• Assist with developing and ordering support materials, including Point of Sale and Giveaway items


• Process invoices for events


• Provide feedback on results


• Be on-site during events


• Support new AT&T store Grand Openings - manage activities with support from manager


• Assist with scheduling radio remotes


• Update/maintain Marketing Calendar of events


• Provide additional Marketing support on an as-needed basis


• This position will be based in Morristown, NJ but requires travel throughout New York City, Northern New Jersey and Long Island

Roles and responsibilities of the AT&T Client Solutions Executive 1 (CSE) IRU include, but may not be limited to the following:

· Develop account strategy and roadmap in collaboration with Sales Team

· Perform account management, account maintenance, and opportunity development

· Handle account planning, forecasting/RMT input with Sales Leader regarding IRU

· Build, maintain, and manage relationships with key senior level clients

· Interface with all partner organizations in support of account and sales accuracy, revenue protection and growth, and customer satisfaction

· Invite customer to meetings/key events with senior AT&T executives to support positioning strategy with Sales leader support

· Identify customer needs related to IRU Programs utilizing AT&T portfolio

· Understand customer’s business, financial needs and key industry trends

· Analyze and anticipate business problems and provide solutions

· Provide timely and accurate account status reports, forecasts, sales funnel entries and business plans to sales leadership and operational teams as required

· Pursue new sales opportunities in the Platform solution portfolio:

- May Collaborate with CSE – Mobility/Platform as needed to provide integrated solutions that span both product sets

- Leverage new Technical resources for technical expertise

- Perform in-depth research for potential IRU Program and opportunities

- Validate rough budgetary pricing and financial feasibility for new opportunities

· Qualify opportunities for sales overlay resources

· Complete the following sales process activities for complex solutions:

- Enter opportunity into eCRM

- Complete integrated design

- Attend review board calls

- Complete ICB pricing process

- Integrate all pricing into one package

- Develop and tailor proposal template, leveraging RFP proposal center

- Present proposal, contract package to customer

- Collaborate with customer to re-examine business needs and better tailor proposal, contract

· Engage necessary technical resources for more complex solutions

· Partner with post-sales support to ensure focus on customer satisfaction in all activities(e.g., project implementation, order tracking, escalations)

· Serve as point of escalation for sales and post-sales issues to ensure customer satisfaction

· Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results

· Support Stewardship, SAM and Customer Satisfaction requirements

• 2 or more years of direct work experience
  
• B2B Telecommunication sales experience - wireline and wireless
  
• Consultative sales experience, business planning and executive positioning
  
• Negotiation and closing skills
  
• Presentation skills
  
• Knowledge of (IPVPN/MPLS/SIP), proficient application services (Contact Center, Telepresence, USI), WiFi, UC (UcaaS), Application Solution (Xaas/Cloud/DMS & Security)
  
• Proposal business writing
  
• Knowledge of the AT&T Portfolio
  
• Interpersonal, communication and organizational skills
  
• Valid Drivers License

Desired Skills, experience and Education

• Bachelor degree in technical discipline, business and/or marketing


• Technical sales experience in a large-business environment

AT&T is an Affirmative Action/Equal Opportunity Employer and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V

The AT&T Account Manager will assist the Client Solutions Executive in driving new sales opportunities and navigating the sales process. Working directly and independently with the client, the Account Manager is successful in maintaining, developing and growing the business within the AT&T Signature client accounts. AT&T Account Manager is a strategic partner to the customer, continuously building and maintaining strong relationships, providing necessary coordination with sales support resources during the sales and ensuring that a high level of customer satisfaction is delivered. Platform Account Managers may be assigned to key accounts or a group of accounts.

