Application Sales Executive 4 ISP MAC
AT&T - Lexington, KY

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Position Description

AT&T's Advanced Mobility Solutions organization is seeking a State & Local Government Industry Solutions Practice Manager (ISPM) for the eastern region.

The ideal candidate has a successful wireless and industry sales history to state and local government agencies, with a background in process optimization for government, field service automation and government-2-citizen service delivery through mobile enablement. Minimum 15 years mobility, application and industry sales experience required. Expertise in health and human services (i.e. public health, environmental health and/or social services) or related areas a plus.

The ISPM is viewed as an industry expert specializing in specific line-of-business systems and mobile application solutions. Some assigned accounts; ISPM is industry and technology expert brought into complex accounts as opportunities are identified. ISPM works collaboratively with cross-segment partners to achieve goals. May manage and coordinate with the product and technical teams in support of the sale of the company's solutions.

Called upon as an industry expert to help develop and present sales proposals and solutions, artifacts, podcasts, whitepapers, etc. The ISPM leverages deep industry knowledge of wireless applications, government and agency policies, procedures and line-of-business processes to identify & generate customer opportunities, drive opportunity pursuit and close business. The ISPM is frequently a featured speaker at industry related events and trusted advisor to cross-segment partners; participates on industry boards and committees.

Responsibilities include:
Prospect and manage the sales cycle for the AT&T Mobile Applications / Line of Business suite against a sales target Proactively manage the module or territory to drive solution penetration rates in line with stated standards. Apply the wireless data line of business sales framework within the context of the segment/module supported by the Application Sales Executive, and ensure this framework is executed by the front line account manager. Design Enterprise level solutions through consultative methods, leveraging the base of value proposition, case studies, work flow analysis, ROI, and Pilot Framework tools. Drive the sales engagement from a discovery stage to a clearly identified business value through deploying and implementation of the technical solution. Position self as the Government Industry Solutions Subject Matter Expert (ISP) in territory, demonstrating solution and market knowledge / awareness for Government customers Proactively participate in account and opportunity reviews, detailing and articulating the needed actionable steps for deal closure. Drive knowledge transfer to the local sales and customers on application solutions through scheduled webinars, enablement activities and partner event plans. Establish a partner relationship with customers at Executive C-level, positioning AT&T as a trusted advisor and strategic planning resource for mobility concepts. Employ advanced and consultative selling techniques to achieve wireless data unit and revenue targets Create a strong network of internal/external resources per specific solution capabilities and be able to execute programs across functional organizations to successfully implement wireless data solutions. Develop, document and share best practices for selling wireless data solutions, detailing the significant approach used to overcome competitive scenarios and customer challenges. Stay current and maintain a comprehensive knowledge of complex data products, solutions and competitive intelligence around industry & market drivers and trends. Territory includes the eastern region; up to 60% travel.

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