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Lumen Senior Client Strategist in BROOMFIELD, Colorado

About Lumen

Lumen is guided by our belief that humanity is at its best when technology advances the way we live and work. With 450,000 route fiber miles serving customers in more than 60 countries, we deliver the fastest, most secure global platform for applications and data to help businesses, government and communities deliver amazing experiences. Learn more about Lumen’s network, edge cloud, security and communication and collaboration solutions and our purpose to further human progress through technology at news.lumen.com, LinkedIn: /lumentechnologies, Twitter: @lumentechco, Facebook: /lumentechnologies, Instagram: @lumentechnologies and YouTube: /lumentechnologies.

The Role

The Client Strategist develops and executes large, strategic, business opportunities. The role will ensure that customer commercial, service and technical needs are fully supported and aligned to what Lumen can deliver and customer outcomes.

They will own commercial terms, service and support coordination, the technical outcome and strategy, account planning and development for strategic and multi-product tower opportunities, interfacing directing with Sales, Success and Technical teams. The role will provide opportunity leadership to the goal of delivering maximum profitability and growth in line with company vision and values.

The Role objectives are to increase close ratios, reduce corrupt sales time and internal response cycles, develop consistent customer responses, improve solution fit and position the portfolio to deliver new sales and revenues. The functions focus over time will be to increase yield of the sales team across the region.

The function will work in concert and be accountable to the local CS Market Leader and GM supporting primarily, “Acquire” and “Develop” for assigned opportunities and activities. They will support “Retain” based on leadership request for new propositions (assumption that retain are commercial only agreements) and large strategic renewals.

The Main Responsibilities

The Client Strategist will support identified deals and coach prospecting activity across all market segments.

  • Accountable for the opportunity strategy, owns and drive the sales cycle this included but not limited to; opportunity planning (T&I’s), win themes, contact plan & closure plan.

  • Effectively communicates with customer C-level operational, commercial and technical staff on issues related to their business requirements and to build end to end solution proposition.

  • Works as a team with Sales Account Managers, Customer Success, Sales Engineers, pre-sales Project Managers, Professional Services and Product Management, Proposal Writers, NOC/DNOC Staff, Operations, and third parties.

  • Acts as the liaison for Product Management, Architecture, NOC/DNOC, Service Delivery, Offer Management Group, Operations to solve for customer requirements and develop deliverables solutions.

  • Provides thought leadership to internal groups on technology and market trends in Complex multi-tower opportunities.

  • Act as consultative, trusted advisor, balancing goals of quality, feasibility, cost-effectiveness for customers and profitability for Lumen. Clarifies ambiguous requirements with clients, ensuring the solution resolves underlying customer issues.

  • Help develop and assimilate customer requirements, create solutions, assemble costs, and participate in business case analysis

  • When needed they will work with the local teams (Sales and Customer Success) to generate net-new opportunities.

What We Look For In a Candidate

Minimum skills required to perform in this role:

  • 8 years of relevant job experience with similar essential duties

  • The ability to demonstrate translating customer drivers to differentiated value positioning

  • Internal selling: fostering advocacy and buy-in

  • Internal and external financial analysis and market acumen

  • Project/Program management exposure and experience

  • Service transition planning

  • Contract negotiation skills

Preferred:

  • Bachelor's degree or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred.

  • Demonstrated technical sales experience (at least 8 years) in telecommunications sales and solution leadership experience

  • Experience leading teams that have sold complex solutions and services

  • Exceptional strategic planning, solution management and contract/service negotiations skills.

  • Experience in consultative sales techniques and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies.

  • A record of accomplishment for consistently exceeding sales and revenue goals.

  • Experience at being a strategic member of sales team who contributes significantly to growth and development of the business.

  • High energy level and demonstrated drive to succeed.

Requisition #: 235552

EEO Statement

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Disclaimer

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.

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