Telxius is a leading neutral telecommunications infrastructure operator with an extensive tower and submarine cable portfolio. It has more than 33,000 sites including the commitment of 2,400 sites to be deployed in Germany. The sites are located in Europe and Latin America: approximately 80% in Spain and Germany, and 20% in Brazil, Peru, Chile and Argentina. Moreover, Telxius operates an international high-capacity fiber optic submarine cable network, to reach 100,000 km in 2021, with two of the largest capacity systems in the world, MAREA and BRUSA.
We keep growing our business and expanding our portfolio of telecommunication sites and our international high-capacity submarine cable network. We build, manage and maintain them so that our clients enjoy state-of-the-art infrastructure services.
The Global Account Manger Position reports to the EMEA Head of Sales, this area is responsible for all the accounts with Headquarters in Europe, Middle East, Asia and Africa. The unit purpose is to grow customer base in these regions, increasing revenues and broadening clients services portfolio with Telxius.
Mision: Achieving and exceeding targeted revenue primarily for new accounts to increase and maintain overall profitability of Telxius
Main Duties & Responsibilities:
- Primary goal: New accounts acquisition.
- Focusing on long-term revenue growth of the company’s products & services across designated key accounts; design strategies and tactics to maximize growth opportunities and continually strengthen market share and revenue achievement
- Meet and exceed established sales and revenue quotas
- Establishing trust and build loyalty with key influencers and decision-makers to build solid relationships
- Develop and manage customer relationships in order to retain existing revenue and attain additional business
- Develops additional sales opportunities within the customer account(s) by implementing actions to cross-sell and up-sell accounts to increase overall total customer spend with the company
- Learns and develops further knowledge of new technologies and selling points which includes enhancing expertise in the company's product application technologies
- Provides comprehensive account plans and strategies to win new business from new and/or existing accounts
- Provides accurate and detailed weekly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements
- Manage and coordinate the sales process, RFPs, and commercial offers
- Coordinate sales strategy, pricing & positioning with the various business units to deliver winning solutions across all product lines.
- Develop innovative customer solutions to differentiate Telxius.
- Lead negotiations for complex service offerings of strategic significance, such as those with high volumes, or deals with special requirements, and or aggressive time constraints.
- Identify, and pursue new strategic business opportunities
- Stay in tune with market pricing to ensure TELXIUS positioning, while maximizing profits, to grow market share.
- Identify and stay in tune with TELXIUS strengths, weaknesses, opportunities, and threats in order to maximize revenues, and increase market share in a rapidly changing market.
- Represent TELXIUS in key meetings, events, and trade shows to grow our relationships with key partners, while further elevating TELXIUS’s corporate image in the Telecom industry.
- Developing and maintaining a sales pipeline, forecast and monthly sales performance, providing revenue pipeline and forecasting updates to management
- Engaging and working closely with the appropriate internal and external resources – Product, Marketing, Customer Service, Account Management, IT, executive team and program vendors as needed to develop to grow and maintain sales in the channel
Challenges:
- Engaging virtual teams. Challenges of engaging and coordinating internal resources. Quickly mobilize people across teams to deliver results for the customer.
- High levels of influence without authority. Engage resources in different countries to provide a consistent service, even if the account is not a major presence in the local country
- Manage the internal complexity of the customer
- Understand who they need to network, influence and engage with – both in their own and the customer’s organization structures – to get things done
- Managing relationships between multiple countries as well as several organizations and business units
- Maintaining effective & productive relationships with TELXIUS business units to ensure our products meet the needs of our customers
- Developing, growing, and fortifying relationships at the highest executive levels with our key partners/customers in the region.
- Managing and coordinating complex negotiations with customers, Global Carriers, OTT’s and others
- Managing and coordinating complex negotiations for infrastructure projects, especially on new submarine cables and global los term operations for customers.
- Coordinating and leading negotiations of special, strategic, or high revenue projects and initiatives.
- Growing & developing relationships with regional customers with decentralized decision power.
- Adapting to changing market conditions due to government, and regulatory changes in North America, and the local countries where our customers require services.
- Managing and maximizing opportunities with customers who are also providers to TELXIUS (Bilateral partners)
- Managing & expanding relationships with competitors to find new revenue opportunities
Requirements
- BE Electronic Engineering /Telecomunication or BS in Business Administration
- More than five (5) years in sale or pre-sales roles for Wholesale Carriers and OTT customers.
- International Experiences in Telecom Wholesale Operators or Submarine Cable Operators or Vendors.
- Bilingual English-Spanish. French or German will be valued. Other additional languages will be valued.
- Data Networks, Submarine Cables principles, Dark Fiber and Spectrum, IP, COLO and DDOS and Telecomunications in General.
- Technical, commercial and marketing expertise.
- Outstanding presentation, coaching and interper sonal skills.
- Contract development and strong negotiation skills.
- Independent, self-organized and self-motivated.
