Our Client

Our client is a US listed MNC, specializes in internet connection and related services operates globally leading by market share with more than 175 data centers in 44 metropolitan areas in 22 countries on 5 continents.

Responsibilities
The Global Account Manager (GAM) sells the company solutions to Global Accounts assigned within territory/region, maintaining and expanding accounts to meet global account plans and strategies. Focus is on a few more strategic, high revenue, and complex global accounts across the region or globally.

Build Customer Relationships

  • Develops and maintains relationships with regional/global customer executives to drive global bookings/revenue growth in assigned accounts
  • Manages the engagement with the customer as a strategic alliance relationship
  • Identifies larger trends in customer issues across the account and develops action plans for long term improvements, implementing best practices
  • Engages internal Executives in the Account


Leverage Internal Partners & Channel

  • Develops and manages successful partnerships with internal organizations to support the strategic customer relationship, including Solutions Architects, Sales Engineering, Contracts, Billing, FP&A, Product Marketing, and Business Development at the regional or global level
  • Resolves complex and diverse customer issues
  • Delivers a global account plan to senior executives on a semi-annual basis and manages implementation of account plan regionally or globally

Account Strategy/Planning

  • Develops global strategic account plan from detailed strategic region/territory plans
  • Manages account activity relative to quarterly and fiscal year plan, creates executive reports with understanding of customer life cycle
  • Influences long term planning for account
  • Drives coordinated selling approach and account planning with global counterparts and continually communicates global account strategy to internal partners and stakeholders in the region/globally
Solution Selling
  • Synthesizes customer’s business needs, challenges, and technical requirements from regions and recommends The Company solutions
  • If applicable, sells business value of "The Company" "sell with" activities to global customer extending value of The Company platform
  • Leads delivery of expert, compelling approach, leveraging the global account strategy
  • Sells "The Company" as a strategic partner and incorporates the full suite of The Company offerings including global footprint
  • Leverages external partners to drive solution development in new areas/prospects

Contract Management/Renewals

  • Develops detailed understanding of commercial terms and problem solves regional/global implications, making decisions on more complex issues to drive deal alignment and with long term strategy
  • Proactively addresses high churn risk customers, leveraging internal resources and external partner, to resolve issues
  • Drives customer contract renewals and negotiations to protect revenue
  • Develops, defines, and implements global channel/reseller relationships with targeted accounts

Pipeline Management

  • Monitors and updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
  • Manages prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives
  • Analyzes trends across the account and develops plans to minimize and forecast churn

Negotiation

  • Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible.
  • Understands commercial levers and problem solves to make initial recommendations on deal structure; overcomes objections and positions at senior levels in account.
  • Partners with sales leadership to present at regional/global deal review

Good To Have 

  • More than 10 years experience preferred
  • Bachelor's degree preferred

JOB ID: 1235

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