Description
Develop and Lead Account Strategies and sales plans
Identify key decision makers in assigned accounts, develop and maintain strong and effective strategic relationships with them
Gain and build knowledge of target accounts, their business and potential needs
Represent Alcatel-Lucent and the various offerings Alcatel-Lucent brings to market (solutions, devices and services) to account. manly in VAS, APPD, IMS/NGN, NSI + NMS and special projects
Confidently articulate the Alcatel-Lucent vision, systems and application strategies to accounts at all appropriate levels of decision-making.
Work with technology specialists to develop account specific proposals and solutions
Negotiate contracts with assigned accounts
Gain and build an in depth knowledge of Alcatel-Lucent’s strategic systems, applications and corporate directions.
Maintain and increase Alcatel-Lucent product knowledge (self study, regular trainings, seminars, etc)
Maintain and monitor competition and market trends
Maintain close contacts with Alcatel-Lucent product managers and marketing dept. to support marketing plans
Obtain and analyze marketing efforts of competitors at assigned accounts and use this information to maximize revenue as well as customer satisfaction
To perform & manage all administrative sales tasks starting at opportunity identification until contract signature (Orion, Go/NoGo, RAC, FEG, OLA/OXIA, Derogation, Order Booking…)
To ensure global customer satisfaction and good account performance
- Requirements
Track record of successful sales in the region
Experience in managing a team of commercially driven Sales or Pre-Sales people
Experience in the market is a plus.
University or College degree, or equivalent business experience
Knowledge of Telco technology solutions and selling strategy as well as the ability to articulate these strategies with confidence to key corporate decision makers.
Knowledge of the Operators sales cycle, as well the Operators challenges and how to identify solutions to meet those challenges.
Knowledge of Operators required solutions is a plus.
ALCATEL-LUCENT COMPETENCIES
Individual Excellence
- Action Orientated: Pursues work with energy, drive, and a strong accomplishment orientation.
- Integrity & Trustworthiness: Behaves according to high ethical business principles and values.
- Self Confidence: Feels successful in past undertakings and expects to succeed in future activities.
- Results
- Drive for Results: Continually focuses on achieving positive, concrete results contributing to Alcatel-Lucent’s business success.
- Planning, Organizing & Co-coordinating: Efficiently develops and implements plans to accomplish goals.
- Customer Feedback
- Customer Focus: Investigates and takes action to meet customers’ current and future needs.
- Representing Alcatel-Lucent: Projects a positive and professional image of Alcatel-Lucent in all contacts. Teamwork
- Communication Skills: Writes, speaks, and presents information effectively and persuasively across communication settings.
- Cross Group Collaboration: Demonstrates ability to work across groups by setting mutual goals, ensuring clarity of roles, and working together in ways which enhance business effectiveness.
- Interpersonal Skills: Develops and maintains good working relationships with others.
- Negotiation & Conflict Management: Negotiates or mediates sound agreements in business or organizational situations where there is disagreement or differences in interests.
- Organisational Agility: Understands how to get things done and achieve objectives working with others in an organizational context.
- Long-Term Approach
- Strategic Leadership: Creates a shared purpose, vision, or direction for his/her group or organization, and inspires others to work toward it.
- Strategic Thinking: Understands the business, and anticipates and develops business priorities for future action.
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