Roles and responsibilities include but may not be limited to the following:

• 
  
  Identify customer needs related to Platform/UC solution portfolio
  
  
• 
  
  Own lifecycle activities for Platform/UC solution portfolio:

Identify and drive lifecycle sales opportunities to closure

Grow the base in Platform/UC and support end-to-end direct sales efforts for core Platform solutions

Support product migration activities

Support contract renewal efforts for assigned accounts, generate contract addendums, and maintain contract expiration inventories

• 
  
  Complete the following sales process activities for complex solutions:

Complete standard pricing

Coordinate with CSE on ICB pricing process, integration

Develop and tailor proposal templates

Coordinate between multiple parties to ensure contract completion

Update opportunity in eCRM and ensures contract completion

• 
  
  Coordinate with pre-sales support organizations to ensure completion of sales process activities (e.g., CSS, DPPC, National IP)
  
  
• 
  
  Perform additional sales process tasks (e.g., credit checks, inventory retrieval, account profiling) when CSS support is not available
  
  
• 
  
  Engage necessary technical resources for more complex solutions (e.g., UVN, Telepresence)
  
  
• 
  
  Partner with post-sales support to ensure focus on customer satisfaction in all activities (e.g., project implementation, order tracking, escalations
  
  
• 
  
  Monitor deliverables throughout order tracking process
  
  
• 
  
  Engage with customer face-to-face for sales and sales support for Mobility solution portfolio, and specifically for lifecycle activities
  
  
• 
  
  Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results
  
  
• 
  
  Handle account management, maintenance, and development
  
  
• 
  
  Support Stewardship, TAM and Customer Satisfaction requirements

Working directly and independently with the client, the AT&T CSE successfully maintains, develops and grows business within the AT&T account, with primary responsibility for revenue growth in the Mobility solution portfolio. As an industry expert, the CSE us able to understands the customer’s business, identify key industry trends and handles account planning and strategy development for the Mobility solution set. The CSE owns the sales process for complex solutions within their solution set, focusing on customized and customer-facing activities. Mobility CSEs may be assigned to key accounts or a group of accounts.

Roles and responsibilities of the Mobility Client Solutions Executive include, but not limited to the following:

Develop account strategy and roadmap in collaboration

Account strategy and roadmap in collaboration with Business Unit Sales Team

Perform account management, account maintenance, and opportunity development

Account planning, forecasting/RMT input with sales leadership support for the Mobility solution portfolio

Build, maintain, and manage relationships with key senior level clients

Interface with all partner organizations in support of account and sales accuracy, revenue protection and growth, and customer satisfaction

Invite customer to meetings/key events with senior AT&T executives to support positioning strategy

Identify customer needs related to Mobility solution portfolio, with a focus on solution-selling

Understand customer’s business and financial objectives

Know, understand and identify key industry trends

Analyze and anticipate business problems and provide solutions

Provide timely and accurate account status reports, forecasts, opportunity funnel and business plans to sales leadership and operational teams as required

Pursue new sales opportunities in the Mobility solution portfolio:

· Focus on delivering Application Solutions, integrated solutions

· Collaborate with CSE – Platform (where available) for integrated solutions that span both product sets

· Work with technical resource for necessary expertise

· Perform in-depth research for potential Mobility solution opportunities

· Validate rough budgetary pricing and financial feasibility for new opportunities

· Qualify opportunities for sales overlay resources (e.g., MACs for Mobility Applications)

· Complete the following sales process activities for complex solutions:

Enter opportunities into necessary databases, aka, eCRM/ROME/BASE

Complete integrated design

Complete ICB pricing process

Integrate all pricing into one package

Develop and tailor proposal template, leveraging RFP proposal center

Present proposal, contract package to customer and set expectations

Collaborate with customer based on business needs

· Engage necessary technical resources for more complex solutions

· Partner with post-sales support to ensure focus on customer satisfaction in all activities (e.g., project implementation, order tracking, escalations)

· Serve as point of escalation for sales and post-sales issues to ensure customer satisfaction

· Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results

· Support Stewardship, SAM and Customer Satisfaction requirements

• 5 to 8 years of direct work experience is required
  
• Five or more years of wireless application sales experience include Mobility Application and Service Solution selling
  
