Strategic Acct Director I

Uniti Group Inc.; North Carolina; On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401K Plan

Health Savings Account

Life Insurance

Educational Assistance

Job summary

Uniti Group Inc. is seeking a Strategic Account Director to lead enterprise sales across an assigned territory, selling Uniti's full suite of network, UCaaS, managed services and advisory offerings.

You will educate prospects, build executive-level relationships, and develop multi-year account plans with cross-functional teams, driving growth and wallet share. You will leverage a sales engineering and customer success team, manage SFDC pipelines, deliver accurate forecasts, and achieve quotas

Qualifications

• A college degree or equivalent and 6+ years of field sales experience directly related to the job (outside, direct sales experience) or 10+ years of job-related field sales experience, or an equivalent combination of education and job-related field sales experience, are required.
• Verifiable record of success in enterprise-level sales with a customer-oriented approach.

Responsibilities

• Develop client relationship management strategies and establish strong relationships with customers.
• Understand a customer's business, priorities, and industry to identify aligned solutions.
• Own and document each customer's account plan and growth strategy; manage priorities and partners to meet milestones.
• Collaborate with Sales & Operations to resolve customer issues quickly.
• Create opportunities to cross-sell and up-sell to increase total spend.
• Maintain a Salesforce pipeline with accurate forecasts and quotas.
• Participate in required training and team activities.

Skills

Enterprise sales

Strategic account management

Consultative selling

Relationship building

Presentation skills

Verbal and written communication

MS Office

Forecasting

Education

Bachelor's degree

Tools

Salesforce

Job description

Uniti is a premier insurgent fiber provider dedicated to enabling mission-critical connectivity across the United States.

With a steadfast commitment to customer service, operational excellence, and superior network capabilities, Uniti builds, operates and delivers critical fiber-based communications services to connect and empower people and businesses.

About This Role

The Strategic Account Director will focus on business development by positioning and selling Kinetic's full suite of strategic products and services to an assigned geographic base of customers. Our goal is to increase wallet share, increase customer satisfaction with Kinetic, reduce churn, and increase our customer base utilization of strategic next-gen services. The Strategic Account Director will leverage a full support team consisting of the Customer Success Manager and Sales Engineering team.

Selling new logo enterprise prospects and developing customer targets within an assigned territory. This position serves as the point of contact to educate prospective and existing customers about the full suite of Uniti solutions (network services, the UCAAS portfolio, managed services for LAN/WAN/Security, professional services defined as advisory services, migration and governance, and PMO offerings for network, cloud, and security.) As the Account Director, you will provide valuable insights into the industry, gain an understanding of clients’ business-impacting challenges, and make recommendations to support clients’ strategic initiatives.

What You’ll Do

• Develop client relationship management strategies, establish strong relationships, and suggest innovative solutions to meet client needs.
• Develop a deep understanding of a customer’s business, corporate priorities, and industry to effectively identify solutions that align with the customer’s strategy and needs.
• Develop, own, and document each customer's multi-faceted account plan and growth strategy; manage priorities and eco-system partners to meet established milestones and achieve sales growth objectives.
• Act with a sense of urgency and work in close partnership with the Kinetic Sales & Operations organization to ensure that customer issues are resolved quickly.
• Develop and implement plans to create additional opportunities to cross-sell and up-sell accounts and increase overall total customer spend.
• Manage a pipeline of opportunities in saleforce.com, including generating accurate forecasts and attaining assigned quotas.
• Participate in and successfully complete all required training; participate in team meetings and activities as required.

Do You Have

• Verifiable record of success in enterprise-level sales, whose customer-oriented approach and sales expertise result in increased profitability.
• Prior strategic account management and consultative sales experience selling multiple products and solutions to large businesses.
• Strong interpersonal, organization, time management, listening, presentation, and verbal and written communication skills.
• Ability to confidently network, build rapport, and develop trusted relationships over time to execute mid to long-term account plans.
• Excellent presentation skills and ability to speak with business professionals at all levels in an organization and across multiple lines of business.
• Strong PC skills, including expertise in MS Office.
• Experience building account plans and leading customer business reviews (MBRs and QBRs).
• Experience driving strategic consulting services into new accounts while consistently achieving or exceeding sales goals by generating and maintaining a qualified pipeline.
• A college degree or equivalent and 6+ years of field sales experience directly related to the job (outside, direct sales experience) or 10+ years of job-related field sales experience, or an equivalent combination of education and job-related field sales experience, are required.

Even Better

• Strong business, financial, and technical acumen with negotiation and closing proficiency. Strong problem-solving and analytical skills.
• Working knowledge of selling cloud-based communications and data solutions.
• Independent, stress-tolerant, self-motivated, competitive, assertive, pro-active, and results-oriented; able to work with minimum direction.
• Adept at prospecting and using effective consultative selling practices.
• Understands market dynamics, including demographics.

Physical Tasks

- Standing Occasionally: 0-33% | Walking Occasionally: 0-33% |Sitting and Stationary: Continuously: 67-100% | Bending: Occasionally: 0-33% | Crouching: Occasionally: 0-33% | Carrying: Occasionally: 0-33% | Reaching: Occasionally: 0-33% |Lifting -Lowering >1-15 lbs: Occasionally: 0-33% | Repetitive Hand Action: Medium Dexterity: Continuously: 67-100% | Fine Manipulating: Frequently: 34-66%

Audio Visual Needs

- Hearing: Continuously: 67-100%| Near Vision: Continuously: 67-100% | Far Vision: Occasionally: 0-33% | Peripheral Vision: Occasionally: 0-33%

Equipment Used in Job Performance

: Cowqmputer, Printer, Fax, Telephone, Basic Office Supplies, Copier

Our Benefits

• Medical, Dental, Vision Insurance Plans
• 401K Plan
• Health & Flexible Savings Account
• Life and AD&D, Spousal Life, Child Life Insurance Plans
• Educational Assistance Plan

Uniti is an equal opportunity employer. At Uniti, we celebrate the authenticity and uniqueness of our people and their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, genetic information, protected veteran status, current military status, disability, sexual orientation, marital status, creed, citizenship status, or any other status protected by law, and to give full consideration to qualified disabled individuals and protected veterans.

Actual base pay for this job will depend on the candidate's primary work location and other factors, such as relevant skills and experience.

Notice to Non-U.S. Citizens:

Uniti, as a holder of licenses granted by the Federal Communications Commission, is required to notify and to obtain approval from federal regulatory agencies prior to granting certain system/network access to any non-U.S. citizen personnel. Offers of employment extended to non-U.S. citizen are contingent upon receiving the requisite approval from agencies overseeing compliance. Non-U.S. citizens are required to provide Uniti with the personal identifying information required to obtain the necessary approval prior to accessing certain systems and/or Uniti's network. If you are not a U.S. citizen, please notify your recruiter or contact HR Legal as soon as possible for information on Uniti's foreign personnel disclosure and approval requirements.

Notice to Applicants:

Depending on the position and its job functions, offers of employment may be contingent upon successful completion of certain pre-employment screenings, including but not limited to drug-screen, motor vehicle records check, or other pre-employment screening. All such screenings will be conducted by an external third-party with the Candidate's written consent and in accordance with federal and state law. Refusal to authorize or submit to a required pre-employment screening may disqualify the candidate from employment. Any misrepresentation during the application or interview process may result in denial of employment, withdrawal of offer, or termination.