About GTT:
GTT is a leading networking and security as a service provider for multinational organizations, simply and securely connecting people and machines to data and applications – anywhere in the world. We serve thousands of organizations, bringing together the right people, partners and technology to reduce the burden on IT teams and solve the most pressing networking and security challenges. Built on our top-ranked global Tier 1 network, GTT Envision is a single global technology platform to connect, orchestrate, virtualize and automate enterprise networks, enabling customers with consumable solutions to achieve business missions and meet ongoing demand when, where and how needed. Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by a suite of professional services and exceptional sales and support teams in local markets around the globe. We partner with our customers to deliver Greater Technology Together. www.gtt.net.
Role Summary:
An Account Director at GTT is not only at the forefront of GTT sales dedicated to finding our next new name customers, but also penetrates our existing client base seeking new opportunities, understanding their challenges, matching their needs with GTT services, and most importantly closing the deals.
Job Scope/Supervision:
List the other teams/departments that the role will interact with the most in their positions. Include the supervising manager this role reports to.
Duties and Responsibilities:
- Targets new customers to get initial conversation, leading to opportunity creation 80%.
- Penetrates existing companies deeper to understand pain points and sniff out further opportunities 20%
- Sells GTT’s full suite of products and solutions within the Netherlands, Including connectivity (SD-WAN, MPLS, Internet),
- Profiles key customers and seeks companies with a decision making unit and considerable international footprint.
- Present GTT solutions to customers and prospects.
- Build a prospect pipeline from a standing start via own initiatives and revive past and present customers.
- Work with the considerable marketing support available to drive further prospecting initiatives.
- Drive opportunities from discovery, through development to close.
Required Experience/Qualifications:
- Knowledge of applicable sales methodologies (SPIN, Miller Heiman etc).
- 5-10+ years enterprise sales experience
- Must be confident and hungry to engage with C level executives on their business challenges and translating needs into benefits.
- Knowledge of Cloud, Networking or Communications.
- Be ambitious, competitive with a winning mentality.
- Be comfortable with technical topics.
- You enjoy sales, treat it as an art form and enjoy having fun with the team.
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.
- 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, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
- Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and 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 organization's brand, products, and services through multiple and diverse avenues
- 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.
- Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Universal Competencies
- Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, 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.
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