Account Manager (Telco)

AppLogic Networks powers the networks behind AI and the critical applications people rely on every day. We help network owners service providers and Enterprises understand how applications perform, how users experience them, and where action is needed to improve quality, efficiency, security, and profitability. Our software combines application intelligence, experience visibility, contextual insights, and real-time control to help customers elevate observability and do more with the networks they already run. As AI reshapes how the world works, connects, and communicates, AppLogic Networks helps ensure modern applications run smoothly across any network, from the consumer edge to the data center. Join our team and help build the software that makes networks smarter, more adaptive, and ready for what comes next.

The Account Manager is responsible for acquiring, expanding, and maintaining a particular territory or area of sales accounts. This role involves increasing company revenue by generating sales from new and existing customers. To this end, the Account Manager will identify, qualify, and close accounts seeking the organization's products and services. The Account Manager will engage with the appropriate customer contacts, to seek out and understand their challenges, and can promote and deliver the right solutions.

• Achieve Sales quotas in target territory by positioning and closing opportunities for AppLogic Network’s App QoE portfolio.
• Develop and maintain relationships within assigned accounts; improve client utilization and product/service adoption rates.
• Collaborate with customer contacts, including senior level executives, to define needs and provide solutions.
• Create strategic business plans for the key major and regional accounts.
• Understand competitive positions and threats to optimally compete vs. key competitors.
• Identify and target new business sales opportunities that close quickly for the highest deal value.
• Promote and maintain the organization's brand image and identity within the marketplace.
• Provide input and assist in the development of presentations and other marketing collateral.
• Create and conduct in-depth sales presentations that highlight key benefits, ROI, and value the company's products/services.
• Identify and resolve risks associated with the delivery and/or provision of customer contracts; manage client expectations throughout the contract.
• Conduct and develop quarterly and annual account reviews to effectively manage account lifecycles.
• Analyze, assess, and document client results to ensure customer needs are being met.
• Promote awareness of new products and services to accounts.

Required 

• Proven experience managing strategic Tier-1 telecom operators and service providers including (but not limited to) NTT, KDDI and Softbank
• Strong understanding of the Telco ecosystem, customer landscape and service buying/revenue cycles
• Expert in value-based selling and ROI positioning
• Demonstrated track record of exceeding ambitious revenue goals/quotas in previous positions
• Strong knowledge of Fixed & Mobile Networks, Analytics, Customer Experience
• Demonstrated ability to execute transactions with executive level prospects
• Able to build and maintain lasting relationships with corporate departments, key business partners, other stakeholders
• Excellent grasp of brand building and articulation of value propositions
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers
• Able to effectively communicate key information to internal/external stakeholders
• Skilled at assessing client needs, developing proposals, and delivering solutions
• Excellent negotiation and diplomacy skills, with a high degree of tact and persuasiveness
• Excellent speaking skills, including presentation experience to large and diverse audiences

Desired

• Proficient in SFDC
• High energy, self-starter, with strong multi-tasking abilities, and the ability to work independently
• Strong technical knowledge and experience creating strategic business plans and competitive strategies for assigned accounts
• Good understanding of value-based selling and ROI development
• Ability to write clear and concise value proposition statements
• Strong problem identification and problem resolution skills
• Ability to coordinate, organize and present product demonstrations and other events
• High level of proficiency with Microsoft Office productivity suite 

• Bachelor's Degree in Information Technology, Business, MS or MBA desired
• 10+ years of solutions-based sales experience with a track record of exceeding sales targets

• Work will be performed in either a normal office environment or from home  
• Extended hours may be required 
• Regional travel required, minimum of 50% of the time