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Client Solutions Executive 2 Integrated Mobility (FirstNet)


Framingham, MA
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Job Details

Company AT&T

Job Title Client Solutions Executive 2 Integrated Mobility (FirstNet)

Jobid att4-6987504

Location: Framingham, MA, 01701, USA

Description Responsibilities include:

+ Prospect and manage the sales cycle for the firstresponder solutions suite against a sales target

+ Proactively manage the module or territory to drivesolution penetration rates in line with stated standards.

+ Apply the first responder sales framework within thecontext of the module supported by the Application Sales Executive, andensure this framework is executed by the front line account manager.

+ Design first responder solutions through consultativemethods, leveraging the base of value proposition, case studies, work flowanalysis, ROI, and Pilot Framework tools.

+ Drive the sales engagement from a discovery stage to aclearly identified business value through deploying and implementation ofthe technical solution.

+ Collaborate with Account Team Managers / territoryleadership to develop strategic territory module plans, optimizingsubscriber growth through successful penetration of target accounts.

+ Partner and collaborate with sales, marketing, externalaffairs and other entities to influence decision making processes forpublic safety solutions

+ Position self as the first responder solutions SubjectMatter Expert (SME) in territory, demonstrating solution and marketknowledge / awareness of public safety customers.

+ Proactively participate in account and opportunityreviews, detailing and articulating the needed actionable steps for dealclosure.

+ Drive knowledge transfer to the local sales andcustomers on first responder solutions through scheduled webinars,enablement activities and partner event plans. This includes partneringwith market development and other product / partner resources to facilitatethis knowledge transfer.

+ Establish a partner relationship with customers atExecutive C-level, positioning AT&T as a trusted advisor and strategicplanning resource for mobility.

+ Employ advanced and consultative selling techniques toachieve subscriber unit targets

+ Create a strong network of internal/external resourcesper specific solution capabilities and be able to execute programs acrossfunctional organizations to successfully implement solutions.

+ Develop, document and share best practices for sellingfirst responder solutions, detailing the significant approach used toovercome competitive scenarios and customer challenges.

+ Serve as the first responder lead on responses toRFP/RFQ/RFB/RFI requests and unsolicited proposals.

+ Stay current and maintain a comprehensiveknowledge of complex first responder products, solutions and competitiveintelligence around pricing and market trends, etc

Required Skills

+ Understanding of first responder environment anddispatching processes

+ Ability to evaluate operational process that utilizesradio for group communications

+ Understanding of first responder applications such asCAD, RMS, JMS, ALPR, NLETS, NCIC, NFIR, E-Citation, AFIS and othersinvolved in incident command

+ Experience in selling mobile broadband solutions toenable first responder applications

+ Understanding of state and local government decisionmaking processes for the first responder community

+ Knowledge of cellular architecture and trends incellular technology

+ Knowledge of methods to secure data in transit and atrest

+ Understand discussions around control of costs and ROImodels

+ Ability to determine and articulate value propositions

+ Understanding of the dynamics of radio use vs cellularuse in first responder use cases

+ Competitive knowledge of the 2 way radio marketplace(not necessary heavily in depth but an ability to learn)

+ Competitive knowledge of the mobile broadbandmarketplace for first responders

+ Ability to understand historical drivers for radiousage & mobile broadband usage

+ Ability to work with TCO models and sell to seniorgovernment levels

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