Major Account Manager
London, GB
About Avaya
Businesses are built by the experiences they provide, and every day, millions of those experiences are delivered by Avaya. Organizations trust Avaya to provide innovative solutions for some of their most important ambitions and challenges, giving them the freedom to engage their customers and employees in ways that deliver the greatest business benefits.
Avaya contact center and communications solutions help power immersive, personalized, and unforgettable customer experiences that drive business momentum. With the freedom to choose their journey, there’s no limit to the experiences Avaya customers can create.
The richness of Avaya’s global team diversity is our greatest strength, and we are committed to being a workplace where authenticity and individuality are celebrated and different perspectives are embraced. Learn more at www.avaya.com.
About The Opportunity
As an Account Manager at Avaya, you will be responsible for managing strategic relationships with key customers. Your role involves building strong partnerships, articulating a clear vision, and driving business value. You’ll operate at the most strategic level within the account, implementing a broad strategy to earn customer acceptance and ensure successful service implementation.
You will play a pivotal role in driving revenue growth and expanding our market presence. Your expertise in cloud-based communication solutions will be instrumental in building strong client relationships and achieving sales targets.
With in-depth industry knowledge in private and/or public sector organisations, you can demonstrate expertise, relevance and business value in every conversation.
About the Responsibilities
Customer Relationship Management:
• Prospect, Partner & Engage with the customer to build strategic relationships.
• Identify and build trusted advisor relationships with key influencers and decision-makers, including CxOs.
• Understand client pain points and propose tailored CCaaS and UCaaS solutions.
• Coordinate executive business reviews and maintain long-term relationships with clients, ensuring customer satisfaction.
Strategic Selling:
• Sell at the most strategic level within the account.
• Work closely with internal Avaya teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams, and professional services).
• Maintains full accountability and ownership of revenue growth and accounts in your assigned vertical sector(s)
• Define a CXO relationship strategy within the customer.
• Represent Avaya Solutions as a thought leader in CCaaS and UCaaS.
• Collaborate with technical teams to customize solutions based on client requirements.
• Conduct product demonstrations and presentations to showcase value propositions.
• Identify partnership opportunities with other ecosystem technology providers to grow the business.
Leadership and Autonomy:
• Operate with significant autonomy and discretion.
• Establish a good reporting cadence and seek executive assistance when required.
• Make informed decisions during routine customer engagement.
• Manage the sales pipeline via Salesforce.
Negotiation and Agreements:
• Participate in and lead negotiations and closing of legal agreements & contracts.
• Maintain an operating knowledge of Avaya’s Cloud Solutions
Product Insights and Requirements:
• Understand and evangelize customer needs.
• Provide feedback on product requirements.
• Collaborate with marketing and communications to develop formal references, PR, and case studies.
• Consistently maximizes sales activities and achieves quotas by prospecting for new accounts, building Partner relationships, developing partner account managers to drive additional growth, identifying whitespace and leveraging the sales network.
About You
- Strong leadership presence and ability to command a room.
- Strong understanding of CCaaS and UCaaS solutions.
- Minimum 5 years successful experience in selling cloud solutions
- Consistent track record of achieving and exceeding sales targets
- Growth mindset
- Experience of MEDDICC sales methodology or equivalent
- Excellent communication skills (email, phone, face-to-face).
- Experience working with senior executives.
- Proficient with IT systems and sales tools such as Salesforce.com
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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).
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