• Consultative sales experience, business planning and executive positioning
  
• Strong negotiation and closing skills
  
• Strong presentation and communication skills
  
• Strong Technical Knowledge of Mobility (CRU/M2M, IRU/BYOD and Mobility Applications) and excellent knowledge of WiFi, UC (UcaaS), Application Solutions (Xaas/Cloud/DMS & Security)
  
• Proposal business writing
  
• Knowledge of the AT&T Portfolio
  
• Technical sales experience in a large-business environment
  
• Excellent interpersonal, communication and organizational skills
  
• Successful sales track record
  
• RFI and RFP
  
• Valid Drivers License

Desired Skills, experience and Education

• 7 or more years of relevant work experience
  
• Bachelor degree in technical discipline, business and/or marketing

• 12 or more years of relevant experience
  
• 10 or more years of industry experience working in design, implementation and management of global enterprise network systems for a service integrator, global management consulting, technology services, or outsourcing company.
  
• 7 or more years of technical background in telecommunications, IT and/or the service provider industry
  
• Strong attention to detail required ensuring effective planning, implementation and execution.
  
• Experience in leadership role developing IT corporate strategies
  
• Well versed in enterprise architecture/IT Strategies
  
• Broad understanding of IT planning, architecting, engineering, and operations across multiple disciplines
  
• Strong relationship building skills to effectively work in all areas of the business to successfully perform the required duties.
  
• Process a strong business acumen and aptitude to understand the key business drivers and financial knowledge to development return on investment models.
  
• Experience writing written write papers, technical strategy documents and developed repeatable industry solutions
  
• Pass interview/assessment qualifications
  
• Must have valid driver's license
  
• Ability to travel as needed

• Bachelors Degree in Engineering
  
• Masters degree or four-year degree within either business or industry related field of study: Computer Science, Engineering, Electronics, MIS, Telecommunications, IT disciplines or Business Administration
  
• Executive Level Leadership experience
  
• Data experience including Cisco AVVID, VTEL and/or PictureTel
  
• Data Certifications: Cisco CCNP /DP PLUS Cisco CCIE Certification (Written & Lab) OR equivalent training/experience.
  
• E-Serv: MCSE+I, Oracle Database Hosting E-Serv
  
• Cisco Certifications CCDA, CCNA, CCDP

• Primarily on customers premises, generates existing and/or new sales for delivery of solutions that meet a wide variety of customer needs for ATT products/ services /systems/ solutions. With the assistance of support resources, identifies sales opportunities and solutions for customers.


• Builds and maintains a network of colleagues and customers to share information and obtain prospects. Initiates customer contacts/visits with existing and prospective customers. Represents the company to the account and the account to the company in all sales oriented activities.


• Develops new accounts and maintaining and growing existing accounts. Establishes and maintains productive long-term networks and relationships with customers. Owns the account relationship and is responsible for meeting revenue objectives.


• Observes and participates in presenting products and services that can benefit customer's needs.


• Demonstrates broad and strong working knowledge of the organizations entire product and service line.


• Partners with clients to understand business needs issues, strategies and priorities in order to deliver value-added business solutions.


• Develops responses to Request for Proposals.


• Utilizes consultative selling skills to close sales within assigned accounts.


• Sells in accordance with company policy, procedures and culture. Identify key trends and customer needs and leverage industry knowledge and applications in order to find and close opportunities. Anticipates the customers needs and provides solutions.


• Responds to customers interpersonal and business needs and ensure customer satisfaction. Influences customers and diffuses potential problems.


• May develop strategic initiatives to grow and retain the revenue stream of assigned complex accounts.


• May assist management in devising direct sales plans and strategies.


• Help to support the sales team through coaching or mentoring. May assist less experienced peers. Works on complex projects. This job key applies to employees who spend more than 50% of their time in duties directly related to making their own sales away from the employee's office at a customer's place of business or home.


• For those individuals employed in the states of Pennsylvania, Colorado, Minnesota, North Dakota, New Jersey, or Wisconsin, this job key applies to employees who spend at least 80% of their time in duties directly related to making their own sales away from the employee's office at a customer's place of business or home.


