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Account Dir Sr-Spec Sales-Public Sector Security
About the position
As an Account Director Senior – Security Specialized Sales for our SLED (State, Local, and Education), you will be responsible for managing business development while developing and implementing the sales strategy for high-profile, named accounts and/or specific market segment(s) that lead to the expansion and growth of security and SASE services product portfolio. Accountable for participation in business development activities, coordination, and mobilizing the ecosystem around the strategy on assigned key account(s). Responsible for the overall development and implementation of the account plan. Identifies and develops Security services portfolio product sales opportunities (SASE, DDoS Mitigation, Threat Intelligence, Professional Services, and other Security services as developed), provides product solutions, ensures customer satisfaction, and maintains positive ongoing relationships to maximize sales for the company. Responsible for the implementation of judicious and tactical sales account plans. Develops and maintains accurate sales and/or revenue forecasts and management of quota funnels. You will be part of a regional team of security specialists helping our clients with their most complex information security needs and contributing toward their business resilience and improved security posture.
Responsibilities
- Grow the Managed Security Service business within SLED by unearthing new opportunities.
- Showcase the full range of Lumen’s Managed Security Service offerings including DDoS, Log Monitoring, Managed EDR.
- Drives account management responsibilities as an overlay sales role including solution creation, solution offering, configuration management, order issuance, service delivery, service management and revenue recognition. Demonstrates a balance of strategic and tactical thought leadership.
- Identifies, bids on, negotiates, and closes new sales opportunities to meet and exceed established sales and revenue quotas. Provides comprehensive account plans and strategies to win new business from new and/or existing accounts.
- Provides input to sales management about trends and changes taking place within the customer’s organization and makes recommendations about future courses of action necessary of the company towards improving its position with the customer.
- Collaborate with our Product Management, Security Architects and Security Consultants to ensure that our solutions meet local market demands.
- Provides accurate and detailed weekly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements.
- Develop and maintain customer relationships from the operational through the ‘C’ level in the pursuit of solution sales of SLED accounts.
- Accountable for meeting and/or exceeding assigned sales objectives and monthly revenue quotas, maintaining existing and building new revenue within a designated region.
- Own and drive opportunity strategy to close. Ensure that large opportunities are approached strategically with unique customer value defined beyond focus on price.
- Build a short- and long-term pipeline that ensures attainment of quarterly sales and revenue goals and drives improved forecast accuracy.
- Must demonstrate advanced technology and solution knowledge of IT solution sales on a day-to-day basis and how they align with SLED customer purchasing vehicles, contracts and RFXs.
- Will build and maintain accurate and up-to-date strategic account plans associated with new business opportunities being developed in partnership with account owners.
- Ability to set strategy, create plans, and support a geographically dispersed team to meet or exceed objectives
- May be required to obtain technical certifications.
- Continuous learning to acquire and integrate industry knowledge related to general trends, emerging technologies, partner solutions and competition in SLED accounts to provide internal feedback on the development of market strategy.
- Partner with account managers and customers through a strategic and consultative sales approach to understand their business needs, issues, strategies and priorities to align Lumen products and solutions to meet customer needs.
- Guide and Coach sales teams/leadership on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert.
Requirements
- Minimum of 8 years of experience in selling complex IT infrastructure solutions to medium and enterprise businesses (SLED experience a plus) with meaningful relationships within that community. Existing C Level relationships a plus.
- Demonstrated success in applying consultative selling techniques to opportunities.
- Self-motivated, pro-active, results-oriented professional with an ability to work with minimum direction.
- Proven and verifiable track record in exceeding sales quotas.
- Strong communication skills and presence in communicating with Executives. Excellent business writing and presentation skills
- Technical sales certifications
- Consultative or solutions-selling training (Miller Heiman, Sandler, etc.)
- Demonstrated level of success in the development of high-level client relationships
- Willingness to travel
- Demonstrated experience selling a combination of the following strongly preferred:
- Security Services
- IT Infrastructure Solutions
- Managed Services
- IT Infrastructure Services/Outsourcing
- IT Consulting
- Professional Services
Benefits
- Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing.
- We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.
