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Application Sales Executive - Network Integration

Frankfurt am Main, Hesse, Germany

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This role is for an overlay Application Sales Executive (ASE) supporting our customer’s leveraging AT&T Network Integration’s (NI) solutions portfolio. The role focuses on SD-Wan, Security, Cloud and Collaboration services, aligned at a Sales Group level. The Network Integration team is at the forefront of innovative or bespoke products and solutions.

The ASE works together with the AT&T sales teams and customer teams to provide tailored, global, solutions to our customer, reaching out to external partners on need, to complement AT&T Standard offers to help our customers realise their visions on time and on budget.

The ASE helps shape the solution, negotiates costs and terms with 3rd party vendors and negotiates prices and terms with our customers. They further develop the customer relationship, anticipate client concerns/roadblocks and proactively propose new solutions to address future needs.

The NI ASE is empowered to shape deals, fix prices and negotiate contracts, putting them squarely in the “deal maker” category.

We are looking for candidates with strong entrepreneur mindset and excellent technical understanding of the technologies available on the market.

The candidate should ideally have a minimum of 5 years’ experience in our industry, in a comparable role.

Roles and Responsibilities:

The NI ASE’s role is to support AT&T sales team provide the solutions AT&T Customer are looking for, by engaging with 3rd Party Products and Solutions available on the market and combining them with AT&T product or other 3rd Party solutions, globally. Our customer base is the multinational companies present or headquartered in the DACH region. Our portfolio is diverse, ranging from digital media services, voice, collaboration, through to cloud, security and network services, incl. rapidly growing cloud security and SD-WAN solutions. The NI team is product agnostic by default, working with the partner or manufacturer the customer chooses. The NI ASE follows opportunities from initiation through to billing. The NI ASE supports AT&T sale teams in proactive acquisition activities, incl. customer presentations, online meeting, onsite meetings and fairs. They capture customer demands and engage with internal design teams and partner design teams to shape the solution that addresses AT&T’s customer needs. The NI ASE then captures costs from the suppliers and produces the customer facing quotes. The NI ASE has pricing authority and thus is leading the price negotiation with customer for the NI elements of the deal. Upon customer satisfaction on the solution and the price, the NI ASE produces the customer contract and is leading the contract negotiation on the NI contracts as well. Upon signature, the ASE remains in control of the ordering and billing sequence, supported by other teams for the operational side of those tasks. Throughout this cycle, the ASE intensively collaborates with internal functions such as Vendor Management, Sales, Technical Design, Project Management, Service Management, Contracting, Legal, Pricing, Tax, Regulatory and Billing teams. They also act as the gateway to our partners and their offer and T&C’s on that particular deal. Average deal size is 500K USD and large deals may reach double digit Mio USD.

Key Competencies and Skills:

• Entrepreneur Mindset • Team Player • Results Oriented • Disciplined • Creative / Innovative • Customer focused • Excellent Written Communication in German and English • Excellent Oral Communication in German and English

Education and Qualifications:

• University Degree or equivalent, in Business Administration or Computer Sciences • 5+ years’ experience in an international telecommunications environment • ITIL or SixSigma experience a plus

Additional Information:

The following traits/ experiences will bring additional value to your submission to our position: • Strong relationships with strategic partners • Consultative selling experience to creatively develop, present and sell innovative solutions • Strong organisational skills to deliver against challenging customer needs • Experience in understanding client challenges, project execution and management of client expectation • Experience responding to RFI’s, RFP’s with appropriate customer interaction and addressing customer concerns/objections • Ability to manage multiple projects concurrently, setting realistic expectations and communicating clearly on progress
Job ID 1910926-I Date posted 08/12/2019

Had a fantastic experience at at& for the last 14 years in different roles

Pros

Great team of colleagues that I worked with and a lot of different cultures which all worked well together.

Cons

Some managers do not know how to be a manager and manage a team

Former Employee - Senior Specialist Technical Support
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