[Hiring] Senior Account Director - Public Sector Business Development @Lumen

Role Description

The Business Development Account Director is accountable for developing and implementing the overall market penetration and growth strategy. They will work in close cooperation with internal and external teams to develop winning strategies and multiple strategic alternatives to solve customer problems through competitive positioning. Identifies potential teaming partners to enhance Lumen's value proposition.

Main Responsibilities

• Gain a firm comprehension of the customer's requirements, long term objectives, hot buttons, and effectively communicate those goals to internal Lumen groups.
• Understand the strengths/weaknesses of competitors to create/develop strategies that highlight strengths and mitigate weaknesses.
• Actively participate in industry associations, facilitate agency/industry meetings for awareness of best practice solutions, and demonstrate value to Lumen through increased awareness, bid opportunities, and win effectiveness.
• Contribute to scheduling of meetings for Lumen Executive Leadership with executives at assigned government organizations.
• Develop and communicate prioritized list of strategic opportunities for target government organizations and brief senior management on high dollar opportunities.
• Develop and maintain milestones and metrics for presentation to management that measure the progress of strategic plans, projects, and programs against organizational goals and objectives.
• Promote and position Lumen services and solutions through direct and indirect existing contracts, new customer contracts, and teaming opportunities.
• Identify, qualify, and develop a pipeline of strategic opportunities and growth strategy to achieve annual new business objectives.
• Lead preparation of initial gate reviews and support capture and proposal efforts throughout the opportunity lifecycle.
• Penetrate target agencies/organizations as assigned and other supporting agencies/organizations to uncover longer term opportunities.
• Broaden and deepen existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business.
• Develop proposals for presentation to customers. Coordinate account resources with representatives from marketing, pre-sales engineering, and product management.
• Establish trust, rapport, and credibility with client organizations' senior leadership and operational managers.

Qualifications

• SLED telecommunications, carrier, hardware or network services sales/BD experience required within the last 12 months.
• 7-10 years experience working within the SLED sector, with a minimum 5 years sales/business development experience calling on government/education organizations required.
• Extensive knowledge of wireline telecommunications technologies and recurring revenue business models.
• Knowledge of respective acquisition/procurement policies.
• Ability to articulate telecommunications competitors, landscape, and industry trends.
• Demonstrated success winning contracts and business in the government/education marketplace required.
• Track record of success developing business within specific agencies identified below.
• Strategic planning, account management, account planning, and proven contract negotiation skills required.
• Training in consultative sales techniques required.
• Ability to use Microsoft Word, Excel, and PowerPoint effectively.
• Possess exceptional written/verbal communications skills, presentation skills, and organizational time management skills.
• Self-motivated and driven leader with a sense of urgency to stay in front of strategic opportunities.
• Ability to travel nationally & internationally to customer facilities as required.
• Ability to obtain security clearance as needed.

Requirements

• Ability to articulate the requirements for technical, contractual, commercial, and management responses.

Benefits

• Comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional, and financial wellbeing.
• Information about bonus structure (short-term incentives, long-term incentives, and/or sales compensation) available during the selection process.