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Enterprise Account Manager

Date:  Jun 9, 2021

Rochester, Buffalo, Syracuse, NY, US

Requisition ID:  29602

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 theOpportunity

This role is an individual contributor with Avaya’s Enterprise business unit.  The position involves prospecting, identifying, building, positioning and selling Enterprise Unified Communications solutions, including voice, collaboration, video and omnichannel contact center solutions to direct and indirect accounts.  As a Named Account Manager (NAM), you will be tasked with managing some of Avaya’s largest accounts while helping to build our presence in the assigned geography.  A successful Enterprise Account Manager will be comfortable selling cloud and premise software solutions into the executive suite and is fluent with UC, CC, and Services terminology and value propositions.  The candidate will need to be excellent at building and managing relationships between various teams and companies. #LI-HK1

About the Responsibilities

  • Prospecting for opportunities within the Avaya Named account base and new logo accounts.
    • Identify, build, position Avaya cloud and premise Unified Communications/Contact Center solutions.
    • Upsell existing engagements.
    • Follow up on past engagements.
  • Communication of the Avaya value proposition to senior-level customer contacts.
  • Alignment of messaging to the vertical nature of the customer business, especially Healthcare, Financial Services, Insurance, Technology products/services, Retail and Business Process Outsourcing.
  • Coordination with Avaya sales team to develop Territory Strategy Plans, Account Strategy Plans and Opportunity Strategy Plans.
  • Work with Avaya resources to develop & position the appropriate solution to fit the customer needs.
  • The Enterprise 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

About the Requirements


  • Proven experience selling technology solutions into commercial businesses including UC, CC, CPaaS, Video, Data-Networking, e911, business continuity, and management applications.


  • Successful sales process training in methodology such as Challenger Sales, Solution Selling, MEDDPICC, Customer Centric Selling, Selling Through Curiosity, Enterprise Selling Process, Target Account Selling, etc.
  • Proficiency with Salesforce.com and Office365


  • Travel 40-60%; predominantly in-region with occasional trips for corporate events


  • Bachelor’s Degree in a Business, Communications, or IT discipline preferred


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).

Nearest Major Market: Syracuse