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Account Manager

Job id:  16019
Job location: 

Rome, Italy

At Colt we are changing the perception of our business and industry sector. As part of this transformation we are growing new services and teams to facilitate and drive the business to the next level.

Colt provides world-class network and communications services to information–intensive businesses across Europe, Asia and North America. 

With local market understanding and global reach - Colt is big enough to deliver and small enough to care.

 

Role Purpose
At Colt we are changing the perception of our business and industry sector. As part of this transformation we are growing new services and teams to facilitate and drive the business to the next level.

Colt provides world-class network and communications services to information–intensive businesses across Europe, Asia and North America. 

With local market understanding and global reach - Colt is big enough to deliver and small enough to care. 

Reporting to the Sales Manager this role will hold responsibility for acquiring  new Accounts and developing MNC clients for Colt within the Italian Country territory, while setting a focus on large & medium-sized customers.

 

Key Accountabilities

  • Winning new business across all product lines (Data, Voice) for Colt.
  • Teach customers about Colt and our new offering and drive Customer digital transformation journey by offering Colt portfolio.
  • Development of sales plan based on ACV and IBR targets, allocated named Accounts.
  • Work within a team of Marketing, Sales Engineers and Bid & Commercial managers to define a compelling win-strategy for each opportunity.
  • Deliver and present industry leading proposals to ICT Management & General Management of the Clients.
  • Achieve/overachieve personal booking and revenue targets.
  • Deliver proper reporting (pipeline, forecast, win-loss ratio) in order to manage achievement of booking targets.
  • Identify the right prospect`s stakeholder and builds connection quickly to drive consensus for deals.


 

Key performance indicators (financial and non-financial)

Works cooperatively with a wide range of internal stakeholders for deal success, in Italy and at European level.

 

  • Deliver revenue growth (develop and churn management) for the assigned portfolio.
  • Achieve new logos acquisition every quarter to achieve ACV targets.
  • Design and Execute an ADP for new logos.
  • Accurate business forecast on a monthly/quarterly basis.
  • Qualified pipeline to cover 12 – 24 months rolling period.
  • Execute sales plan according to monthly milestones.

 

 

Relationships and key contacts

  • Leads process in deal qualification, proposal, negotiation, closure and resourcing.
  • Provides high level feedback to Sales Manager on product & services development necessary to secure high value business development.

 

 

Skills & Experience

  • Outstanding sales skills (especially in acquiring new logos) developed through at least ten years' direct sales experience with Italian Customers operating at International / European environment
  • Professional Pipeline and Forecast-management.
  • Strong Qualification skills.
  • Proven and consistent track record on hunting new Accounts and in management of existing one during the past 5 years.
  • Existing personal network with C-Level contacts within the targeted Accounts.
  • Ability to communicate, present and influence at C-Level in a multicultural and multinational environment.
  • At least ten years' experience of the Telco market with an affinity to new Telco technology (SDN, NFV, uCPE, Cloud, etc.): Good Customer network and relationship within Geo’s.
  • Strong knowledge of the current major Customer business pressure coming from IoT, Big Data, Cloud, Outsourcing through Data Centres providers.
  • Existing connection with partner like AWS, MS, Google, Cisco, Oracle, Avaya, Cisco, Equinix, etc.
  • Strong communication skills and selling on value capabilities.

 

 

Person specification

  • Demonstrating the capacity to manage ambiguity while staying calm and controlled.
  • Result oriented with high commitment, resilience and a positive attitude.
  • Self-motivated and showing perseverance.
  • Competitive drive.
  • Passionate, persuasive, dynamic, inspiring, entrepreneurial attitude.
  • Team player with a “hands on-mentality“
  • Professional appearance and a level of 'presence' in order to create a positive impact and influence.

 

Qualifications

  • Bachelor's Degree / MBA in business / technology preferred.
  • Knowledge of and ability to use CRM tool such as C4C.
  • English language skills at professional level.

 

Attitude

 

Energizing

Able to create positive energy (motivation) in both individuals and groups.

Commitment to Task

Able to start & persist with specific courses of action while exhibiting high motivation and a sense of urgency; willing to stretch in order to reach goals.

Interpersonal

Able to communicate with others in a professional manner while building credibility and rapport.

Perceptivity

Able to interpret verbal and non-verbal behaviour to develop accurate perception and understanding of others’ feelings, needs, values, opinions. Is sensitive to and aware of personality differences and conflicts.

Creativity

Able to develop unique and novel solution to problems; uses intuition and a  new way of thinking to generate new ideas. Able to present ideas in an attention-seeking and interesting manner.

Versatility

Able to modify one’s own behaviour and style to respond to needs of others while maintaining one’s own objectivity and sense of dignity.

Reading the system

Able to recognize and use information about organizational climate and key individuals to accomplish legitimate organizational goals. Be aware of importance of timing, politics and group processes in managing change.

Customer sensitivity

Understands customers, keeps in regular contact and constantly looks to see where Colt products can help their business thrive. Delivers an exceptional customer experience time after time as is well networked in the company to deliver solutions, cutting bureaucracy. Creates a powerful focus on what matters most to customers.

 


 

In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.

Some benefit examples are:

  • Flexible working and relaxed dress code
  • Two days annually to spend on volunteering opportunities
  • Insurance options
  • Access to a virtual business school for on-going learning
  • Local training with main Business Schools
  • Business mentoring
  • Discounts with retail providers


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