Ubicación : MÉXICO D.F., MX
The MNC s Latam Team is responsible for taking care of the business in Latam generated by multinational accounts in the Region.
We are a business oriented organization that belongs the MNC Unit and that takes care of the business of the MNC s accounts that have footprint in Latam.
Our main team responsibility is to be the engine in the organization, develop the right relationship with all the different customer s stakeholders, identify critical customer s business needs and manage virtual teams to lead the business transformation of our customers in the Region.
To do that, we follow consultative sales methodology to maximize our success as well as Salesforce to track the e2e view of sales cycle.
We are continuously challenging us in order to get the best of ourselves and the organization to achieve the aim of being number one in all the markets in where we operate.
As Global Account Manager you will be responsible of strength and boost the business worldwide for the assigned Multinational Accounts, being the single point of contact for the account globally.
As responsible for the engagement and sales for the accounts you will develop strong relationships with customer (Decision makers and CxO) and with internal stakeholders (Local Teams, Presales, Product Marketing, Legal and Service Management .
as well as detect customer s needs, identify and lead Global and Multilocal opportunities, develop business pitches and negotiate deals in order to achieve your targets.
The Global account plan will be the core tool to project the strategy to follow by the whole organization (MNC s and OB s).
Having a good understanding of customer needs, Telefonica s key differentiators (footprint, core & digital solutions, ), key customer s stakeholders and top class engagement with account team will be key to succeed in the goals.
Lead engament with Regional and Global decision makers being the single Point of contact for the account globally
Ability to penetrate account and establish personal presence at a CxO Level
Build, jointly with the Local Account Teams and the Global Design Manager, Account Strategy and Account Plan at a Global Level
Lead Global, Regional and Multilocal opportunities and support Local Team in local opportunities when requested
Negotiate Global, Regional & Multilocal deals
Ability to drive opportunities Take the lead and drive the customer
Guide the customer and support in its transformation
Generate proposals with a customer focus and showing expertise on customer’s needs
Excellent customer communication and interpersonal skills
Aggressive pursuit of new opportunities to develop the account and keep current business
Ability to define a business plan, track its execution and define corrective actions if needed
Achieves assigned sales quota in designated accounts or regions
Proper planning to achieve the business objectives
Ability to coordinate and bring together all the right Telefonica parties to propose innovative solutions such as Sales Specialists, Presales and Product teams
Being able to transform customer needs in opportunities
Transmitting the customer’s needs inside the organization
Lead and work with virtual teams
Sales : Responsible for mantaining current business and bringing new business (core & digital) throught consultative selling.
Relationships : As leader of the Account, she / he will be responsible for building trusted relationships both with our colleagues in the OB s and CxO s.
Sponsor and Evangelist : In front of the customer and internally within all the different teams involved in an opportunity (Presales, Products, etc...)
Bachelor’s Degree in Engineering, Business Administration, Marketing or related field
MBA is a plus
Ability to work in multicultural environments
Build trusted relationship with CxO s
Identify Custmer s business needs and generate customized pitches
Experience negotiating complex deals
Excellent written and verbal communication
Telecommunication and Network knowledge
Knowledge of digital services such as IoT, Big Data, Cloud, Security among others
5+ years of business development experience in the professional services area to the IT; Telecommunications sector focused in Digital Solutions (Cloud, Security, IoT)
Proven experience managing Global Accounts worldwide
Fluent in English and Spanish (Portuguese a plus)
International Travel will be required.