AT&T Client Solutions Executive 2 Integrated (FirstNet) in Austin, Texas
Prospectand manage the sales cycle for the first responder solutions suite againsta sales target
Proactivelymanage the module or territory to drive solution penetration rates in linewith stated standards.
Apply thefirst responder sales framework within the context of the module supportedby the Application Sales Executive, and ensure this framework is executedby the front line account manager.
Designfirst responder solutions through consultative methods, leveraging thebase of value proposition, case studies, work flow analysis, ROI, andPilot Framework tools.
Drive thesales engagement from a discovery stage to a clearly identified businessvalue through deploying and implementation of the technical solution.
Collaboratewith Account Team Managers / territory leadership to develop strategicterritory module plans, optimizing subscriber growth through successfulpenetration of target accounts.
Partnerand collaborate with sales, marketing, external affairs and other entitiesto influence decision making processes for public safety solutions
Positionself as the first responder solutions Subject Matter Expert (SME) interritory, demonstrating solution and market knowledge / awareness ofpublic safety customers.
Proactivelyparticipate in account and opportunity reviews, detailing and articulatingthe needed actionable steps for deal closure.
Driveknowledge transfer to the local sales and customers on first respondersolutions through scheduled webinars, enablement activities and partnerevent plans. This includes partnering with market development and otherproduct / partner resources to facilitate this knowledge transfer.
Establisha partner relationship with customers at Executive C-level, positioningAT&T as a trusted advisor and strategic planning resource formobility.
Employadvanced and consultative selling techniques to achieve subscriber unittargets
Create astrong network of internal/external resources per specific solutioncapabilities and be able to execute programs across functionalorganizations to successfully implement solutions.
Develop,document and share best practices for selling first responder solutions,detailing the significant approach used to overcome competitive scenariosand customer challenges.
Serve asthe first responder lead on responses to RFP/RFQ/RFB/RF
Staycurrent and maintain a comprehensive knowledge of complex first responderproducts, solutions and competitive intelligence around pricing and markettrends, etc.
Understandingof first responder environment and dispatching processes
Ability toevaluate operational process that utilizes radio for group communications
Understandingof first responder applications such as CAD, RMS, JMS, ALPR, NLETS, NCIC,NFIR, E-Citation, AFIS and others involved in incident command
Experiencein selling mobile broadband solutions to enable first responderapplications
Understandingof state and local government decision making processes for the firstresponder community
Knowledgeof cellular architecture and trends in cellular technology
Knowledgeof methods to secure data in transit and at rest
Understanddiscussions around control of costs and ROI models
Ability todetermine and articulate value propositions
Understandingof the dynamics of radio use vs cellular use in first responder use cases
Competitiveknowledge of the 2 way radio marketplace (not necessary heavily in depthbut an ability to learn)
Competitiveknowledge of the mobile broadband marketplace for first responders
Ability tounderstand historical drivers for radio usage & mobile broadband usage
Ability towork with TCO models and sell to senior government levels