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Territory Account Manager

Date:  Oct 16, 2021
Location: 

Minneapolis, MN, US

Requisition ID:  30740

ABOUT AVAYA

Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.

ABOUT THE OPPORTUNITY

This role is an individual contributor with Avaya’s Commercial busines unit, consulting, positioning, and selling Avaya’s Unified Communications and Customer Experience solutions with heavy focus on cloud models (UCaaS and CCaaS) to clients in partnership with our well-established channel ecosystem of distributors, reseller partners, and agents.  As a Territory Account Manager (TAM), you will be tasked with caring for some of Avaya’s largest accounts while also helping to build our presence in the assigned geography.  A successful TAM will be comfortable selling into the executive suite, fluent with UC, CC, and cloud terminology and value propositions, and will be excellent at building and managing relationships between various teams and companies.

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ABOUT THE RESPONSIBILITIES

  • Manage leads and opportunities; positioning Avaya’s UC, CC, CPaaS, Professional Services, and Alliance Vendor solutions with clients
  • Work with Avaya’s partner ecosystem to help identify opportunities for training, assist with deal closure, and develop growth strategies and sales campaigns
  • Caring for refresh and modernization opportunities with key clients and extending the value of the relationship with the client
  • Develop a territory plan for growth within the assigned geography and execute against that plan
  • Identify and work leads and opportunities which arise within the assigned territory; providing an opportunity to grow your business and influence within the region
  • Be prepared to outcall on regular ‘Blitz’ days, working opportunities and tracking progress during pre-assigned timeframes
  • Regularly update SalesForce account and opportunity records to provide an accurate funnel outlook
  • Be very comfortable mining Excel formatted reports to identify opportunities within your accounts and region; applying filters and creating pivot tables to illuminate target lists for outreach
  • Prepare a virtual office workspace suitable for audio/video conferences, free from distractions and excessive noise
  • Be comfortable as an individual contributor supported by a team of peers in the same role but working different accounts and territories, with engineering and services overlays providing additional coverage and inputs on opportunities
  • ‘Blitz’ with your clients and into new opportunities as part of the Commercial Business Unit’s prospecting activities
  • The Territory Account Manager is the ‘face’ of Avaya for our clients and customers and must be an effective communicator, a strategic thinker, and a polished and seasoned seller in the communications sector
  • Exude Avaya’s Five key cultural principles of trust, empowerment, teamwork, simplicity, and accountability

ABOUT THE REQUIREMENTS

EXPERIENCE:

  • Proven experience selling technology solutions into commercial businesses including UC, CC, CCaaS, CPaaS, Video, Data-Networking, e911, business continuity, and management applications,
  • Successful history of selling the supporting maintenance and professional services needed to implement and care for these solutions
  • Previous track record of selling and closing contract-related sales
  • Strong experience working with clients both remotely and in person to close deals
  • Excellent track record of developing and executing strategic account, territory, and business plans

 

SKILLS & COMPETENCIES:

  • Proficiency with MS Outlook, Excel, and PowerPoint
  • Familiarity with MS Office 365 files sharing and shared folder use

 

ADDITIONAL INFORMATION:

  • Full time position
  • Normal business hours, though extended hours may be expected during critical phases of the business
  • Working from Virtual Office or from ‘the road’ is expected
  • Travel 40-60%; predominantly in-region with occasional trips for corporate events

 

EDUCATION/QUALIFICATION:

  • Bachelors Degree in an IT discipline, Communications, or Business preferred
  • Industry Certifications preferred including Avaya courseware, CompTIA, CCNA, Lean Six Sigma

EXPERIENCE

2 - 5 Years of experience

FOOTER

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy, accessible at https://www.avaya.com/en/privacy/policy/ and applicable Privacy Statement relevant to this job posting accessible at https://www.avaya.com/en/documents/info-applicants.pdf. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf


Nearest Major Market: Minneapolis