Account Director II SLED Business Development

The Role

As an Account Director II SLED Business Development, you will be 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. The Business Development Account Director will gain a firm comprehension of the customer's requirements, long term objectives, hot buttons, and effectively communicates those goals to the internal Lumen groups, to better meet the eventual SOW’s (including product enhancements, pricing initiatives, and partnerships).

They understand the strengths / weaknesses of our competitors in order to create / develop strategies that highlight strengths and mitigate weaknesses.

They are actively involved in executing responses to complex and challenging problems.

The Main Responsibilities

Essential Duties :

• Actively participate in industry associations, facilitates agency / industry meetings for awareness of best practice solutions, and demonstrates 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 briefs senior management on high dollar opportunities.
• Develops and maintains 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.
• Builds trust, rapport and creditability with client organizations senior leadership and operational managers.
• Identifies, qualifies and develops a pipeline of strategic opportunities and growth strategy to achieve annual new business objectives.
• Drives preparation of initial gate reviews and supports capture and proposal efforts throughout the opportunity lifecycle.
• Targets agencies / organizations as assigned and other supporting agencies / organizations to uncover longer term opportunities.

Broadens and deepens existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business.

Develops proposals for presentation to customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and product management.

What We Look For in a Candidate

• Telecommunications / Technology, carrier, hardware or network services sales / BD experience required within the last 12 months
• 5-7 years experience working within the government / education sector, with a minimum 3 years sales / business development experience calling on government / education organizations preferred
• Knowledge of wireline telecommunications technologies and recurring revenue business models
• Understanding of respective acquisition / procurement policies
• Ability to articulate telecommunications competitors, landscape, and industry trends
• Demonstrated success winning contracts and business in the government / education market place preferred
• Proven success in developing business within specific customer segment
• Strategic planning, account management, account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long range account management strategies) and proven contract negotiation skills required
• Training in consultative sales techniques required
• Ability to use Microsoft Word to create, edit, and share routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data;

and Microsoft PowerPoint to develop presentations

• Excellent written / verbal communications skills, presentation skills, organizational time management skills, and display a strong customer-facing, sales and marketing, and presentation skills
• Ability to articulate the requirements for technical, contractual, commercial and management responses.
• 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

Compensation

The starting salary for this role differs based on the employee's primary work location. Employees typically do not start at the top of the range, though compensation depends on each individual's qualifications.

Location Based Pay Ranges

$114,190 - $152,250 in these states : AZ NM UT

$119,910 - $159,870 in these states : CO NV OR

$125,610 - $167,480 in these states : CA TX WA

As with the pay range variety that's based on the region of a country, specific offers are determined by various factors such as experience, education, skills, certifications and other business needs.