Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.
ABOUT THE OPPORTUNITY
This role is an individual contributor with Avaya's Commercial busines unit, consulting, positioning, and selling Avaya's Unified Communications and Customer Experience solutions with heavy focus on cloud models (UCaaS and CCaaS) to clients in partnership with our well-established channel ecosystem of distributors, reseller partners, and agents. As a Territory Account Manager (TAM), you will be tasked with caring for some of Avaya's largest accounts while also helping to build our presence in the assigned geography. A successful TAM will be comfortable selling into the executive suite, fluent with UC, CC, and cloud terminology and value propositions, and will be excellent at building and managing relationships between various teams and companies.
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ABOUT THE RESPONSIBILITIES
Manage leads and opportunities; positioning Avaya's UC, CC, CPaaS, Professional Services, and Alliance Vendor solutions with clients
Work with Avaya's partner ecosystem to help identify opportunities for training, assist with deal closure, and develop growth strategies and sales campaigns
Caring for refresh and modernization opportunities with key clients and extending the value of the relationship with the client
Develop a territory plan for growth within the assigned geography and execute against that plan
Identify and work leads and opportunities which arise within the assigned territory; providing an opportunity to grow your business and influence within the region
Be prepared to outcall on regular 'Blitz' days, working opportunities and tracking progress during pre-assigned timeframes
Regularly update SalesForce account and opportunity records to provide an accurate funnel outlook
Be very comfortable mining Excel formatted reports to identify opportunities within your accounts and region; applying filters and creating pivot tables to illuminate target lists for outreach
Prepare a virtual office workspace suitable for audio/video conferences, free from distractions and excessive noise
Be comfortable as an individual contributor supported by a team of peers in the same role but working different accounts and territories, with engineering and services overlays providing additional coverage and inputs on opportunities
'Blitz' with your clients and into new opportunities as part of the Commercial Business Unit's prospecting activities
The Territory Account Manager is the 'face' of Avaya for our clients and customers and must be an effective communicator, a strategic thinker, and a polished and seasoned seller in the communications sector
Exude Avaya's Five key cultural principles of trust, empowerment, teamwork, simplicity, and accountability
ABOUT THE REQUIREMENTS
EXPERIENCE:
Proven experience selling technology solutions into commercial businesses including UC, CC, CCaaS, CPaaS, Video, Data-Networking, e911, business continuity, and management applications,
Successful history of selling the supporting maintenance and professional services needed to implement and care for these solutions
Previous track record of selling and closing contract-related sales
Strong experience working with clients both remotely and in person to close deals
Excellent track record of developing and executing strategic account, territory, and business plans
SKILLS & COMPETENCIES:
Proficiency with MS Outlook, Excel, and PowerPoint
Familiarity with MS Office 365 files sharing and shared folder use
ADDITIONAL INFORMATION:
Full time position
Normal business hours, though extended hours may be expected during critical phases of the business
Working from Virtual Office or from 'the road' is expected
Travel 40-60%; predominantly in-region with occasional trips for corporate events
EDUCATION/QUALIFICATION:
Bachelors Degree in an IT discipline, Communications, or Business preferred
Industry Certifications preferred including Avaya courseware, CompTIA, CCNA, Lean Six Sigma
EXPERIENCE
2 - 5 Years of experience
FOOTER
Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy, accessible at https://www.avaya.com/en/privacy/policy/ and applicable Privacy Statement relevant to this job posting accessible at https://www.avaya.com/en/documents/info-applicants.pdf. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf