CenturyLink Account Director (Hybrid IT) in Tokyo, Japan

CenturyLink (NYSE: CTL) is the second largest U.S. communications provider to global enterprise customers. With customers in more than 60 countries and an intense focus on the customer experience, CenturyLink strives to be the world’s best networking company by solving customers’ increased demand for reliable and secure connections. The company also serves as its customer’s trusted partner, helping them manage increased network and IT complexity and providing managed network and cyber security solutions that help protect their business.

Job Summary

The Account Director is accountable for customer acquisition and revenue growth within a sales territory or set of accounts. Responsibilities include: prospecting, qualifying, bidding, presenting, and closing opportunities for CenturyLink solutions.

Main Objective:

Acting as a representative of CenturyLink to new and existing clients, the Account Director’s main objective is to meet and exceed sales targets by closing profitable new business opportunities for CenturyLink within allocated territory and accounts.

Important Relationships:

  • First class external relationships to C-level with CenturyLink customers, partners and suppliers.

  • Maintain and demonstrate highest quality relationships with all internal stakeholders, other teams, and CenturyLink management

  • International relationships with customers and CenturyLink staff in Asia, the US, and Europe

Job Description

Deliver the FY order intake MRR (Monthly Recurring Revenue) target through:

  • Focus and drive to deliver exceptional individual and team results

  • Management of pipeline of opportunities to ensure target achievement

  • Accurate forecasting of monthly, quarterly achievement

  • Improve sales penetration within agreed territory and independently grow new or existing client base.

  • Communicating effectively with peers, superiors, and other CenturyLink personnel

  • Establish and lead local, virtual, often global sales and sales support teams to win key opportunities

  • Identify, understand and solve any obstacles or objections to the successful sale of CenturyLink services

  • Form long-term relationships with “C” level decision makers to maximize business opportunities

  • Adhere to CenturyLink best practice and internal processes

  • Develop and implement plans to increase penetration within existing accounts in respect of cross selling opportunities

  • Participate actively in sales calls and bid reviews, demonstrating excellent sales and closing skills to the team

  • Provide weekly/monthly reports to the Sales Manager and VP of Sales, APAC, in an agreed format, providing detailed insight into accounts/opportunities and pipeline

  • Develop and manage internal relationships, earning the respect of colleagues at all levels across the business ensuring a cohesive internal structure

  • Work collaboratively with the US, UK Hong Kong, and Singapore sales teams on Global opportunities/accounts

Qualifications

  • Over 10 years sales covering IT Outsourcing/Networking/Cloud/Security/Professional Services, including:

  • a strong background in end user corporate sales (i.e. peer-to-peer selling, board level contact, new business orientated);

  • existing senior level relationships within relevant companies;

  • experience of complex high end selling in a long-term environment;

  • ideally experience gained in the outsourcing/managed hosting sector - some additional experience in the network service sector would be advantageous;

  • experience in selling into large enterprise

  • experience in strategic and/or partnership opportunities.

  • experience in Conceptual Selling

  • experience in large deals requiring the need of building Business Cases

  • Excellent knowledge of CenturyLink products and services. Experience selling a combination of the following a strong plus:

  • Data Center Collocation

  • Managed Hosting

  • Public and Private Cloud, Multi-Cloud Management

  • Professional Services/Consulting

  • Managed Security

  • Telco network services

  • Fluency in English to the business level where s/he can not only read/write e-mail, report, communicate, but learn, discuss/debate, and convince/negotiate with internal/external parties

  • Will have received structured professional sales training in a blue-chip environment, including having gained experience of a variety of sales methods – tried and tested tool kit: E.g. Miller Heiman

  • Experience of working in highly competitive environments and constantly improving and delivering order intake margin and revenue

  • Evidence of creative commercial deals, which have demonstrated affinity to the tailored requirements of the customer, whilst ensuring that requirements can be fulfilled without breaking the model

  • Experience of operating in an international environment and understanding how to operate in Japan. Experience of having worked for a US corporation and understanding the reporting requirements, would be an advantage

  • Proven and sustained successful track record in direct and indirect sales

  • Strong prospecting skills and experience

  • Excellent communication skills (oral, written and presentation), ability to adjust the output based on the target audience

  • Highly proficient use of computers, internet, and digital communication in general

Education

Bachelors or Equivalent in Business

Requisition #: 192251

EEO Statement

No Discrimination. We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training. Any offer of employment is contingent upon the results of a pre-employment drug test and background check.

Disclaimer

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.