Telecommunications Infrastructure Sales Consultant

SUMMARY

The Key Account Manager is accountable to grow and maximize long‑term value of assigned customers by owning the overall commercial relationship, defining and executing strategic account plans, formulating customer proposals, and driving negotiation of new business opportunities leveraging current products and services, as well as renegotiation of current contracts / master agreements.

Acts as an internal orchestrator within a matrix organization, mobilizing and aligning the diferent areas, and other functions to structure, negotiate, and execute agreements that strengthen customer relationships while improving commercial position, and long‑term returns.

ESSENTIAL DUTIES

Commercial Ownership & Customer Leadership

• Own the end‑to‑end performance of assigned accounts, meeting or exceeding financial goals (new business, revenue growth, retention, churn, profitability).

• Build, grow, and maintain strong, trust‑based partnerships with assigned customers at multiple organizational levels.

• Drive commercial growth across assigned accounts, including revenue‑generating projects, contract renewals, amendments, and renegotiations.

• Leading consultative, insight‑driven discussions to understand customer objectives and challenges.

• Develop a deep understanding of customers’ business models, network strategies, cost structures, decision drivers, and contractual leverage to shape negotiation strategies.

Deal Structuring & Negotiation Leadership

• Lead the development and negotiation of new business agreements and contract renegotiations, including renewals, amendments, restructurings, and master agreement updates, where commercial, financial, and legal trade‑offs must be balanced.

• Lead the analytical framing of customer opportunities; define the key questions, hypotheses, and scenarios required to shape deal proposals

• Guide multi-functional teams in performing required analysis to support deal proposals.

• Integrate commercial, financial, legal, and operational insights into clear, structured, and compelling customer proposals and internal decision materials.

• Drive opportunities to improve existing contractual frameworks, economics, and operational flexibility through proactive renegotiation strategies.

• Define and pursue leverage points based on customer economics, portfolio performance, contractual rights, market dynamics, and alternative scenarios.

• Drive the internal sales and deal‑development process, coordinating across functions to structure compelling proposals, secure internal approvals, and negotiate agreements in line with strategy, policies, and governance guidelines.

Strategic Planning & Execution

• Develop and continuously evolve strategic account plans that include short‑ and long‑term objectives, customer and market intelligence, risk and opportunity assessment, and data‑driven action plans supported by Business Intelligence insights.

• Translate account strategies into clear execution plans, customer proposals, ensuring follow‑through, accountability, and measurable results.

Internal Leadership & Matrix Collaboration

• Influence multi‑functional teams to execute account initiatives and projects.

• Proactively identify gaps, misalignment, communication breakdowns, or unclear ownership across teams—and drive resolution to keep execution moving.

• Act as the internal “glue” for assigned accounts, connecting teams, simplifying complexity, and ensuring commitments to customers are met.

Continuous Improvement & Customer Experience

• Continuously look beyond day‑to‑day responsibilities to identify process inefficiencies, execution gaps, and opportunities for improvement in how serves its customers.

• Use customer insights to drive improvements in internal processes, coordination models, and end‑to‑end customer experience.

• Conduct periodic strategic account and operational reviews with both and customer senior management to assess performance, value creation, and improvement areas.

EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Business, Engineering, Economics, or a related discipline; MBA or equivalent postgraduate education preferred.

• 8–10+ years of professional experience, including 3–5+ years in Key Account Management, strategic sales, or complex B2B customer roles.

• Proven experience managing strategic customer accounts involving complex commercial negotiations, long sales cycles, and multiple internal and external stakeholders.

• Demonstrated ability to lead through influence in matrixed, multi‑functional, and multi‑cultural organizations with shared or unclear ownership.

• Track record of proactively identifying inefficiencies, driving continuous improvement, and taking ownership beyond formal role boundaries.

• English Advanced