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GLOBAL ACCOUNT MANAGER / COMMERCIAL GRANDS COMPTES GLOBAUX

Date: Oct 15, 2021

Location: PARIS, FR

Company: Telefonica S.A.

AREA DESCRIPTION: 

"Telefonica Global Solutions is the area in charge of the global management of our Multinational Customers. We deliver Cybersecurity, IoT, Cloud, Data analytics and Telecom services to some of the world’s top multinationals and corporations. Using our expertise and cross-industry insight, we devise fit-for-purpose answers to the problems multinationals face. By providing a single point of contact we simplify the complexity, providing stress-free and secure integration across the digital services we provide. Working closely with customers, we support their ambitions and competitive demands by offering possibilities for more flexible, secure and resilient operations anywhere in the world. We are a multicultural organisation, present in over 20 countries. 

  

Find more about us at http://www.globalsolutions.telefonica.com/        

  

MISSION: 

As a multinational company, with owned operations in 20 countries, local presence in 42 and Strategic Alliances in Europe and in Asia, Telefónica Global Solutions is in the best position to become a preferred Digital Solutions provider for large Multinational Customers with relevant presence in Europe and the Americas. Our mission is to develop a sustainable global unit to maximize the value of Telefonica assets (global digital platforms and communication infrastructures) for our target segment, erasing current barriers and dependencies, and becoming the leader for the MNC business in our footprint.  

 

MAIN DUTIES & RESPONSABILITIES: 

• Provide leadership and direction to the Global Accounts Team to identify global, regional and local business opportunities and generate profitable sales to meet or exceed revenue goals. 

• Identify a complete view of customer opportunity areas and develop and maintain Global Account Plan, together with local and regional teams, and presales. 

• Build strategic relationships with key business contacts at CxO level within customer organizations to understand opportunities and define value creation strategies. 

• Develop a Digital Partnership strategy and develop right contacts within business areas to execute defined ambition 

• When executive sponsorship available, provide regular updates and direction to assigned sponsor and facilitate customer executive contacts in order to activate top-down influence and show commitment.  

• Provide outstanding control of numbers (forecasts, budgets and operating plans) and provide leadership to the sales and marketing staff, operations, and systems delivery groups. 

• Strong discipline when driving opportunities and expert utilization of opportunity planning techniques. 

• Monitor and review customer sales activity and make strategy adjustments as needed. 

• Facilitate cross-selling opportunities to increase revenue and leverage relationships to better penetrate the market. 

• Leverage the company's global reach to influence decisions on projects for customer deliveries in both domestic and international locations. 

• Facilitate regular meetings with clients and relevant operations staff to evaluate performance and receive updates from clients on challenges and future plans. 

• Work with customer service teams to understand and develop solutions to client business issues. 

• Work collaboratively with the operational staff at multiple sites and locations to ensure customers' needs and expectations are met. 

• Work with implementation teams on new projects to ensure customer expectations are communicated. 

• Attend industry events (conferences and trade shows) to enhance sales and marketing efforts. 

• Utilize superior communications skills to motivate staff and develop effective working relationships with peers, executives and clients.  

                

  

EDUCATION REQUIRED: 

Bachelor’s Degree in Engineering field or Business Administration (Ecole d’ingenieur ou Ecole de commerce) 

  

  

SPECIFIC SKILLS: 

Full understanding and proven experience on dealing with multinational customers in highly complex sales processes. 

   

TECHNICAL KNOWLEDGE: 

In-depth knowledge on Digital Services (IoT, Cloud and Security)  and communication services (Mobility, SIP, WAN, LAN, UCC) for multinational customers. 

  

PROFESSIONAL EXPERIENCE: 

10+ years of B2B direct or channel sales experience in the any of the following fields: 

  • Cybersecurity 
  • IoT 
  • Cloud infrastructure 
  • Telecom and networks 

 

LANGUAGES: 

Business capabilities in French, Spanish and English 

  

ADDITIONAL INFORMATION: 

International Travels will be required 

 

Keywords : 

commercial grands comptes internationaux, globaux, key accounts, comptes clés, major accounts, account executive 

Cyber securité, IoT, cloud, reseaux, telecom, SD Wan,UC, Unified Communications, EDR,MDR,CASB,firewall

 

 

 

If you join Telefónica

You join almost 100 years of history, you join a team of 106 nationalities present in more tan 35 countries. You join a team that works to connect people wherever they are. We are leading the digital revolution with the enthusiasm of the first day in all our businesses, creating the best digital ecosystem for our clients: network, IoT, cloud, security, innovation etc. Here, at Telefónica you count with everything you need to be the best you. We need people like you that wants to take this challenge of creating the Telefónica of tomorrow.

Telefonica is committed to the new working ways. Under our proposition “Disconnect to Reconnect” we have applied the Digital Disconnection.

#WeAreInclusive

We strongly believe diverse and inclusive teams become more innovative and they achieve improved results. Telefonica aims to promote and guarantee a place for everyone, just the way we are: gender, age range, sexual orientation and/or identity, culture, creed, disability or any other personal condition.