Account Director Senior - Specialized Sales SLED (Security) - East
Posted on: November 26, 2022
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the fastest, most secure global platform for applications and data
to help businesses, government and communities deliver amazing
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As an Account Director Senior - Security Specialized Sales for our
SLED (State, Local, and Education), you will be responsible for
managing business development while developing and implementing the
sales strategy for high-profile, named accounts and/or specific
market segment(s) that lead to the expansion and growth of security
and SASE services product portfolio. Accountable for participation
in business development activities, coordination, and mobilizing
the ecosystem around the strategy on assigned key account(s).
Responsible for the overall development and implementation of the
Identifies and develops Security services portfolio product sales
opportunities (SASE, DDoS Mitigation, Threat Intelligence,
Professional Services, and other Security services as developed),
provides product solutions, ensures customer satisfaction, and
maintains positive ongoing relationships to maximize sales for the
company. Introduces company products and services to new and/or
existing customers. Responsible for the implementation of strategic
and tactical sales account plans. Develops and maintains accurate
sales and/or revenue forecasts and management of quota funnels.
The Main Responsibilities
--- Grow the Managed Security Service business within SLED by
unearthing new opportunities.
--- Showcase the full range of Lumen's Managed Security Service
offerings including DDoS, Log Monitoring, Managed EDR. You will be
part of a regional team of security specialists helping our clients
with their most complex information security needs and contributing
toward their business resilience and improved security posture.
--- Drives account management responsibilities as an overlay sales
role including solution creation, solution offering, configuration
management, order issuance, service delivery, service management
and revenue recognition. Demonstrates a balance of strategic and
tactical thought leadership.
--- Identifies, bids on, negotiates, and closes new sales
opportunities to meet and exceed established sales and revenue
quotas. Provides comprehensive account plans and strategies to win
new business from new and/or existing accounts.
--- Provides input to sales management about trends and changes
taking place within the customer's organization and makes
recommendations about future courses of action necessary of the
company towards improving its position with the customer.
--- Collaborate with our Product Management, Security Architects
and Security Consultants to ensure that our solutions meet local
--- Provides accurate and detailed weekly forecast funnel of
identified and proposed opportunities in order to meet or exceed
sales quota requirements.
--- Develop and maintain customer relationships from the
operational through the 'C' level in the pursuit of solution sales
of SLED accounts.
--- Accountable for meeting and/or exceeding assigned sales
objectives and monthly revenue quotas, maintaining existing and
building new revenue within a designated region.
--- Own and drive opportunity strategy to close. Ensure that large
opportunities are approached strategically with unique customer
value defined beyond focus on price.
--- Build a short- and long-term pipeline that ensures attainment
of quarterly sales and revenue goals and drives improved forecast
--- Must demonstrate advanced technology and solution knowledge of
IT solution sales on a day-to-day basis and how they align with
SLED customer purchasing vehicles, contracts and RFXs.
--- Will build and maintain accurate and up-to-date strategic
account plans associated with new business opportunities being
developed in partnership with account owners.
--- Ability to set strategy, create plans, and support a
geographically dispersed team to meet or exceed objectives
--- Must be able to keep organized, accurate records on daily
activities and results.
--- May be required to obtain technical certifications.
--- Continuous learning to acquire and integrate industry knowledge
related to general trends, emerging technologies, partner solutions
and competition in SLED accounts to provide internal feedback on
the development of market strategy.
--- Partner with account managers and customers through a strategic
and consultative sales approach to understand their business needs,
issues, strategies and priorities to align Lumen products and
solutions to meet customer needs.
--- Manage sales funnel to analyze and manage pipeline activity and
monitor sales activity against assigned quotas.
--- Guide and Coach sales teams/leadership on sales strategies for
opportunity management (e.g., up-sell, cross-sell, renewal,
recapture) as a subject matter expert.
What We Look For in a Candidate
--- Minimum of 8 years of experience in selling complex IT
infrastructure solutions to medium and enterprise businesses (SLED
experience a plus) with meaningful relationships within that
Existing C Level relationships are a plus.
--- Demonstrated success in applying consultative selling
techniques to opportunities.
--- Works Well with Others, listens, and communicates well with
others within and outside of Lumen. Creates a team environment that
is positive and productive.
Self-motivated, proactive, results-oriented professional with the
ability to work with minimum direction.
--- Proven and verifiable track record in exceeding sales
--- Strong communication skills and presence in communicating with
Executives. Excellent business writing and presentation skills
--- Technical sales certifications
--- Consultative or solutions selling training (Miller Heiman,
--- Demonstrated level of success in the development of high-level
--- Willingness to travel
--- Demonstrated experience selling a combination of the following
- Security Services
- IT Infrastructure Solutions
- Managed Services
- IT Infrastructure Services/Outsourcing
- IT Consulting
- Professional Services
What to Expect Next
Based on your job application information you may be given the
opportunity to complete a video interview immediately after
applying. This will include a set of questions for you to record a
response to in addition to Game Challenges. Completion of this
video interview is a requirement in order to be considered for our
open position. Now not a good time? No worries, we will also send
you an email with a link to complete the video interview. We
strongly recommend that you complete this within 5 days of your
Requisition #: 321271
We are committed to providing equal employment opportunities to all
persons regardless of race, color, ancestry, citizenship, national
origin, religion, veteran status, disability, genetic
characteristic or information, age, gender, sexual orientation,
gender identity, marital status, family status, pregnancy, or other
legally protected status (collectively, "protected statuses"). We
do not tolerate unlawful discrimination in any employment
decisions, including recruiting, hiring, compensation, promotion,
benefits, discipline, termination, job assignments or training.
The above job definition information has been designed to indicate
the general nature and level of work performed by employees within
this classification. It is not designed to contain or be
interpreted as a comprehensive inventory of all duties,
responsibilities, and qualifications required of employees assigned
to this job. Job duties and responsibilities are subject to change
based on changing business needs and conditions.
Salary Range Salary Min : 108000
Salary Max : 240000
This information reflects the anticipated base salary range for
this position based on current national data. Minimums and maximums
may vary based on location. Individual pay is based on skills,
experience and other relevant factors.
This position is eligible for either short-term incentives or sales
compensation. Director and VP positions also are eligible for
long-term incentive. To learn more about our bonus structure, you
can view additional information here. We're able to answer any
additional questions you may have as you move through the selection
As part of our comprehensive benefits package, Lumen offers a broad
range of Health, Life, Voluntary Lifestyle and other benefits and
perks that enhance your physical, mental, emotional and financial
wellbeing. You can learn more by clicking here.
Note: For union-represented postings, wage rates and ranges are
governed by applicable collective bargaining agreement
Salary Range Salary Min : 108000
Salary Max : 240000
This information reflects the base salary pay range for this job
based on current national market data. Ranges may vary based on the
job's location. We offer competitive pay that varies based on
individual experience . click apply for full job details
Keywords: Lumen, Paterson , Account Director Senior - Specialized Sales SLED (Security) - East, Executive , Florida, New Jersey
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