Position Summary: The Government & Education Account Manager acts as Cox Business primary point of contact in the Market for the State of Nevada, local Governments and k-12 Education segment. The position is responsible for securing new telecommunication business and maintaining positive relationships with Government and Education entities beneficial to Cox Business.
Sell bundled telephony and data products based on assigned revenue targets.
Renew, retain, and up-sell existing Government and Education customers.
Understands communication needs of Government entities to determine appropriate solution.
Develops and maintains relationships with customers.
Sells within the product pricing and campaign structure authorized.
Work with support personnel to determine appropriate solutions where necessary.
Remains current on technical information regarding Cox's products and services as well as the competitive landscape.
Maintains consultative sales and negotiation skills through ongoing training and development.
Responsible for identifying, maintaining and developing CB revenue in the Government / Education sector in accordance with assigned business and sales objectives.
Establishes, manages, and conducts conference calls regularly to ensure an ongoing dialogue with all Government / Education entities regarding delivery performance and policy, process, or contact changes.
Monitors Government / Education customer information via mail, email, web, calls, and communicates status, concerns, addresses issues, voices suggested action plans, follow-up to action closure, etc., to ensure effective Cox Business Services coordination and management
Develops, distributes, and communicates utilization of standard reports throughout Cox Business Services for tracking Customers firm order confirmation (FOC) performance
Works with Operations & Engineering to manage engineering to capacity forecast, planning, and submission process synchronized with Customer requirements
Manages Government / Education customers to gain agreement on forecast soundness and tracks forecast budget and build-out activities
Analyzes items affecting the company and industry, coordinates with legal counsel to determine and initiate appropriate actions, and provides support and information to legal counsel as necessary
Assists sales teams on questions or problems they may encounter in their daily contact with their peers at other companies (i.e., customer service representatives and network service managers) Performs ROI assessment to determine if a sale is profitable
Forwards ROI assessments, as appropriate, to the Strategic Sales Manager for approval
Controls expenses while meeting or exceeding corporate revenue goals and maximizing product margin
Manages the development of bids, proposals, designs, and other elements of obtaining new business.
Remains current on technical information regarding Coxs telephony, data, and video products and offerings, Customer Premises Equipment (CPE), networking, and sales through completion of required/recommended training program
Required Knowledge, Skills, Abilities
Typically requires BS/BA or Associates degree in related discipline
Generally 2-5 years of experience in related field; certification is required in some areas OR MS/MA and generally 2-4 years of experience in related field.
Additional System Requirements
Bachelor's degree or equivalent combination of education & experience.
5 years of related production experience in a telecommunication or related industry, preferably in a Government sales/business development/marketing environment.
5 years work experience in a sales, sales management, and customer management roles in a complex telecommunications environment required.
3+ years experience in telephony/data products preferably in a commercial product line.
Understanding of PRI, Centrex, PBX trunks, ISDN, VoIP, T1, Ethernet and other data/voice transport services; high-capacity telecommunications services experience required.
Strong leadership and team building skills.
P&L expertise and track record of successfully managing budgets.
Self-initiative for diving into issues, assuming ownership, and following though to conclusion
Impeccable communication skills to interface with diverse stakeholders.
Proven ability to integrate customer needs and functional unit objectives to achieve business unit objectives.
Solid analytical and problem-solving skills.
Computer proficiency in a Microsoft Office environment.
Must have a valid drivers license and clean driving record (for markets that use corporate cars). Ability to travel to customer locations within the market
Recommended Knowledge, Skills, Abilities
Government / Education sales a plus
Government / Education background
Commercial Telecom industry experience is highly desirable.
Must be able to work in standard office environment with moderate noise level
Must be able to work on a PC or computer terminal for up to 6 hours per day
Hearing, vision, depth perception and hand to eye coordination to perform the job
Cox Communications and its subsidiaries are Equal Opportunity Employers. We have a tradition of encouraging a wide diversity of talents through a broad range of hiring practices. Please note those individuals submitting resumes online or by mailing a resume are not considered an applicant for employment until a signed employment application form is completed, usually at the time of interview.
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www.cox.com, www.coxmedia.com, www.coxbusiness.com.
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