Global Account Manager

Why Vodafone?

Vodafone are revolutionizing how customers use technology and connectivity, ensuring they are ready for today and the digital innovation of tomorrow. We are heavily embedded in providing world-class Solutions and we strive to keep ourselves ahead of the game, which will give you the opportunity to lead the way in Telecommunications and work with the latest technologies.

Role Detail

Position Title: Global Account Manager

Location: East Coast, USA

Company: Vodafone US Inc.

Role Description

To manage global customer relationship for Vodafone, aligning operating companies, affiliates and partners and to drive profitable and long-term revenue contribution and growth while maximizing customer satisfaction. Increasing Vodafone’s wallet share from sales of Vodafone Business International’s (VBI) integrated product, service, converged/unified communications, mobile solution offerings, IOT, GSIP and Fixed line services. Driving new sales of Carrier services including Connectivity (Subsea and Terrestrial, leased and IRU) Cloud Numbers.

Key accountabilities and decision ownership:

Impact on the business:

• Ensures delivery of all financial targets including revenue, connections for voice and data, market share and net margin contribution, as well as responsible for contributing to the delivery of the P&L
• Responsible for developing and implementing account strategy.
• Establishes appropriate relationships with Vodafone customers and leverages those relationships to win new business
• Ensures virtual team works collaboratively with all other functions within Vodafone to drive the Vodafone Business International agenda and ensure alignment.
• Works with Operating Companies (OpCo) corporate sales areas and customer Fulfilment and delivery areas to ensure that international and national strategies are aligned, complementary and deliver to customers.

Customers, supplier and third parties:

• Key company liaison responsible for developing strong one-to-one long-term relationships with key decision makers/ influencers up to C Level.
• Supports new product sales in Enterprise and Carrier services. Works in partnership with Customer Fulfilment and pre and post sales areas to ensure seamless introduction of new product services and propositions to accounts Formulates strategies to market
• for nominated Vodafone Global Enterprise accounts in conjunction with the Propositions and industry segments area
• Assesses customer and market trends and provides timely and accurate revenue forecasting.
• Drives accelerated revenue growth by identifying potential markets for new and existing products and services in targeted accounts

Leadership and teamwork:

• Leads the opportunity-driven account teams.
• Ensures customer representation at key VBI sounding boards such as Customer Advisory Board (CAB) and other key hospitality events (F1)
• Introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer’s strategic and operational issues.
• Decides quality levels, functionality and capability of services for specific customers in conjunction with the Global Service Manager; ensures Service Improvement Plans are followed-up upon and that NPS targets are met.
• In conjunction with Marketing develops a go-to-market strategy as indicated in Account Plan based on an appropriate understanding of customer situation, its needs and industry trends.
• Leads virtual team across Operating companies, geographies, and data. Works in partnership with the Global Service Manager (but has overall account responsibility) and National Account managers in-country.

Innovation and change:

• Acts as Voice of the Customer within VBI to ensure that customers views and needs influence our marketing mix including product / proposition
• Supported by Innovation Workshops, introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers. Understands up front through engagement at the right business level the customer’s strategic and operational issues.

Communication:

• Actively participate in preparation of customer meetings designed for customer C level
• Liaise with VBI Senior Management as required for executive level sponsorship program
• Maintains an accurate sales funnel and forecast outlook for Senior Executives

Key performance indicators:

• Maintain an Account Development Plan which is shared within Vodafone which maps strategy. tactics, sales and revenue plan and necessary executive relationships
• Set-up long-term relationship strategy including involvement of Vodafone C-levels; this includes C-level briefings and de-briefings
• Regular Revenue Assurance to ensure all customer’s global revenues from all it’s subsidiaries are correctly reported
• E2E Order management
• OPA Operational Improvement Plans

Core competencies, knowledge and experience:

• Deep understanding of the customer’s business, its market and industry alongside key decision-makers and influencers in account organisation
• Ability to translate customer’s objectives and strategy into relevant sales propositions
• Demonstrated success in selling Enterprise and/or Carrier services to OTTs

Key Qualifications

• 5 yrs+ successful global accounts/enterprise solution selling and/or Carrier sales experience
• 10 yrs+ sales experience
• Excellent communicator
• Demonstrated ability to influence at c-level
• University Degree or equivalent sales experience
• Ability to lead and manage an international and distributed team
• May require early start time to work across time zones
• 35% Domestic and International travel
• Ability to think strategically and drive sales transformation programs
• Experience working in a Global telecoms or other company in a role with international team management responsibilities
• Deep work experience in telecommunications/IT industry
• Experience in selling to large and complex technology companies
• MBA desirable

Compensation Range

$126,700 - 190,080 / yr

Vodafone US Inc. is committed to providing fair, competitive, and market-informed compensation. The pay range above is the general base pay range for a successful candidate. The successful candidate’s actual pay will be based on various factors, such as the candidate’s qualifications, relevant experience, knowledge, skills and abilities.

Vodafone US Inc. is pleased to offer our employees a robust benefits offering which includes a generous PTO policy (vacation, sick days and one volunteer day), competitive tailored medical benefits, a market-leading global parental leave policy, incentive pay, retirement plan and more. We also offer a monthly "Spirit of Vodafone Day" where employees are encouraged to take time for personal development and learning.

Equal Opportunity Employer

We recognize and celebrate the importance of diversity and inclusivity in our workplace so that we are as diverse as the customers and communities we serve. We are an equal opportunity employer and value diversity at our company. We do not tolerate any form of discrimination especially related to but not limited to race, color, age, veteran status, gender identification, sexual orientation, pregnancy, ethnicity, disability, religion, political affiliation, nationality, indigenous status, medical condition, social origin, cultural background, social or marital status.

Not a perfect fit?

Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about Inclusion for All and creating a workplace where everyone can thrive, whatever their personal or professional background. So, if you’re excited about this role but your experience doesn’t align exactly with every part of the job advert, we encourage you to apply as you may be just the right candidate for this role or another role, and our recruitment team can help see how your skills fit in.

Together we can.