and manage the sales cycle for the first responder solutions suite against
a sales target
manage the module or territory to drive solution penetration rates in line
with stated standards.
first responder sales framework within the context of the module supported
by the Application Sales Executive, and ensure this framework is executed
by the front line account manager.
first responder solutions through consultative methods, leveraging the
base of value proposition, case studies, work flow analysis, ROI, and
Pilot Framework tools.
sales engagement from a discovery stage to a clearly identified business
value through deploying and implementation of the technical solution.
with Account Team Managers / territory leadership to develop strategic
territory module plans, optimizing subscriber growth through successful
penetration of target accounts.
and collaborate with sales, marketing, external affairs and other entities
to influence decision making processes for public safety solutions
self as the first responder solutions Subject Matter Expert (SME) in
territory, demonstrating solution and market knowledge / awareness of
public safety customers.
participate in account and opportunity reviews, detailing and articulating
the needed actionable steps for deal closure.
knowledge transfer to the local sales and customers on first responder
solutions through scheduled webinars, enablement activities and partner
event plans. This includes partnering with market development and other
product / partner resources to facilitate this knowledge transfer.
a partner relationship with customers at Executive C-level, positioning
AT&T as a trusted advisor and strategic planning resource for
advanced and consultative selling techniques to achieve subscriber unit
strong network of internal/external resources per specific solution
capabilities and be able to execute programs across functional
organizations to successfully implement solutions.
document and share best practices for selling first responder solutions,
detailing the significant approach used to overcome competitive scenarios
and customer challenges.
the first responder lead on responses to RFP/RFQ/RFB/RF
current and maintain a comprehensive knowledge of complex first responder
products, solutions and competitive intelligence around pricing and market
of first responder environment and dispatching processes
evaluate operational process that utilizes radio for group communications
of first responder applications such as CAD, RMS, JMS, ALPR, NLETS, NCIC,
NFIR, E-Citation, AFIS and others involved in incident command
in selling mobile broadband solutions to enable first responder
of state and local government decision making processes for the first
of cellular architecture and trends in cellular technology
of methods to secure data in transit and at rest
discussions around control of costs and ROI models
determine and articulate value propositions
of the dynamics of radio use vs cellular use in first responder use cases
knowledge of the 2 way radio marketplace (not necessary heavily in depth
but an ability to learn)
knowledge of the mobile broadband marketplace for first responders
understand historical drivers for radio usage & mobile broadband usage
work with TCO models and sell to senior government levels