POSITION DESCRIPTION & CANDIDATE SPECIFICATION

 

The Title                     :           Global Account Manager

 

Location                      :           Shanghai

 

Report to                    :           Global Account Director

 

The Company             :           A leader in fixed, mobile and converged broadband networking, IP technologies, applications, and services. The company provides solutions that enable service providers, enterprises and governments worldwide, to deliver voice, data and video communication services to end-users.

 

The company operates in more than 100 countries and enjoys the most experienced global services team in the industry, and one of the largest research, technology and innovation organizations in the telecommunications industry.

 

 

Responsibilities:

 

1.      Strategy factor:

• Proposes, communicates and implements the Sales strategy for the accounts  and/or sectors supported  
• Maintains Accounts/Sector strategic plans that clearly identify business potential, short and mid-term opportunities and competitive analysis.
• Directs the selection of the most appropriate channels and manages conflicts in coordination with the Channel Sales team(s).

2.      Relations with end-customers:

• Maintains a thorough knowledge of accounts/sectors supported.
• Influences the global accounts in their strategic choices regarding their communication infrastructure needs.
• Actively promotes ESD¡¯s most adapted solutions to solve customers¡¯ needs
• Negotiates frame agreement or referencing whenever appropriate.
• Is responsible for the end user satisfaction rate in the accounts, enterprise sectors and/or geographic region supported
• Develops end user marketing campaign and works jointly with marketing on implementation

3.      Tools and Processes:

• Implements and uses the Funnel and CRM tool
• Uses the processes: Risk Assessment Committee (RAC) and all other relevant process for his (her) department.

4.      Relations between his/her department and the rest of the team & cluster.

• Coordinates and reports activities around its (her) accounts/sectors such as projects, events communication.
• Maintains tight relations with cluster by reporting and contributing to global projects or programs.

 

Qualification

 

l         Business school degree or MBA

l         Has worked on global or multinational accounts in APAC before

l         Successful experience managing large accounts

l         Good understanding of indirect sale model

l         5 - 8 year experience in this or related industry

l         Prefer candidates from IP data vendors such as Cisco, Nortel, Extreme, HP, Juniper, Foundry

 

 

ISAW Global fully respects the need for confidentiality of information supplied by interested parties and ensures them that their backgrounds and interest will not be disclosed to anyone, including our client, without their prior consent, nor will references be taken until mutual interest has been established.