AT&T Client Solutions Executive 2 (CSE) Platform is a direct sales/customer-facing role. Responsibilities of the CSE include building and maintaining relationships with the client, account planning and strategy, pursuing new sales opportunities with a focus on solution-selling for the AT&T Platform solution portfolio. Working directly and independently with the client, the AT&T CSE successfully maintains, develops and grows business within the AT&T account, with primary responsibility for revenue growth in the Platform solution portfolio. Having industry expertise, the CSE is able to understand the customer's business, identify key industry trends and handles account planning and strategy development for the Platform solution set. The CSE works independently or with support assistance, owning the sales process for complex solutions within their solution set, focusing on customized and customer-facing activities. Platform CSEs may be assigned to key accounts or a group of accounts.
Roles and responsibilities of the AT&T Client Solutions Executive 2 (CSE) Platform include, but may not be limited to the following:
• Develop account strategy and roadmap in collaboration with Sales Team
• Perform account management, account maintenance, and opportunity development
• Handle account planning, forecasting/RMT input with Sales Leader regarding solution portfolio
• Build, maintain, and manage relationships with key senior level clients
• Interface with all partner organizations in support of account and sales accuracy, revenue protection and growth, and customer satisfaction
• Invite customer to meetings/key events with senior AT&T executives to support positioning strategy with Sales leader support
• Identify customer needs related to Platform solution portfolio, with a focus on solution-selling
• Understand the customer’s business, financial needs and key industry trends
• Analyze and anticipate business problems and provide solutions
• Provide timely and accurate account status reports, forecasts, sales funnel entries and business plans to sales leadership and operational teams as required
• Pursue new sales opportunities in the Platform solution portfolio:
- May Collaborate with CSE - Mobility as needed to provide integrated solutions that span both product sets
- Leverage new Technical resources for technical expertise
- Perform in-depth research for potential Platform/UC solution opportunities
- Validate rough budgetary pricing and financial feasibility for new opportunities
- Qualify opportunities for sales overlay resources (e.g., Telepresence, UVN resources)
• Complete the following sales process activities for complex solutions:
- Enter opportunity into eCRM
- Complete integrated design
- Attend review board calls
- Complete ICB pricing process
- Integrate all pricing into one package
- Develop and tailor proposal template, leveraging RFP proposal center
- Present proposal, contract package to customer
- Collaborate with customer to re-examine business needs and better tailor proposal, contract
• Engage necessary technical resources for more complex solutions (e.g., Telepresence, IP Flex over AVPN solution)
• Partner with post-sales support to ensure focus on customer satisfaction in all activities(e.g., project implementation, order tracking, escalations)
• Serve as point of escalation for sales and post-sales issues to ensure customer satisfaction
• Act as customer advocate, especially in interactions with partner organizations, taking initiative and accountability for producing desired results
• Support Stewardship, SAM and Customer Satisfaction requirements
Required Skills and Experience:
5 to 8 years of direct work experience is required
Five or more years of telecommunication sales experience include wireline voice and data and wireless application and solution sales
Seven or more years consultative sales experience, business planning and executive positioning
Strong negotiation and closing skills
Strong presentation and communication skills
• Proficient Technical Knowledge (IPVPN/MPLS/SIP), proficient application services (Contact Center, Telepresence, USI), WiFi, UC (UcaaS), Application Solution (Xaas/Cloud/DMS & Security)
Proposal business writing
Consultative Sales, Business Planning and Executive positioning
Knowledge of the AT&T Portfolio
Technical sales experience in a large-business environment
Excellent interpersonal, communication and organizational skills
Successful sales track record
RFI and RFP
Valid Drivers License
Desired Skills, Experience and Education
10 or more years of relevant work experience
Bachelor degree in technical discipline, business and/or marketing
AT&T is an Affirmative Action/Equal Opportunity Employer and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V