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Alcatel – Lucent Enterprise (ALE) provides digital-age networking, communications and cloud solutions with services tailored to ensure customers’ success, with flexible business models in the cloud, on premises, and hybrid. ALE is a trusted advisor to more than a million customers all over the world, located in over 35 counties. Learn more about us on https://www.al-enterprise.com/en/company/about-us
What is my role?
To expand our market focus we are looking for a Vertical Account Manager - Government (VAM) for Germany. The Vertikal Account Manager for Germany is selling Alcatel-Lucent Enterprise Products and Services to existing and new accounts and is developing accounts through partners in an indirect sales model to maximize the value being delivered to them. The Vertical Account Manager is focussing on public customer within Germany.
The VAM should develop new relationships with key decision makers and extend existing relationships.
What am I responsible for?
- Maintain the Alcatel-Lucent Enterprise branding in the market by creation of end customer references to help partners turning their customer relationship into long-term partnership
- Build strong relationship with end customers, key decision makers & the partner sales representatives
- Selling converged portfolio & cloud to new accounts to fulfill turn over objectives
- To ensure that sales targets are met or exceeded in marketplace the vertical account manager implements the sales strategy defined by sales management.
- Existing clients to be maintained and developed to a converged product portfolio
- To ensure the strong focus on creating new business the vertical account manager knows the sales instruments to create pipeline
- To develop and deliver accurate sales forecasts in line with business objectives, an accurate business planning and reporting (biweekly fc commits) is mandatory
Am I the right person for this position?
- Education to degree level in Sales Management or engineering, preferable
- Demonstrate track record of successful sales in the Voice/Data/Networking/Cloud solutions with public accounts
- At least 2 years expertise and experience in dealing with public accounts at IT manager, senior IT Level and C-levels
- Understaing the market and culture in the area of federal authorities
- Knowledge of the strategic orientation of the federal authorities in the field of communication and network solution
- Completed formal training in Sales techniques, especially in acquisition skills
- Strong focus on "making the difference" through translation of technology features into customer value
- Ability to network within a customer and partner organization to identify key influencer and decision maker
- commercial focus and negotiation skills
- CRM tool experience (preferably Salesforce.com)
- fluent German and English
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