Function: Sales and Account Management

Responsible for primary direct customer/client contact to acquire new business or develop existing business and/or accounts. Closing sales of products and/or services in order to meet individual/team quotas and the organization’s business objectives. Operates as the primary point of contact to the customer or partner for the purpose of the sale by delivering sales presentations, developing bids, responding to proposals and negotiating final terms and contracts. Roles in this function have a significant portion of their compensation tied directly to sales results.

Family: Vertical/Territory Sales

Roles are focused on revenue generation and protection across a country/region or vertical and are jointly responsible for selling into existing accounts as well as acquiring new logos. Performs prospecting and cold calling activities, builds relationships and maintains account relationships that will increase customer value, account penetration revenue growth and customer satisfaction within the assigned territory. Responsible for maximizing customer value by aligning offerings with key customer initiatives, while building and maintaining relationships with key decision makers or potential influencers.

Band: Professional Band
• Applies a theoretical knowledge-base to work to achieve goals through own work
• Characterized by specific functional expertise typically gained through formal education
• May provide guidance to others as a project manager using technical expertise

Level: P3
• Requires in-depth knowledge and experience needed to operate independently with limited guidance and oversight
• Applies a new perspective on existing solutions to solve complex problems
• Makes decisions within guidelines and policies that impact a range of customer, operational, process, or project activities
• Develops work plans for short-term assignments of moderate complexity