Key Account Manager

Alcatel – Lucent Enterprise (ALE) provides digital-age networking, communications and cloud solutions with services tailored to ensure customers’ success, with flexible business models in the cloud, on premises, and hybrid. ALE is a trusted advisor to more than a million customers all over the world, located in over 35 counties.  Learn more about us on https://www.al-enterprise.com/en/company/about-us

What is my role?

The Key Account Manager is selling Alcatel-Lucent Enterprise Products and Services to existing and new Key Accounts and is developing Accounts through Partners in an Indirect Sales Model to maximize the value being delivered to them. He/She is focused on the acquisition of new customers and gaining market share. The targeted vertical is Industry and manufacturing.

The Account Manager shall be based in western Germany, the target area for his activities.

What am I responsible for?

- To ensure that sales targets are met or exceeded in the marketplace, the Key Account Manager implements the sales strategy defined by sales management

- New Clients shall be developed to a converged & Cloud product portfolio

- Selling converged portfolio & cloud to new accounts in the vertical market to fulfill turnover objectives

- Build strong relationships with Partners Sales Representatives

- To ensure a strong focus on creating new business, the Key Account Manager knows the sales instruments to build a pipeline

- Maintain the Alcatel-Lucent Enterprise branding in the vertical marketplace by the creation of references with end customers to help Partners turn their customer relationships into long-term partnerships

- To develop and deliver accurate sales forecasts in line with business objectives, accurate business planning and reporting (biweekly fc commits) are mandatory

- Expertise and Experience in dealing with mid and large accounts at the senior IT Level and business levels

Technical or specific Skills, behavior, or Education/Experience

- Hunting Attitude, willing to interact with new contacts on a daily basis

- Minimum 2 years of sales experience

- Education to degree level preferably

- Demonstrate a track record of successful sales in the Voice/Data/Networking/Cloud Industry with accounts or with a territory in the targeted vertical of manufacturing

- Completed formal training in sales techniques, especially in acquisition skills

- Strong focus on "making the difference” through translation of product features into customer values

- Knowledge of the manufacturing market, with existing relationships

- Ability to network within a customer and partner organization to identify key influencers and decision-makers

- Commercial focus and negotiation skills

- CRM tool experience (preferably Salesforce.com)

- Willing to travel up to 80% of the time

- Fluent in German and English

Am I the right person for this position?

Do you define yourself as someone who is highly passionate, energetic, driven, and accountable for consistently meeting deliverables? 
Are you looking for a job where you could show your unique ability to make a “difference” through the translation of product features into end-customer value? Do you like to be on stage, with standing presentation ability?

With at least 2 years of experience in the Telecommunication and Networking Industry with Key Accounts, you have a proven track record of successful sales. You have completed formal training in Sales techniques or equal by hunting new business experience.

With solid Knowledge of the Transport market, with existing relationships, you will increase Alcatel-Lucent Enterprise's market presence.

With a great ability to network within a customer and partner organization, you identify key influencers and decision-makers.

You are a native German speaker and fluent in English.

Why ALE ?

At ALE, we provide a flexible work environment that grants a work-life balance where you can work from home if needed. As a multicultural and international company, we encourage new ideas and we provide continuous learning opportunity. Through our 3 values: Speed ​​& Agility, Customer Centricity, and Reliability, we want to bring you exciting projects in a work environment combining entrepreneurial spirit and international dimension.

As we are building the future, we want to create a better world. We have initiated different projects like GoGreen, ALE Impact, and Together to take on our corporate social responsibilities and we do this with pride and love. Read more on: https://www.al-enterprise.com/en/company/about-us/csr