Account Director - Carrier Services, Comcast Business

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Job Summary

Responsible for the sales strategy of carrier ethernet access services to international telecommunications and service providers. Works as part of a team to drive sales by focusing on acquiring, developing, and managing strategic prospective clients in designated territories or market segments. Designs and delivers live sales presentations to prospective regional and strategic clients, develops relationships with clients and positions the company brand as key components of the sales strategy. Integrates knowledge of business and functional priorities. Acts as a key contributor in a complex and crucial environment. May lead teams or projects and share’s expertise.

Job Description

Core Responsibilities:

• Creates and delivers face-to-face sales presentations to prospective regional and strategic clients, demonstrating knowledge of the latest company products and services.

• Sells with goals of exceeding departmental financial and unit targets.

• Stays abreast of the competitive landscape and emerging technologies to best position company carrier services in the marketplace.

• Develops the strategy of the sales territory or segment, including identifying regional and strategic partnerships and planning the development of a territory or market segment.

• Actively researches and generates new leads with targeted carriers through various prospecting activities, including cold calling, canvassing, customer referrals and partner relationships.

• Actively seeks ways to promote and position the company brand within territory or segment.

• Retains customer base by delivering on the company credo, ensuring a superior customer experience.

• Maintains and builds customer relationships to drive customer retention.

• Works with internal teams to ensure operational efficiencies and service levels meet and exceed customer expectations through strong customer service orientation with excellent follow-up skills.

• Maintains accurate and quality sales records and prepares sales and activity reports as required.

• Attends out-of-office meetings with customers on a regular basis and demonstrates excellent verbal and written skills, as well as skills in presenting, persuading, and negotiating.

• Consistent exercise of independent judgment and discretion in matters of significance.

Required Skills and Experience:

• More than 7 years of sales experience in the carrier services market.

• Bring in a network of contacts and good relationships from previous clients that are Tier 1, Tier 2, and aggregator companies.

• Demonstrate strong industry knowledge and expertise in Telecom Operator Services. This could be through an in-depth understanding of the telecom ecosystem, this includes service provider services such as voice, data, and internet connectivity and familiarity with key market players.

• Strong awareness in the telecommunications regulatory space such as compliance, licensing, and regulatory requirements

• Strong product knowledge and familiarity with network services. Data Connectivity, SDWAN, DIA, SASE, Security, Carrier products, Cloud communications, and mobile technologies will be vital in developing and commercializing the right solutions. 

• Proven history of Business-to-Business (B2B) sales: 

• Solution Selling - Ability to sell complex and customized telecommunications solutions to customer-specific needs (this is not a widely available product).

• Relationship Building - Strong ability to build long-term relationships with decision-makers in telecommunications companies, such as purchasing officers or CTOs.

• Technical Understanding - a sufficient understanding of technical concepts such as bandwidth, latency, network infrastructure, and cloud integration with the ability to explain and sell these services effectively.

• Emerging Technologies - Knowledge of trends such as Ethernet, DIA, Broadband, NNI’s Data centers, 5G, IoT, SD-WAN, and edge computing - which is more relevant to telecommunications service providers 

• Experience leading or managing sales teams, setting KPIs, and driving performance.

• Ability to strategically think and support the company's broader growth strategy by identifying new markets and expansion opportunities.

• Negotiation to close high-value deals, contract negotiations, and navigating complex deals.

• Hold consultative sales conversations with clients by helping them identify their telecommunications needs and provide solutions that drive their business objectives.

• Maintain customer retention by focusing on customer satisfaction and maintain long-term relationships that lead to repeat business. 

• Clear and persuasive communication skills both verbally and in writing as it is critical to engage with customers, teams, and executives.

• Ability to solve problems and creatively manage customer problems, this is especially true when dealing with complex telecommunications infrastructure. 

• Quick adaptability to new technology and market trends as the telecommunications industry is changing rapidly.

• Ability to work with sales metrics and KPIs, driving consistent results, and report the progress of sales and market penetration effectively.

• Foster an entrepreneurial spirit across senior roles whilst in a small team with growing ambitions. This is beneficial in developing new business opportunities within the Carrier Services area.

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.

• Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.

• Know your stuff - be enthusiastic learners, users, and advocates of our game-changing technology, products, and services, especially our digital tools and experiences.

• Win as a team - make big things happen by working together and being open to new ideas.

• Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.

• Drive results and growth.

• Respect and promote inclusion & diversity.

• Do what's right for each other, our customers, investors and our communities.

Disclaimer:
This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.

Comcast is proud to be an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other basis protected by applicable law.

Additionally, Comcast provides best-in-class Benefits to eligible employees. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That’s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality – to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.

Education

Bachelor's Degree

While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.

Relevant Work Experience

7-10 Years