Strategic Account Development Representative

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Job Title: Strategic Account Development Representative

Location: Phoenix, AZ
Company: CBTS
Department: Sales
Reports To: Sales Director

About the Role:

The Strategic Account Development Representative is responsible for building and maintaining long term relationships with key clients and resources to drive new sales opportunities.  This role is essential in our upgraded model of servicing our strategic clients, developing relationships, and supporting new sales revenue streams. The focus is to obtain valuable project and client information around their strategic planning and capitalize on expanding our service portfolio.

Responsibilities:

• Demonstrate proficiency in all CBTS solutions and influence customer opportunities leading to revenue increase and customer growth.
• Passion for creating and growing engagements across the spectrum of CBTS solutions and becoming a trusted advisor to the client.
• Oversee our 600+ delivery resources, providing direct leadership and support, and collaborating with CCMs.
• Connect with key client teams, generating sales opportunities.
• Prepare and develop client project mapping and monthly reports presentations for the sales team on progress and insights, driving technical QBRs with clients and CBTS Sales.
• Ownership for growing revenue and strategic solutions within our most strategic CBTS customers by supporting account and services sales teams in the CBTS sales process.
• Collaborate with the CBTS account teams and internal resources to devise a business technology strategy for selected customers, inclusive of business alignment and transformation execution.
• Participate in the sales and pre-sales process to understand and influence customer business technology objectives and requirements.
• Drive business development to support pre-sales activities, with a focus on identifying, scoping, and proposing services engagements.
• Develop new business opportunities.
• Adhere to CBTS sales process and methodologies on all opportunity pursuits.
• Maintain proficiency in CBTS service offerings, value propositions, and representative case studies.
• Act as the primary point of contact, building strong, long-term partnerships with strategic clients and serving as a trusted advisor

Skills:

• Experience working within a consulting model – client, service, sales and technical experience.
• Technical Evangelist – must be broad in technical aptitude to span knowledge in development, cloud, big data, network, and security.
• Local to Phoenix, willing to travel.
• Sales knowledge and past management of resources.
• Familiarity with enterprise IT environments, digital transformation initiatives, Cloud, AI, and hybrid delivery models.
• Exceptional communication skills and experience in complex negotiations.
• Ability to understand customer needs and articulate the value of the company's products or services

·         Ability to collaborate effectively with internal teams. 

Keys to Success:

1. Understanding the CBTS delivery organization and client environment.
2. Identification and management of key billable resources through relationship-based leadership.
3. Communication and collaboration with key internal account resources; sales team, technical SE, CCM’s, recruiters and sales management.

Who You Are:

• Self-motivated technical business leader with strong communication and personal skills.
• Detail-oriented, team player, collaborative, and thrive in fast-paced, dynamic environments.

Education:

• Four years of college resulting in a bachelor’s degree or equivalent.

Work Experience:

• 10+ years previous work experience in a Sales, Sales Engineering, Solution Architecture, or Business Development type role.

Special Knowledge, Skills, and Abilities:

• General understanding of enterprise architecture concepts.
• Financial modeling.
• Deal Structures.
• Executive presence.
• Whiteboarding and Storytelling.
• Value modeling.
• Technical presentation skills
• Supervisory Responsibility: Leads work teams (assigns, coordinates, and checks work).

#LI-Hybrid #LI-MJ1

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.