Senior Account Director

The Role

As a Senior Account Director, - Specialized Sales, the primary objective of this position is to focus on driving sales and growing funnel through new opportunity creation within our Department of Defense Navy customer account base.  You will be selling to Department of Navy 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 Navy and associated Defense Industrial Base (DIB) partners for Lumen, focused on Managed and Professional Services (M&P) products.

Location

Allows for Work From Home in the Washington D.C. metro area.

Will require at least 25-50% of time conducting sales activities outside of the office.

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 Department of Navy customers.
•    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.
•    Maintain a DoD Security Clearance level at a Secret (or higher) is highly desirable.

Compensation

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges:

$145,530 - $194,040 in these states: DC, MD, and VA.

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.

Learn more about Lumen's:

• Benefits
• Bonus Structure

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