Account Director Senior - Specialized Sales - Federal

About Lumen
Lumen is guided by our belief that humanity is at its best when technology advances the way we live and work. With 450,000 route fiber miles serving customers in more than 60 countries, we deliver the fastest, most secure global platform for applications and data to help businesses, government and communities deliver amazing experiences. Learn more about Lumen’s network, edge cloud, security and communication and collaboration solutions and our purpose to further human progress through technology at news.lumen.com, LinkedIn: /lumentechnologies, Twitter: @lumentechco, Facebook: /lumentechnologies, Instagram: @lumentechnologies and YouTube: /lumentechnologies.

The Role

As a Sr. Account Director - Specialized Sales, your primary objective is driving sales and growing funnel through new opportunity creation within the Federal Civilian Market for Managed and Professional Services (M&P).  You will specifically focus on direct Federal Civilian customer engagements as well as teaming with Lumen Account Directors to generate value around Managed and Professional Services and grow overall deal size on not only a stand-alone basis but also through services adjacent to core network product/technology.  You will be selling into a base of both existing customers and prospects.  The desired result is closing sales and acquiring new monthly recurring revenue at or above assigned monthly and annual sales targets.  The key function of the position is establishing a cohesive relationship with your end user customers as well as your account director to maximize new opportunity creation in your area of Specialization.  

The Main Responsibilities

Key Activities:
   Sell managed services, business services, business software and/or any outsourced and/or integrated professional service solution. (Lumen M&P)
•    Develop and maintain customer relationships from the operational through the ‘C’ level in the pursuit of M&P sales directly to of large Civilian Federal government clients and/or indirectly through business partner primes driving opportunities with those customers.
•    Accountable for meeting and/or exceeding assigned sales objectives and monthly and annual quotas.  Maintain existing and build new opportunities across the Civilian Federal market.
•    Provide superior technology, solution and best practices knowledge of M&P on a day to day basis internally and externally.
•    Build and maintain accurate and up to date strategic account plans associated with M&P  sales opportunities.
•    Partner with Lumen sales counterparts and customers through a strategic and consultative sales approach to understand their business needs, modernization goals, business issues, strategic objectives and priorities to deliver a value-added solutions and excellent customer experience.
•    Manage sales funnel for M&P opportunities to create pipeline growth, sustained funnel health, sales activity and quota attainment.  
 

What We Look For in a Candidate

    Minimum of 10 years of experience in selling complex IT infrastructure and professional services solutions to Government and/or enterprise customers. (Federal government preferred)
•    Demonstrated success in applying consultative selling techniques to opportunities.
•    Proven and verifiable track record in exceeding sales quotas.
•    Strong communication skills and presence in communicating with Executives.
•    Experience and success leading teams, demonstrating success through others.
•    Technical sales certifications (VCP, Cisco, etc.) advantageous.
•    Consultative or solutions selling training (Miller Heiman, Sandler, etc.)
•    Demonstrated level of success in the development of senior level client relationships.
•    Demonstrated experience selling a combination of the following strongly preferred: Cloud Computing Services, Managed Hosting, Managed Security, Managed LAN/WAN, Cloud Solutions (IaaS), Business Continuity/Disaster Recovery, IT Infrastructure Services/Outsourcing, IT Consulting, Outsourcing services, Co-location, Managed Communications Platforms.
•    Previous success selling Lumen products and services within the DoD space is highly desirable and will carry a larger weighting factor.
•    Must be self-motivated and self-disciplined and provide prompt follow-up to all customer inquiries.
•    Must have excellent oral and written communication skills and be able to present in both small and large group settings.
•    Must have a polished, professional presentation.
•    Must be able to keep organized, accurate records on daily activities and results.
•    Strong organizational skills imperative.
•    Acquire and integrate industry knowledge related to general trends, emerging technologies, and competitors.

Requisition #: 321112

EEO Statement
We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”).  We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Disclaimer
The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.  Job duties and responsibilities are subject to change based on changing business needs and conditions.
 

Salary Range

Salary Min :

108000

Salary Max :

240000

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

This position is eligible for either short-term incentives or sales compensation. Director and VP positions also are eligible for long-term incentive. To learn more about our bonus structure, you can view additional information here. We're able to answer any additional questions you may have as you move through the selection process.

As part of our comprehensive benefits package, Lumen offers a broad range of Health, Life, Voluntary Lifestyle and other benefits and perks that enhance your physical, mental, emotional and financial wellbeing. You can learn more by clicking here.

Note: For union-represented postings, wage rates and ranges are governed by applicable collective bargaining agreement provisions.

Salary Range

Salary Min :

108000

Salary Max :

240000

This information reflects the base salary pay range for this job based on current national market data. Ranges may vary based on the job's location. We offer competitive pay that varies based on individual experience, qualifications and other relevant factors. We encourage you to apply to positions that you are interested in and for which you believe you are qualified. To learn more, you are welcome to discuss with us as you move through the selection process.