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Engagement Manager - Network Integration


The Hague, Netherlands

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The Network Integration business makes the impossible possible, in a controlled and consistent way, for our account teams and for our customers. A global team with backgrounds in all forms of technology sales, telecommunications, and systems integration, incorporating subcontractors and business partners to innovate at the point of customer decision by bringing every aspect of what and who is available in the market to satisfy a customer need or challenge. The Network Integration value proposition is unique in providing an end to end solution that builds on and complements what a customer already has or may be contemplating purchasing from AT&T.

This role is for an overlay Application Sales Executive responsible for selling AT&T’s Network Integration solutions to meet client needs. You will focus on revenue growth of a particular product line for accounts within a defined territory or a portfolio aligned at a Sales Group level. Generally associated with newer, more enhanced or custom products, you will develop customer relationship and anticipate client concerns / roadblocks to closing sales. Solution and Sell IT Transformation services ranging from consulting, services (SDWAN, IOT, Security, UC) & outsourcing.

Roles and Responsibilities:

The successful candidate will have Total Billed Revenue (TBR) quota, as well as New Sales and Profitability targets. You will focus on the Dutch business but might also provide generic support to the EMEA business:

• Leading the sale of NI services in support of the sales centres
• Position and evaluate Network Integration service capabilities in the Sales Center
• Subject matter expert in ICT solutions
• Creating demand, opportunity qualification, solution scoping, proposal generation and contract negotiation
• Negotiate costs and specific terms and conditions with third party suppliers
• Building the pricing Model: Calculate and Monitor the Global Profitability of the Proposals. Defend the profitability position with the commercial owners. Support the profitability focus within the organization.
• Manage the Contract Engagements with the customer and the subcontractors
• Complex deal leadership
• Funnel management and reporting
• Partnering with 3rd party sales and channel teams

Key Competencies and Skills:

The ideal candidate will have expert knowledge of the ICT marketplace, technologies and applications. In addition, you will have:

• Professional selling expertise
• Strong relationships with strategic partners
• Consultative selling experience to creatively develop, present and sell customer proposals
• Strong organisational skills to deliver against challenging customer demands
• Ability to manage multiple projects concurrently, setting realistic expectations and communicating clearly on progress
• Experience in understanding client challenges, project execution and management of client expectation
• Experience responding to RFI’s, RFP’s with appropriate customer interaction and addressing customer concerns / objections
• Ability to team across internal and external organisations to deliver client solutions

• Trustworthy
• Judgement
• Customer Oriented
• Quality Oriented
• Creative / Innovative
• Problem Analysis
• Stress Tolerance
• Results Orientation
• Written Communication
• Oral Communication
• Tenacity
• Discipline

Education and Qualifications:

• University Degree or equivalent
• Extensive experience in an international telecommunications environment
• Customer facing experience in a pre-sales, sales or post-sales environment
• In-depth knowledge of Data and IP networking technologies (WAN Optimisation, SDWAN, IOT, Security, UC)
• Good understanding of the international telecommunications market
• Self Starter
• Resourceful and result driven
• Excellent interpersonal communications skills
• Fluent command of the English language, written and verbal