〇Develop sales strategies and plans in conjunction with CSP partner. 〇Deliver new customer wins in conjunction with CSP partner. 〇Deliver top line revenue growth for edge services with the CSP partner 〇Execute sales campaigns in Commercial Enterprise, Public Sector and SMB 〇Orchestrate the edge ecosystem to deliver customer solutions with the CSP 〇Represent the our edge services strategy with the CSP partner to internal and external stakeholders. 〇Working with CSP and our Account Teams, build C-level relationships with our top customers to generate interest and business in our edge services 〇Partner with of us and CSP Account Teams to build strategic relationships and customer opportunity pipeline. 〇Work collaboratively inside of us and CSP to drive new solutions to market with our solution architect, and professional service teams 〇Work with ISV, SI’s and Enterprise in the high touch build and sell of CSP Edge solutions 〇Work with Account Managers and supporting teams on creating a customer obsessed ISV, SI & Enterprise CSP Edge experience 〇Prepare and give business reviews to our senior leaders within Japan 〇Develop formal case studies and other forms of references, highlighting activity and workloads running on our edge with the CSP. 〇Capture learnings and propose recommendations to increase revenue associated with CSP Edge solutions.
Roles & Responsibilities: ・ Develop a portfolio of 5G Edge use cases and applications in partnership with CSPs & ISVs. ・ Work with multiple sales and technical teams within us, Tier1 CSPs and ISVs to define and execute joint technology, marketing and sales initiatives. ・ Serve as a key member of the our technology alliance and solutions team focused on 5G within Telecommunications segment, to define and deliver the overall go-to-market strategy. ・ Engage Communication Service Provider’s field sales organizations, channels and end customers to create and drive revenue opportunities for us. ・ Ensure that there is a strategic business development plan for target markets and ensure it’s in line with the our strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals. ・ Set and manage revenue targets and work with your team, each partner and our sales organizations to achieve/exceed goals. ・ Create and execute the team’s business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.). ・ Identify joint customer segments and industry verticals to approach with a joint value proposition in 5G using us. ・ Understand the technical/business requirements of each telco service provider’s 5G strategy and work closely with the internal our development team to guide the direction of our product offerings with individual technology solution providers. ・ Prepare and give business reviews to the senior management team. ・ Manage complex negotiations and serve as a liaison to the legal group. Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).
●Roles & Responsibilities: ・Be Customer Obsessed. ・Deliver Results: Drive revenue and market share in a defined territory or industry vertical through strategic value based selling, business case definition, ROI analysis and references. ・Meet or exceed quarterly revenue targets. ・Develop and execute against a comprehensive account/territory plan. ・Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Professional Services, Executives and Partners etc. ・Create & articulate compelling value propositions around the use of our desktop solutions such as WorkSpaces, AppStream and WorkDocs. ・Accelerate customer adoption of our Enterprise Productivity solutions ・Manage and maintain a robust and accurate sales pipeline of opportunities. ・Work with partners to extend reach & drive adoption. ・Close new business and add on business from new and existing accounts, develop referrals and references accounts by building long-term strategic relationships with key accounts. ・Coordinate and participates in regional team meetings for education and product strategies. ・Expect moderate travel.
●Role Purpose This position is responsible for maintaining deep customer relationships to drive account revenue retention and growth. By collaborating with internal partners, the Account Manager delivers exceptional service and a valuable solution. The position will lead Japanese GSA and KSA accounts and will be accountable for the commercial close of all deals. You will also open up larger solution opportunities and introduce Solution and Proposition Sales.
●Role Responsibilities ・Demonstrate deep understanding of the customer decision maker’s strategies, priorities and needs ・Maintain solid knowledge of our propositions to initiate conversations and raise interest ・Build and embed a long-term trusted advisor relationship within assigned accounts ・Drive growth by expanding our footprint within their accounts ・Focus on maintaining overall customer engagement and expanding and retaining led net revenue ・Lead all commercial activities within accounts, being responsible for the end to end customer relationship ・Drive efficiency in account administration (especially for lower value and growth potential accounts) ・Lead internal and external partners and maintain networks to negotiate and close deals ・Accountable and responsible for simple order taking
●Emerging & Growth Model ・Handle an assigned Growth accounts book on a proactive basis ・Account Managers may also lead a pooled book of accounts on a reactive basis ・All Account Managers in Emerging and Growth segments are in charge of revenue retention (primarily), sales, and administration of their accounts
・Provide first level support covering application usability & customization; content search, explanation & integrity for Trading, Risk Management and Wealth Management customers ・Effective servicing of cases and strict adherence to case query handling procedures. Follow the appropriate procedures to respond to complaints, escalations and outages ・Maintain trusted relationship with customers to provide additional information, updates, and resolution to issues. Meet all access targets across telephony channels ・Identify and refer problems affecting customers and influence the timely resolution of customers’ enquiry, including referrals. This would include escalation to Customer Support Team Manager and liaising with different parts of the organization as appropriate. ・Build and maintain local and overseas relationships with other resolver groups across the organization to ensure appropriate resolutions are provided in a timely and accurate manner ・Recognize and escalate recurring problems, areas and processes for improvement ・Develop deep markets and product specialization through Specialized Learning pathways to increase the value of service delivered to customers