Global Account Manager III

ABOUT AVAYA

Businesses are built by the experiences they provide, and everyday millions of those experiences are delivered by Avaya Holdings Corp. Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering #Experiences that Matter.

Avaya is a global leader in digital communications products, solutions, and services for businesses of all sizes delivering most of its technology through software and services. We enable organizations around the globe to succeed by creating intelligent communications experiences for our clients, their employees, and their customers. Every minute of every day, we power positive and productive interactions that drive customer loyalty, team collaboration and business success.

We’re focused on Innovation without Disruption, removing barriers, and placing our customers best interests at the forefront of everything we do. The world is evolving in technologically exciting ways, and we strive to lead revolutions in how businesses leverage the cloud, artificial intelligence, automation, and mobility.

We aren’t just focused on customer experience, we also prioritize the employee experience, and we work hard to engage and empower our people throughout their career with us. We’re seeking the best diverse talent to shape and transform how the world connects. Find out more at Careers at Avaya.

ABOUT THE OPPORTUNITY

Manages all aspects of strategic global BPO Accounts.  Grows sales activities and consistently achieves/surpasses objectives by driving the end-to-end sales process. Leads strategic discussions with key stakeholders at global clients to identify needs and implement creative solutions to business problems. Maximizes opportunities by driving the customer planning process, leading virtual account teams in building strategies that deliver balanced growth, continued account penetration, and high customer satisfaction, and developing accurate forecasts based on short- and longer-term growth. Continuously builds and develops deep senior Partner relationships to achieve a trusted advisor status, creating measurable value and influencing Avaya's position. Serves as the customer's advocate to maintain a high level of customer satisfaction, always protecting the strategic interests of both the customer and Avaya. Serves as a trusted advisor to key stakeholders in assigned accounts and is highly influential in driving customer behavior. Directs the activities of other regional or local sales associates supporting the accounts as necessary.

• Utilizes analytics in consultation with prospects and customers.
• Leverages business acumen to establish, foster, and manage strategic business relationships.
• Understands the BPO market and targets these organizations for retention of Avaya portfolio solutions while uncovering opportunities to displace competing incumbents. 
• Represents Avaya’s entire suite of solutions, using the full range of direct and indirect sales-to/sale-through/sales-with motions to achieve wins.
• Establishes and drives the cadence for selling into the account.
• Builds access to executive levels of the customer and a presence for Avaya in customer business planning. 
• Supports Avaya sales initiatives and campaigns.
• Leverages social media and other digital tools to understand the customer and build a dynamic profile.
• Expands Avaya’s presence and control within accounts (e.g., mid-size commercial accounts or territories)
• Uses aggressive hunting techniques to achieve revenue and margin for targeted quota.
• Shapes, manages, and negotiates complex global opportunities. 
• Acts as a strategic, consultative partner in customer business planning.
• Approaches large strategic accounts with a keen understanding of how to best attack the opportunity.
   

ABOUT YOU

Experience and Proven Ability to complete the following is required:

• Access and participate in executive levels of business planning.
• Negotiate and close complex, breakthrough global deals.
• Full range of sales motions (sales-to/sales-through/sales-with) 
• Financial analysis and business co-planning at the executive level 
• Working with virtual sales teams in leveraging and aligning resources for the purpose of sizing deals of varying complexity and scope.
• Entrepreneurially drive, expand, and coordinate deals in