Director of Key Accounts - Bandwidth
Raleigh, NC
About the Job
Who We Are:
Bandwidth delivers world-class messaging, voice, and emergency service connectivity for the world's biggest brands. We are the APIs and global network behind the platforms that the Global 2000's use to power their internal communications, contact center platforms, apps, and software. We transform interactions for top-tier orgs—and we do it on a global scale. We're the only ones who marry the power of our global network with the control and agility offered by our enterprise-grade APIs. Unmatched reliability meets unparalleled control. That's the Bandwidth way.
At Bandwidth, your music matters when you are part of the BAND. We celebrate differences and encourage BANDmates to be their authentic selves. #jointheband
What We Are Looking For:
The Director, Key Accounts will be the face of Bandwidth within our largest and most critical enterprise accounts. The primary focus will be to help achieve the defined long-term strategic goals while building winning net new opportunities, maintaining key customer relationships and, negotiating and closing complex business deals.
What You'll Do:
- Drive strategic outbound efforts to enable net new business within Fortune 100 and similar organizations
- Close net new contracts with Fortune 100 organizations in the realm of $1MM+
- Grow complex and important relationships within these organizations to enable growth through additional revenue, deep cross-functional relationships, and product alignment.
- Work to develop and grow the Enterprise sales segment of Bandwidth's business.
- Develop a deep understanding of each customer's business and the market they serve while maintaining up-to-date expert understanding of Bandwidths solutions and a general understanding of relevant competitor solutions. Be a subject matter expert and a sales engineers best friend.
- Build and maintain strong relationships with multiple contacts at each account, using matrix selling to connect decision makers and c-level executives to relative roles within Bandwidth.
- Maintain existing business while working to mitigate competitive risks.
- Utilize value based selling techniques to upsell and cross sell Bandwidth's products and services to increase overall revenue and maximize year over year account growth.
- Forecast account spending and growth within 2% threshold
- Proactively manage pipeline within Bandwidth's CRM, updating opportunities and accurately forecasting in a timely fashion.
- Execute onsite QBRs with customers to continue to enable deeper connections.
- Present account plans to senior leadership on an ongoing basis to provide insight into account strategy.
- Analyze customer feedback and work cross-functionally with internal groups to leverage resources for assigned accounts.
What You Need:
- Bachelor's Degree in Business, Marketing/Sales, or relative work experience.
- 12+ years of sales experience.
- 7+ years of outbound account executive experience
- 5+ years managing existing customers.
- History of meeting and exceeding sales quota at top performer levels (President's Club, etc)
- A deep understanding of the complexities around products and technology integrations.
- Knowledge of telecommunications technologies, particularly SIP voice and voice networking with a familiarity of SMS/text messaging being a plus.
- Understanding of the telecommunications industry, trends and competitive landscape.
- 5+ year of top outbound closing experience at Fortune 100 levels
- Ability to think creatively to win opportunities in new ways
- Extensive prospecting skills with a proven track record of identifying and closing large and complex opportunities.
- Exceptional presentation skills with strong written, verbal, communication and interpersonal skills.
- Ability to think strategically, analyze and solve problems quickly.
- Attentive to details with strong organizational skills.
The Whole Person Promise:
At Bandwidth, we're pretty proud of our corporate culture, which is rooted in our "Whole Person Promise." We promise all employees that they can have meaningful work AND a full life, and we provide a work environment geared toward enriching your body, mind, and spirit. How do we do that? Well…
- 100% company-paid Medical, Vision, & Dental coverage for you and your family with low deductibles and low out-of-pocket expenses.
- All new hires receive four weeks of PTO.
- PTO Embargo. When you take time off (of any kind!) you're embargoed from working. Bandmates and managers are not allowed to interrupt your PTO – not even with email.
- Additional PTO can be earned throughout the year through volunteer hours and Bandwidth challenges.
- "Mahalo moments" program grants additional time off for life's most important moments like graduations, buying a first home, getting married, wedding anniversaries (every five years), and the birth of a grandchild.
- 90-Minute Workout Lunches and unlimited meetings with our very own nutritionist.
Are you excited about the position and its responsibilities, but not sure if you're 100% qualified? Do you feel you can work to help us crush the mission? If you answered 'yes' to both of these questions, we encourage you to apply! You won't want to miss the opportunity to be a part of the BAND.
