AT&T Direct Sales

Location: US-GA-Atlanta Requisition ID:  REQ58458099 (Post ID:70557328) Job Level:  Experienced (Non-Manager)This role provides direct touch sales support to the AT&T Global Account for enterprise products and services to fulfill their internal consumption needs.  AT&T is a Major Account in the North American market and as such requires the execution of a sophisticated sales strategy and engagement plan.The successful candidate will develop winning customer sales strategies by understanding AT&T’s complex internal needs, their product and pricing requirements, the available solutions and product capabilities, and competitive alternatives.  The successful candidate will be expected to hunt new opportunities and drive incremental business in non-traditional places within AT&T as well as manage an existing business which includes selling Data and Voice products and services.  As this position is eligible for sales incentive compensation, performance versus assigned account revenue targets and other metrics will be paramount.Success in this role depends on strong account penetration and competitive positioning, customer relationship building and navigating through AT&T’s complex organizational structure and complex infrastructure deployment. Key Responsibility Areas: • Close sales for Nortel Enterprise products, services and solutions to achieve assigned quota/metrics; grow Nortel share of wallet and penetration • Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations. • Provide Sales Leadership to the internal organizations on competitive position, delivery risks and product positioning • Prepare and present Nortel product presentations to AT&T’s technical and business staff. • Maintain & grow knowledge level in competitive market landscape • Assist in trouble shooting to resolve visible customer problems; refer problem to knowledgeable resources. Escalate service and technical issues through Nortel technical service organizations proactively • Increase brand awareness and loyalty within the account and make Nortel recommendations that drive incremental revenue and grow share.• Team with SE’s and SME’s to facilitate pre-sale support for key sales opportunities as appropriate• Aid in new product introduction process by seeking field trials, introducing new technical information via informal and formal content delivery vehicles such as technical briefings, customer presentations, and casual information sessions • Identify, monitor and provide timely and accurate forecast for future sales within assigned module and specialized product areasRequired Knowledge, Skills & Abilities: • A minimum of 5-10 years experience in selling, designing/supporting data or voice communication systems.  Knowledge of Nortel or competitors’ products, pricing and selling tactics is a significant asset.  Existing relationships and prior experience selling directly to AT&T is also a significant asset.  Experience with enterprise voice and/or data networks management, operations and engineering as a member of a corporate systems staff, or experience with telecommunications product/ marketing management organization(s) an asset. • Demonstrated sales interface and closing skills, particularly with large enterprise customers such as AT&T.  Initiative and strong self-motivation.  Effective presentation skills to small and large groups, as well as clear and coherent technical and customer-focused written and verbal communications skills are a necessity. Demonstrated capability to generate effective business case to prove technology solutions for business opportunities. Ability to gain confidence of customer teams, build successful long term relationships while closing current business, and grow customer loyalty.  Strong teaming with internal and external resources.• A broad understanding of voice and data technologies is needed. Understanding of business systems, business process and customer viewpoint. Travel Required:  Minimal travel Position Type:  Full Time, Employee Relocation assistance:  None,  Homebase Eligible:  Yes Shift:  Day/First Shift Business Unit:  Global Sales