• Duties directly related to making sales include:


• Meeting with customers engaged in sales activities at the customers site, communicating with customers via phone, teleconference, e-mail, etc., related to proposed solution/sale etc., traveling to and from the customers premise, preparing proposals, presentations, or bids, developing strategic plans related to the customer with the proposed solution/sale, researching and developing customer solutions with ATT external partners, including design and engineering, and researching customer business and industry to identify new sales opportunities.

• Valid driver's license with satisfactory driving record


• Current auto insurance


• Reliable vehicle per transportation needs of market


• 
  
  2+ years successful sales experience preferably in the wireline, wireless, data and/or telecommunications industry with a proven record of accomplishment in meeting quota and solution selling/account management
  
  


• 
  
  Experience selling complex solutions - wireless and/or wireline data products and services a plus in a cold calling environment
  
  

• BA/BS in Business


• Proven ability to sell complex solutions


• Ability to present professional image of self and Company

• To sell mobility application solutions and wireless data products and related services in a defined territory.
  
• To proactively identify, close and deliver wireless data and application solutions with particular emphasis in the customer’s lines of business working with sales teams and account managers.
  
• Manage the assigned region or territory to drive mobility application solutions and wireless data products to assigned targets/quotas.
  
• Apply the wireless data line of business sales framework within the context of the region supported and ensure this framework is executed by the front line Account Execute.
  
• Proactively utilize in depth technical and sales expertise while leveraging the value proposition, case studies, work flow and ROI tools to drive wireless application sales and mobilizing customers business processes.
  
• In collaboration with assigned Sales Teams (Director, Sales Manager and Account Managers) develop plans to optimize wireless data sales in territory by proactively prioritizing targeted accounts and or solutions.
  
• Position self as the wireless data solutions and mobility applications Subject Matter Expert (SME) in territory.
  
• Proactively participate in wireless data and mobility application account and opportunity reviews with Sales management
  
• Provides responsive, timely and thorough responses to customers and sales people supported.
  
• Drive knowledge transfer to the sellers and customers on new wireless data solutions as needed.
  
• Build alliances, both internal and external with the mobility partner ecosystem and execute programs across functional organizations to successfully implement wireless data and application solutions.
  
• Develop, document and share best practices for selling wireless data and application solutions.
  
• Serve as the data and application lead on responses to RFX’s and unsolicited proposals.
  
• Stay current and maintain a comprehensive knowledge of complex data products and AT&T Mobility Applications solutions and pricing.
  
• Demonstrate an understanding of key business and profit drivers for customers and identify solutions which complement their business objectives and mobilize their business.
  
• Utilize sales automation tools as appropriate.
  
• Provide timely and accurate account status reports, forecasts, opportunity funnel and business plans to sales leadership and operational teams as required.

• 5-7 years experience with demonstrated success in selling technology, applications and solutions sales
  
• Excellent verbal, written, presentation and interpersonal skills.
  
• Proven ability to transfer knowledge to others.
  
• Passion for winning.
  
• Ability to comfortably interact with senior leadership, customer executives and frontline employees.
  
• Presents professional image of self and Company.
  
• Strong technical knowledge in the following areas: Mobility Applications, Mobility Platforms and Operating Systems, VPN, WLAN, WWAN, LAN, TCP/IP, Routers, IP SEC, CDMA, GSM, GPRS, EDGE, UMTS, HSPA, LTE, 802.11, Application
  
• Demonstrated ability to quickly learn a technical product or service.
  
• History of success in consultative/applications selling to large accounts.
  
• Proven quota achievement acting in a solution sales and or sales support role.
  
• Ability to adapt to a rapidly changing industry and work environment.
  
• Versatile relationship skills in order to maintain strong bonds with people from a variety of backgrounds including technical, legal, marketing, product development, project management and sales.
  
• Excellent organizational skills which provide the ability to manage multiple projects simultaneously.

