Senior Account Director (Strategic New Business) in Cambridge

Location: UK, hybrid

About GTT:

GTT is a leading networking and security as a service provider for multinational organizations, simply and securely connecting people and machines to data and applications – anywhere in the world. We serve thousands of organizations, bringing together the right people, partners and technology to reduce the burden on IT teams and solve the most pressing networking and security challenges.

Built on our top-ranked global Tier 1 network, GTT Envision is a single global technology platform to connect, orchestrate, virtualize and automate enterprise networks, enabling customers with consumable solutions to achieve business missions and meet ongoing demand when, where and how needed.

Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by a suite of professional services and exceptional sales and support teams in local markets around the globe. We partner with our customers to deliver Greater Technology Together. For more information, visit gtt.net.

Role Summary:

The Client Partner or Senior Account Director will be responsible for identifying, engaging and executing a strategic contact plan, to develop new strategic relationships that ultimately deliver significant revenue growth across multiple product lines. Develop value propositions and a consultative approach, that position GTT as a Global Managed Solutions partner, to meet current and future business outcomes. Additionally, the role will require internal senior stakeholder engagement and management, partner eco-system development and management, and virtual team leadership. The successful candidate will be fully accountable for the overall engagement, sale and commercial strategy (full deal life cycle).

Job Scope/Supervision:

As part of daily activities, you will be required to maintain regular contact with a variety of internal teams including Customer Success, Sales Operations, Product, Solutions Consulting & Service Delivery Teams.

Duties and Responsibilities:

• Targets new customers, initiate contact and develop trusted partner relationships that develop tangible and large opportunities for GTT.
• Position GTT’s full suite of products as solutions, that meet our target customers' business outcomes.
• Develop Value Propositions that address these challenges and demonstrate how GTT could address these.
• Profile key multinational target companies and their C Level decision makers, with Company HQs in UK or APAC regions.
• Position GTT as a trusted advisor and solutions partner (with or without partner eco-system support).
• Develop a prospect pipeline from a standing start via, owning engagement initiatives and working with Marketing and Lead Generation Team to position GTT.
• Drive opportunities from discovery, through development and solutioning, to a contractual close.
• Accountable for opportunity Business Case development and approval. Contractual negotiation and internal sign offs.

Required Experience/Qualifications:

• 5 years+ in an enterprise “hunter” role
• 5 years+ experience in selling transformational solutions
• Be a self-starter, and be motivated by acquiring large new logo acquisition.
• Demonstrate deep market understanding and have vertical (i.e. manufacturing, pharma, retail) knowledge.
• Be a change agent and able to maximise opportunity created by change.
• Demonstrate agility and operate in a fast-paced and evolving environment.
• Good organisational awareness, planning skills and collaboration.
• Excellent written and verbal English communication skills.
• Excellent presenter at C Level.

Hours/Travel/Shift:

Office hours.

Core Competencies:

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Consultative Skills: Have the ability to build trust through close and intimate customer engagement and the development of solutions that meet C Level business (and personal) agendas and outcomes.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviours.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Value Proposition & Problem Solving: Knowledge of approaches, techniques and frameworks that demonstrate detailed business problem understanding. Recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations, and position GTT as a Trusted Partner.
• Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.
• Value Selling: Knowledge of the principles and practices for positioning products, technology and managed services to create customer specific solutions; ability to demonstrate overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs and outcomes.

Universal Competencies:

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
• Market Awareness: Have Industry, IT Advisory, Consumer and Technology awareness and likely market IT adoption challenges.
• Customer First (Non-Customer Facing): Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.