/Disaster Recovery, IT Infrastructure Services/Outsourcing, IT Consulting, Outsourcing services, Co-location
• Previous success selling Lumen and/or other Telco products and services within the DoD space is preferable.
• Must be self-motivated and self-disciplined and provide prompt follow-up to all customer inquiries.
• Must have excellent oral and written communication skills and be able to present in both small and large group settings.
• Must have a polished, professional presentation.
• Must be able to keep organized, accurate records on daily activities and results.
• Strong organizational skills imperative.
• Acquire and integrate industry knowledge related to general trends, emerging technologies, and competitors.
• Ability to obtain/maintain a DoD Security Clearance level at a Secret (or higher) is highly desirable.

Compensation

The starting salary for this role differs based on the employee's primary work location. Employees typically do not start at the top of the range, though compensation depends on each individual's qualifications.

Location Based Pay Ranges

$119700 - $159600 in these states: AR, ID, KY, LA, ME, MS, NE, SC, and SD.
$126000 - $168000 in these states: AZ, AL, FL, GA, IN, IA, KS, MO, MT, NM, ND, OH, OK, PA, TN, UT, VT, WV, WI, and WY.
$132300 - $176400 in these states: CO, HI, MI, MN, NV, NH, NC, OR, and RI.
$138600 - $184800 in these states: AK, CA, CT, DE, DC, IL, MD, MA, NJ, NY, TX, VA, and WA.

As with the pay range variety that's based on the region of a country, specific offers are determined by various factors such as experience, education, skills, certifications and other business needs.