Nov 29, 2018

Account Manager

  • AT&T
  • Sacramento, CA, USA
Full time Business Development Management Retail Sales

Job Description

  • Partner with the Public Safety Sales Executiveand direct Government / Small Business account managers to identify existing AT&T public safety customers and migrate them to AT&T's new public safety offer
  • Build and maintain relationship with existing first responder customers to grow the account thru introduction of additional first responder use cases / solutions
  • Proactively manage the module or territory to drive solution penetration rates in line with stated standards.
  • Engage in acquisition activities in partnership with the Sales Executiveto grow public safety subscriptions
  • Design first responder solutions through consultative methods, leveraging the base of value proposition, case studies, work flow analysis, ROI, and Pilot Framework tools to grow existing accounts
  • Partner and collaborate with sales, marketing, external affairs and other entities to influence decision making processes for public safety solutions
  • Position self as the first responder solutions Subject Matter Expert (SME) in territory, demonstrating solution and market knowledge / awareness of public safety customers.
  • Proactively participate in account and opportunity reviews, detailing and articulating the needed actionable steps for deal closure.
  • Create a strong network of internal/external resources per specific solution capabilities and be able to execute programs across functional organizations to successfully implement solutions.
  • Develop, document and share best practices for selling first responder solutions, detailing the significant approach used to overcome competitive scenarios and customer challenges.
  • Stay current and maintain a comprehensive knowledge of complex first responder products, solutions and competitive intelligence around pricing and market trends, etc.

  • Understanding of first responder environment and dispatching processes
  • Ability to evaluate operational process that utilizes radio for group communications
  • Understanding of first responder applications such as CAD, RMS, JMS, ALPR, NLETS, NCIC, NFIR, E-Citation, AFIS and others involved in incident command
  • Experience in selling mobile broadband solutions to enable first responder applications
  • Understanding of state and local government decision making processes for the first responder community
  • Knowledge of cellular architecture and trends in cellular technology
  • Knowledge of methods to secure data in transit and at rest
  • Understand discussions around control of costs and ROI models
  • Ability to determine and articulate value propositions
  • Understanding of the dynamics of radio use vs cellular use in first responder use cases
  • Competitive knowledge of the 2 way radio marketplace (not necessary heavily in depth but an ability to learn)
  • Competitive knowledge of the mobile broadband marketplace for first responders
  • Ability to understand historical drivers for radio usage & mobile broadband usage
  • Ability to work with TCO models and sell to sr. government levels

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