Uniti is a premier insurgent fiber provider dedicated to enabling mission-critical connectivity across the United States.
With a steadfast commitment to customer service, operational excellence, and superior network capabilities, Uniti builds, operates and delivers critical fiber-based communications services to connect and empower people and businesses.
About the Role:
The Major Account Development Manager will focus on business development, by selling Uniti’s full suite of strategic products and services to mid-market and enterprise customers. Our goal is to increase wallet share, increase customer satisfaction with Uniti, reduce churn, and increase our customer base utilization of strategic next-gen services and grow with additional new logo acquisition. The Major Account Development Manager will leverage a full support ecosystem consisting of an Area Sales Director, Customer Success and Sales Engineering teams.
What You'll Do:
Develop and maintain a comprehensive understanding of Uniti’s sales process, products, and solutions to ensure customers are under contract with the most strategic product set.
Develop a deep understanding of a customer s business, corporate priorities, and industry to effectively identify solutions that align with the customer’s strategy and needs.
Develop, own, and document the multi-faceted account plan and growth strategy for each customer manage priorities and eco system partners to meet established milestones and achieve sales growth objectives.
Act with a sense of urgency and work in close partnership with the Customer Success organization, to assure customer issues are resolved quickly.
Develop and implement plans to create additional opportunities to cross sell and up sell accounts and increase overall total customer spend.
Develop and implement plans to acquire new logo’s within a defined list of potential prospect accounts.
Manage a pipeline of opportunities in saleforce.com including generation of accurate forecasts and attainment of assigned quotas.
Participate in, and successfully complete, all required training participate in team meetings and activities as requiredDo you Have?
Verifiable record of success in enterprise level sales, owning a customer base and driving full life cycle management of sales, conversions, and renewals.
Prior strategic account management and consultative sales experience selling multiple products and solutions to medium and large businesses.
Strong interpersonal skills, organization skills, time management skills, listening skills, presentation skills, verbal, and written communication skills.
Ability to confidently network, build rapport and develop trusted relationships over time to execute mid to long term account plans.
Excellent presentation skills and ability to speak with business professionals at all levels in an organization and across multiple lines of business.
Strong PC skills, including expertise in MS Office.
Experience in building account plans and leading customer business reviews (MBRs and QBRs).
Experience driving strategic consulting services into new accounts while consistently achieving or exceeding sales goals by generating and maintaining a qualified pipeline.Even Better:
Strong business, financial and technical acumen with negotiation and closing proficiency.
Strong problem solving and analytical skills.
Working knowledge of selling cloud-based communications and data solutions.
Independent, stress tolerant, self-motivated, competitive, assertive, proactive, and results oriented able to work with minimum direction.
Adept at prospecting and using effective consultative selling practices.
Understands market dynamics including demographics.Minimum Requirements: College degree or equivalent and 8+ years field sales experience directly related to job (outside, direct sales experience) or 12+ years job related field sales experience or an equivalent combination of education and job-related field sales experience required.
Life and AD&D, Spousal Life, Child Life Insurance Plans
Educational Assistance PlanUniti is an equal opportunity employer. At Uniti, we celebrate the authenticity and uniqueness of our people and their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, genetic information, protected veteran status, current military status, disability, sexual orientation, marital status, creed, citizenship status, or any other status protected by law, and to give full consideration to qualified disabled individuals and protected veterans.
Actual base pay for this job will depend on the candidate's primary work location and other factors, such as relevant skills and experience.
Notice to Non-U.S. Citizens:Uniti, as a holder of licenses granted by the Federal Communications Commission, is required to notify and to obtain approval from federal regulatory agencies prior to granting certain system/network access to any non-U.S. citizen personnel. Offers of employment extended to non-U.S. citizens are contingent upon receiving the requisite approval from agencies overseeing compliance. Non-U.S. citizens are required to provide Uniti with the personal identifying information required to obtain the necessary approval prior to accessing certain systems and/or Uniti’s network. If you are not a U.S. citizen, please notify your recruiter or contact HR Legal as soon as possible for information on Uniti’s foreign personnel disclosure and approval requirements. Notice to Applicants: Depending on the position and its job functions, offers of employment may be contingent upon successful completion of certain pre-employment screenings, including but not limited to drug-screen, motor vehicle records check, or other pre-employment screening. All such screenings will be conducted by an external third-party with the Candidate’s written consent and in accordance with federal and state law. Refusal to authorize or submit to a required pre-employment screening may disqualify the candidate from employment. Any misrepresentation during the application or interview process may result in denial of employment, withdrawal of offer, or termination.