Share this Job

Named Account Manager III - PNW

Date:  May 7, 2022
Location: 

Seattle, WA, US

Requisition ID:  32459

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

Avaya is looking for a Named Account Manager with a strong consultative sales approach, with a successful track of record growing and on-boarding new logos while attaining best-in-class performance delivering profitable outcomes and experiences that will help customers and prospects to transform their business with our One-Cloud composable/layered solution portfolio. 
A qualified Named Account Manager will have the exciting opportunity to help drive the growth and shape the future of Avaya one Cloud Strategy, UCaaS, CCaaS, and CPaaS, including Avaya Subscription Model strategy. 
To be successful in this role you will be required to be yourself, be bold, develop strategic relationships with customers and tech savvy. Most importantly we are looking for some that is passionate about sales.

ABOUT THE RESPONSIBILITIES

As an Enterprise Named Account Manager you will have the exciting opportunity to help drive the growth and shape the future of a leading technology within the most important enterprises in the Pacific Northwest. As part of the responsibilities include adoption, and market penetration, prospect, qualify, sell and closing new business to existing and net new customers at the enterprise segment. The Account Manager brings a point of view to the customer engagement and uses all resources to solve customer problems with the appropriate Avaya solutions.
Account and Customer relationship management:

•    Achieve / exceed quota targets.
•    Define the strategy through effective account plans to ensure quota targets and deliver sustainable growth and meet customer needs. Develop relationships in new and existing customers at all levels (Top to Bottom) and leverage to drive strategy through customer’s organization.
•    Become a trusted advisor, establishes strong relationships based on knowledge of customer business needs. Builds a foundation on which to harvest future business opportunities and accurate account information.
•    Develop and deliver comprehensive business plan to address customer priorities and pain points.
•    Business acumen, actively understand each customer's environment, strategic growth plans, technology strategy and competitive landscape. Review public information for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
•    By ensuring alignment to overall regional sales strategy with the ability to monitor, measure and communicate progress against your quota
•    By managing complex sales engagements, identifying key decision makers, and building effective relationships.
•    By identifying up-selling and cross-selling opportunities within the account or new prospects.
 

Demand generation and Opportunity Management:

•    Follow a disciplined approach to maintain and evolve pipeline to the next sell cycles 
•    Use and leverage the support from Marketing, Solution Consultants, Sales Specialists and Partners to growth the funnel within the Enterprise accounts.
•    Evolve and close sales opportunities through the execution of the sales strategy, to be aware of change and adapt the strategy to meet company’s metrics.
•    Participate and promote at all Avaya events to position our vision and future of Customer Experience within our Enterprise accounts, prospects and key decision makers.
 

 Sales Excellence

•    Demonstrate leadership skills in the strategy execution and guiding an extended team to win sales and brand positioning.
•    Ensure account extended teams and partners to know, understand and execute the account strategy. 
•    Understand competition and position Avaya solutions effectively and value differentiators to the customers.
•    Sell business value, not products
•    Maintain updated CRM with customer information y pipeline growth and evolution through the sell cycles

ABOUT THE REQUIREMENTS

Experience:

•    Minimum 10+ years of experience in Sales and complex business negotiations
•    Prior experience selling at the Telco industry, contact center, cloud and enterprise accounts
•    Possess both a sales and technical background that enables them to drive an engagement at the CXO levels and technical leaders at the customer organization
•    Proven experience selling software, Customer Experience and Customer Engagement solutions through SaaS / cloud models.
•    You should have demonstrable evidence of have meeting previous quota and revenue targets in similar roles
•    You should demonstrate proven experience in managing large / regional / global accounts & prospects
•    You have strong background in solution selling with proven experience
•    Demonstrated proficiency in all areas of the sales cycle, including prospecting, initial discovery, presentation, demonstration and closing.
•    Familiarity with Microsoft business tools, Salesforce.com and other communication tools.
.

SKILLS & COMPETENCIES:

•    Excellent communication skills, including writing, speaking and listening. 
•    Understanding of the Regional market
•    Ability to engage and quickly develops consultative, influential, credibility-based relationships at all customer levels, C-Level executives
•    Ability to: Overcome objections of prospective customers. 
•    Handle unsolicited prospect visits, calls and contacts and turn them into sales. 
•    Create convincing proposals and documentation. 
•    Apply analytical skills to evaluate and interpret complex channel, partner, product, and sales-related situations. 
•    Work cross-functionally to coordinate and integrate diverse teams and inputs into sales-focused strategy development.
•    Quantifies the value of Avaya solutions against the customer’s culture, strategy, and long-term business objectives.
•    Acts to further the strategic interests of both the customer and Avaya
•    Actively drives CSAT in the territory
•    Engages customer with impact
•    Influences buying conversations and the progression of all deals through the buying cycle 
•    Executes with a value-based selling approach
•    Demonstrates value of Avaya's solutions to meet customer business issues
•    Drives exceptional sales velocity and close rates
•    Manage cross functionally across Avaya, Partners and Customers 

 

CONTINUED...

ADDITIONAL INFORMATION:

•    Full time, 40 working hours requirements, work flexibly and remotely, travel required, etc.
•    Get to know Avaya, where we encourage everyone to “Be Unique. Be You.”  Come and see how our individual ideas and actions come together to support not just our company, but the larger society we all live in.
•    Our Cultural Principles drive the way we work, and we live our cultural principles in everything we do and together we celebrate our successes with:
1.    Inclusion: We strive to build a supportive and inclusive culture by creating an environment in which every individual or group is welcomed, respected, supported, and valued to engage and lead.
2.    Simplicity: We foster a safe environment where innovative solutions are encouraged and rewarded. We focus on making our customer’s lives simpler and more efficient.
3.    Accountability: Our decisions are based on a customer-centric approach. Our people are empowered to take risks, immerse in the experience, and drive customer success
4.    Trust: We lead by example. We function as a transparent and dynamic team working towards a unified vision.
5.    Teamwork: We recognize one another for our achievements and strengths. We value diversity of thought and the uniqueness of everyone in a collaborative environment.
6.    Empowerment: We encourage our people to speak up, take responsibility, and embrace ownership. We strive to give everyone a voice.
 

EDUCATION/QUALIFICATION:

•    BA/BS degree or equivalent work experience required

Footer

Explore our current opportunities @ https://www.avaya.com/en/about-avaya/careers/welcome/

Follow #AVAYALIFE & visit our ‘Life Page’ on LinkedIn 

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: Seattle