Multimedia Account Manager

• Drive sales revenues by proactive execution of strategic selling activities for Ericsson multimedia solutions into assigned customer accounts.
• In close proactive cooperation with Multimedia Solutions Architects (SAs) and Multimedia Solution Area Heads (SAHs), ensure the maximum adoption and high customer satisfaction of all Ericsson multimedia solutions and related products & technologies in assigned customer accounts.
• Reach revenue and other assigned performance targets for Ericsson multimedia solutions in assigned customer accounts.

Educational background

• Higher education (university degree).
• Degree in Telecommunications or Computer Science is an advantage.

Work experience

• 5 years of experience in IT and/or Telecom industry
• 3 years of experience in active strategic selling into large enterprise accounts in 1:1 and/or 1:few model, with a focus on information / telecommunications technology and/or business solutions sales & deployment. Experience in systems integration business is an advantage.
• Experience in field-based enterprise account and/or strategic partner sales / account management.
• Experience in planning, designing and implementing sales strategies; partnering experience; experience in opportunity selling as well as successful selling in highly competitive environment.
• Experience in direct communications / negotiations with key business decision makers & top executives in large enterprise accounts; 

Professional skills

• Broad knowledge of different parts of the sales cycle, strategic and technical sales skills. Must love to perform field sales type of job, especially to meet customers.
• Good understanding of the relationship between technology and business processes in Telecom operators space.
• Good understanding of enterprise computing and telecom service environments, major vendors and products/positioning, as well as associated issues. Technical / technological background and work experience in multimedia-related areas is an advantage.
• Good knowledge of or certification on Ericsson product line, technologies, business solutions are an advantage.

Personal skills

• Strong strategic sales skills, including, but not limited to:
  • Excellent verbal and written communications skills combined with strong interpersonal skills to professionally represent Ericsson in front of the customers;
  • Excellent negotiation and presentation skills;
  • Ability to communicate business value and strategic fit of Ericsson products and solutions to all levels of customer organizations, up to and including CEO level;
  • Customer focus and capability to extremely rapidly understand customer / partner requirements and key success factors;
  • Active listening skills and facts finding through proven questioning techniques.
• Results orientation;
• Ability to manage large and fluctuating workloads;
• Ability to maintain committed service and customer / partner satisfaction levels
• Ability to perform solid multiple priorities & project / program management while retaining flexibility, strong self- and time-management skills;
• Ability to deal with ambiguity;
• Ability to stay productive and proactive in ambiguous environment;
• Should be a self-motivated person, dynamic driver, team player, consensus builder;
• Ability to take responsibility and make own decisions within assigned area of empowerment if situation requires so;
• Fluency in English (both written and oral);
• Russian or Ukrainian must be a native language.

• Drive sales of Ericsson multimedia solutions plus Ericsson products associated with these solutions into assigned customer accounts;
• Meet or beat quota for Ericsson multimedia solutions / systems integration sales within assigned customer accounts;
• Be the primary point of customer contact for prospecting, account profiling and identification of opportunities within the assigned customer accounts;
• Develop and maintain long-term relationship (well-coordinated with entire KAM team strategy) with assigned customer accounts at top executive (CxO) level;
• Team up with other members of the Key Account Team (KAM Team), SAHs and/or SAs to proactively create, discover, identify, engage and close sales, service and integration opportunities for Ericsson multimedia solutions (plus associated Ericsson products) in assigned customer accounts. Succeed in winning these opportunities against competition.
• Closely watch the competition and work proactively to maximize Ericsson revenue.
• Coordinate opportunity follow-up with KAM team, multimedia delivery and services teams.
• Provide offering, pricing, contracting and business cases for the multimedia solutions to the assigned customers with support of and in close cooperation with SAHs, SAs, Business Support Managers and other Account Managers;
• Manage solutions evaluation process with assigned customers;
• Coordinate engagement of third-party partners into solutions adaptation and sales activities (with support of Solutions Innovation and Partnering Team). Match partner capabilities, account history, positioning and strategy to customer requirements.
• Ensure that Ericsson multimedia solutions are sold and deployed into the assigned customer accounts with full compliance to current market, customer and legal requirements in respective customers’ countries;
• Actively participate in regular business and marketing planning with the KAM teams and Multimedia teams;
• Own account planning and opportunity management processes in regards of multimedia opportunities within assigned customer accounts;
• Manage multimedia opportunity pipeline for assigned customer accounts, participate in monthly (or more frequent if needed) opportunity reviews with management and/or KAM / Multimedia teams;
• Proactively cooperate with Multimedia Delivery team to ensure successful deployment and solution lifecycle management of Ericsson multimedia solutions in the assigned customer accounts.
• As outlined in the company escalation procedures escalate to senior management any problems that jeopardize reaching the assigned business targets.
• Ensure that customer and partner satisfaction issues are considered in all activities and business plans.
• Manage customer database in regard of multimedia opportunities / projects, regularly protocol sales activities to ensure proper teamwork, keep customer database constantly up-to-date.