Global Account Manager

Contenu de l'offre Global Account Manager chez Telefonica

You integrate the global sales team of Telefonica Business Solution (TBS) France, which belongs to TBS multinational business unit.
TBS France is a joint venture between Telefonica and Bouygues Telecom French telco operator.
This team is composed of global account managers and a Head of Sales, it is responsible for winning and looking after TBS France biggest and most valuable multinational customers.
Since launching in 2009, Telefónica Business Solutions has grown into a multimillion euro business, Sales is central to this success and we’re determined to make our team the best it can be.
The team works closely with the presale and post-sale teams based in France, digital sales specialists and the local teams from different Telefonica Operationnal Business.
Global account managers must also engage with local sales in France within the Joint Venture and Bouygues Telecom, and with Telefonica most important partners present in France.

You look after some of Telefónica’s most prestigious and important customers, strenghten the relationship and support them in their Digital transformation journey (be a digital enabler). As result, we expect you to improve sales and revenue for Telefonica operational business units.

CUSTOMERS:
-Work with customers at the most senior level to understand their objectives and what drives their business.
-Build a virtual support team including Local Account Managers, Service Managers, customer service engineers …
-Work with Local Account Managers to identify what customers need in different countries.
-Make sure all your customers are happy with Telefónica.

TEAM:
-Make the development of your virtual team’s sales skills a priority, all coaching is productive and
enjoyable so that team members perform at their best.
-Create, present and deliver account development plan
-Always log customer information on the appropriate marketing and commercial databases. This includes information like key contacts, revenues, bespoke projects, future opportunities for growth (pipeline), minutes of meetings and global account development plans.
-Follow and respect the bid process: bid qualification, financial proposal sign off, Legal evaluation, …
-Decide which global customers to prioritize and how to get to them with the team.

BUSINESS :
- Lead a global account team made up of global customer engineers and service managers, digital specialists, local sales team in France and across different regions
- Hit revenue and sales targets and other performance measures such as Customer Service Satisfaction
- Work with the global account team on strategy, approach and planning: build and update solid global account plans
- Spot and create new opportunities to develop the existing accounts, make sure our customers take up as many of our value-added services as possible
- Negotiate and complete complex business deals, often face-to-face with senior customers
- Solve problems to help develop our business, guided by our drivers and objectives.
- Talk to, brief and manage executive sponsors across Telefónica when necessary
- Update regularly senior management on how the business is performing.
- Explore any regional or global opportunities within other new accounts on a case by case basis
- Create contingency plans in case performance doesn’t reach the levels you expect
- Take responsibility for your personal development plan

CUSTOMERS:
-Work with customers at the most senior level to understand their objectives and what drives their business.
-Build a virtual support team including Local Account Managers, Service Managers, customer service engineers …
-Work with Local Account Managers to identify what customers need in different countries.
-Make sure all your customers are happy with Telefónica.

TEAM:
-Make the development of your virtual team’s sales skills a priority, all coaching is productive and
enjoyable so that team members perform at their best.
-Create, present and deliver account development plan
-Always log customer information on the appropriate marketing and commercial databases. This includes information like key contacts, revenues, bespoke projects, future opportunities for growth (pipeline), minutes of meetings and global account development plans.
-Follow and respect the bid process: bid qualification, financial proposal sign off, Legal evaluation, …
-Decide which global customers to prioritize and how to get to them with the team.

REQUIREMENTS:

A superior degree or the equivalent qualifications or experience
MBA is a plus

Good presentation and communication skills

Knowledge of following areas: Data network, voice and mobile services, Unified communication, Private/public Cloud services, Netowrk and Cyber security, IoT, in local and international markets

Understanding of our market and competitors

Understanding of business cases, analize

different financial scenarios and defend them

Good understanding and usage of social media

such as Linkedin or twitter is a plus

Basic IT skills
Microsoft Office: good knowledge of Excel or habilities to create clear/nice looking PPT presentation is a plus
Sales Force advanced skill is a plus
Collaborative tools

Minimum 5 years of experience in Sales (B2B), preferably on the Telco or IT market

French
English
Spanish