Account Manager

About GTT:

GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.

We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit www.gtt.net.

Role Summary:

A Channel Account Manager for GTT is responsible for identifying, developing, and expanding relationships with distributors, resellers, and retailers. A Channel Sales Manager is responsible for generating additional demands through partner events; studying the market for newer trends; managing channel conflicts; and fostering relationships between channel partners and sellers. 

Duties and Responsibilities:

• Scheduling promotional work and tracking sales activities; quoting prices, preparing proposals, and providing information regarding terms and delivery, and negotiating contracts.
• Developing new business within assigned region or industry; gathering data on marketing trends, competitive products, and pricing.
• Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.
• Prospecting new business, setting and closing appointments with key decision makers, servicing existing business and developing strong client relationships.
• Ensure sales teams know partners, available solutions or expertise and who, how and where we can leverage these partners to drive growth in our accounts
• Responsible for identifying and penetrating prospective Enterprise customers headquartered in the assigned target market
• Generate sales revenue by promoting GTT products and services to partners
• Lead all stages of the sales cycle as needed to support the conversion of opportunities to sales.
• Maintain comprehensive knowledge of industry and customers to identify and propose unique solutions
• Leverage knowledge to execute sales strategy that meets or exceeds revenue objectives.
• Create strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business
• Track, analyze and report sales activity using GTT’s internal sales reporting tools

Required Experience/Qualifications:

The ideal candidate will have the following:

• 5+ years of experience in Channel sales in the telecommunications/technology sector
• Demonstrated success in consistently meeting or exceeding a monthly sales quota
• Thorough knowledge of the enterprise customer base in the assigned geography
• A proven ability to generate leads, penetrate new accounts, and develop and manage a pipeline
• Excellent interpersonal and communication skills, verbal and written, facilitation and presentation techniques
• Strong leadership/team skills and a positive track record in executing sales process and coordinating among internal and external stakeholders
• Ambition and a willingness to learn and develop professionally

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Problem Solving: Knowledge of approaches, tools, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
• Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Channel Sales: Knowledge of various channel sales strategies and solutions used to execute and fulfil a sales plan; ability to sell a hospitality organizations brand, products, services through multiple and diverse avenues.
• Cross-Selling: Knowledge of organizational strategies, tools and techniques for understanding the needs of customers; ability to utilize these to create additional sales.
• Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
• Customer First (Customer Facing): Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.