Duties and Responsibilities:

• 
  
  Demand Creation
  
  
  
  
  • 
    
    Research assigned prospective companies and contacts
    
    
  • 
    
    Call on prospect accounts to set up qualification appointments specific to an AMA solution or campaign.
    
    
  • 
    
    Document organizational contact and call dispositions into CRM system.
  
  
• 
  
  Account Planning
  
  
  
  
  • 
    
    Work with field MACs and Sales Executives to identify and prioritize targeted accounts for AT&T Mobile Applications (AMA)
    
    
  • 
    
    Conduct joint account planning sessions to identify target accounts for demand creation and communicate demand creation programs/governance to the local field team.
  
  
• 
  
  Qualifying Opportunities
  
  
  
  
  • 
    
    Engage targeted prospects in qualification meetings set in the demand creation phase
    
    
  • 
    
    If a meeting is successful and prospect is deemed a qualified fit for an AMA solution, the lead will be transitioned to the local account team to begin a fiel- based sales cycle and document the lead transfer into a CRM system.
    
    
  • 
    
    Business compliance, expense processing and reporting, training compliance, industry and product trending analysis and review, consultative preparation

• Typically requires one to two years of direct work experience.

• Partner with Signature Client Director to deliver the customer's technology continuum (The Technical TAM), matching client's IT vision with AT&T's vision and capabilities, identifying opportunities that solve business challenges.


• Shape Client Technical Vision and Strategy


• Partner with Signature Client Director to develop relationships with C-Level client (CIO's, CxO) and lines of business owners (HR, Marketing, Finance)


• Own the "Art of What is Possible" strategy : Deliver executive presentations on IT strategies for multiple service technologies


• Owns strategy sessions with client that identifies, shapes and develops sales opportunities


• Provide strategic & technical direction to solve customer's business problems


• Develop and maintain direct relationship with AT&T's key partners/vendors in various technology areas to facilitate the development of full, robust customized solutions.


• Write white papers, technical strategy documents and develops repeatable industry solutions.


• Work in direct linkage to Product and Marketing to shape AT&T's market sensing


• Provide Subject Matter Expertise for Clients as well as AT&T Sales, Service Delivery and Technical organizations


• Key contributor to the Technical Knowledge Share Community Portal


• Key contributor to the creation of Technical Advocacy Board


• Key contributor on products, services and/or infrastructure strategies that require complex or advanced conceptualization


• Mentor Architect /Technical Sales Consultant (TSC)


• Develop TCO/ROI modeling for AT&T's custom/complex solutions.


• Develop technical selling strategies for advanced technologies


• Champions the execution of decisions based on the company's mission and values

• 12 or more years of relevant experience


• 10 or more years of industry experience working in design, implementation and management of global enterprise network systems for a service integrator, global management consulting, technology services, or outsourcing company.


• 7 or more years of technical background in telecommunications, IT and/or the service provider industry


• Strong attention to detail required ensuring effective planning, implementation and execution.


• Experience in leadership role developing IT corporate strategies


• Well versed in enterprise architecture/IT Strategies


• Broad understanding of IT planning, architecting, engineering, and operations across multiple disciplines


• Strong relationship building skills to effectively work in all areas of the business to successfully perform the required duties.


• Process a strong business acumen and aptitude to understand the key business drivers and financial knowledge to development return on investment models.


• Experience writing written write papers, technical strategy documents and developed repeatable industry solutions


• Pass interview/assessment qualifications


• Must have valid driver's license


• Ability to travel as needed

• Bachelors Degree in Engineering


• Masters degree or four-year degree within either business or industry related field of study: Computer Science, Engineering, Electronics, MIS, Telecommunications, IT disciplines or Business Administration


• Executive Level Leadership experience


• Data experience including Cisco AVVID, VTEL and/or PictureTel


• Data Certifications: Cisco CCNP /DP PLUS Cisco CCIE Certification (Written & Lab) OR equivalent training/experience.


• E-Serv: MCSE+I, Oracle Database Hosting E-Serv


• Cisco Certifications CCDA, CCNA, CCDP