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Department:
Global Sales, EMEA

Title:
Senior Account Manager

Location:
Germany (Munich or Berlin)

Summary:
Ulticom's global Account Managers play a key role in meeting the needs of our world-wide customer base. Senior Account Managers are responsible for the many-faceted relationships within their assigned region. In addition to the typical customer-facing activities, SAMs also partner with internal expert resources to align with customer requests. Successful SAMs are able to manage their accounts to ensure a maximum revenue flow by working closely with all current customer projects.

Responsibilities Include:
- Meet or exceed revenue objectives as defined in the annual Sales Plan. - Manage business with assigned Global Accounts (NOKIA SIEMENS NETWORKS) and Sales Territory (GERMANY and DACH REGION)as they relate to all customer–facing activities including, but not limited to:face-to-face and telephone sales, customer presentations, pricing negotiations, assist Contracts Department with preparation and negotiation of license agreements and other contracts, organize internal organizational resources to align with regional customer requirements, prepare business cases for new customer projects, feature requests, and coordinate RFI/RFP responses - Team with Sales Engineer in technical and commercial selling. - Provide Account Status updates, Revenue Projections, and Product Demand Forecasts the following on a timely and accurate basis to the VP, Global Sales. - Assist with continuous improvement of the internal and external Sales Process.

Ideal Qualifications:
Bachelors Degree in Business, Marketing, Computer Science or equivalent. Ten (10)or more years Experience in the Telecom, Computer or Software Industries, or equivalent which should include five (5) or more years Outside Sales experience (particularly global accounts) with demonstrated track record of sales results and relationship management successes with five(5) years experience managing a major OEM customer on a global scope with a demonstrated track record of success and profitable growth. Existing contacts in targeted accounts (OEMs, Network Service Providers and Integrators) A combination of the technical and commercial skills needed to work with engineering based customers while exhibiting professional communication, presentation, and closing skills. Willingness and ability to travel 40+% Proficiency in oral and written English language with German language also required, as appropriate to account base.