Global Account Manager

Michael Page
mardi 27 juin 2017
Date limite
jeudi 27 juillet 2017
Jill Dourée
Niveau d'expérience
5 à 10 ans d'expérience
Type de contrat
Temps de travail
Temps plein

Global Account Manager position, within an international environment of the Telecommunications Industry, based in Brussels, with focus on solution selling, high level client relationship & networking.

Client Details

My client is a multinational telecommunications company, with headquarters in London. It predominantly operates services in the regions of Asia, Africa, Europe and Oceania. More specifically, it owns and operates networks in 26 countries and has partner networks in over 50 additional countries. Furthermore, it provides telecommunications and IT services to corporate clients in 150 countries. For their division 'Public Industry' they are currently looking for a Global Account Manager position, reporting directly to the Sales Manager Public Sector and operating preferably from a Brussels basis.


The Global Account Manager is accountable for the overall relationship management with North Atlantic Treaty Organization. The role also includes management of the relationship with all pertinent NATO entities (e.g. Allied Command Operations, etc.). The role is focused on running the NATO account to grow profitable and long-term revenue growth, build deep and trusting relationships with senior NATO officials and grow customer satisfaction. The role also requires the building of effective networks and relationships internally to ensure effective service delivery, assurance to protect renewal of existing business and identification of new sales opportunities.

  • Ensures delivery of all financial targets including revenue, connections for voice and data, market share and net margin contribution for NATO
  • Establishes appropriate relationships with customers and leverages those relationships to win new business
  • Ensures virtual team works collaboratively with all other functions within the group to drive the global enterprise agenda and ensure alignment
  • Works with corporate sales areas and customer fulfillment and delivery areas to ensure that international and national strategies are aligned, complementary and deliver to customers
  • Key company liaison responsible for developing strong one-to-one long term relationships with key decision makers/influencers up to C (Executive) level at level
  • Supports new product, services and mobile solutions into account. Works in partnership with Customer Fulfillment and pre and post sales areas to ensure seamless introduction of new product services and propositions to accounts
  • Represents the company at round tables and other networking events organized by NATO
  • Responsible for developing and maintaining relationships with NATO and NATO entities throughout the region
  • Leads opportunities across national and global account teams managing the resources across bid management, solutions, finance and legal teams
  • Ensures customer representation at key group sounding boards such as Customer Advisory Board (CAB) and other key hospitality events throughout NATO
  • Introduces new products and propositions to key decision makers within the customer through relationships and stakeholder management at C level within all key customers
  • Decides quality levels, functionality and capability of services for specific customers in conjunction with the Global Service Manager, ensures Service Improvement Plans are followed-up upon and that NPS targets are met
  • In conjunction with Marketing develops a go-to-market strategy as indicated in Account Plan based on an appropriate understanding of customer situation, its needs and industry trends
  • Acts as Voice of the Customer within the group to ensure that customers views and needs influence our marketing mix including product/proposition
  • Supported by Innovation Workshops, introduces new products and propositions to key decision makers within the customer through relationship and stakeholder management at C level within all key customers
  • Deep understanding of the customer's business, it's market and industry alongside key decision-makers and influencers in account organization


The right candidate for the Global Account Manager position should match following competences and skills:

  • You possess successful regional and or global accounts/enterprise solution sales experience
  • You have demonstrated ability to influence at C-level
  • You have experience working within an international and distributed team
  • You are able to travel 25% of the time, with considerable international travel
  • You have at least 5 years of experience working for a telecommunications company
  • You have at least 3 years sales experience especially in public sector, but particularly with NATO
  • You have lived and worked abroad or worked in a regional account management role for a large amount of time
  • You can think strategically and drive sales transformation programs
  • You possess a Bachelor's Degree or higher
  • You have considerable knowledge of NATO telecommunications capabilities and requirements
  • You are an excellent communicator
  • You are customer oriented, hungry for innovation, ambitious, competitive, open-minded, hands-on, proactive, reliable, transparent and diplomatic

Job Offer

My client offers a complete and competitive salary package in terms of the skills and competences of the candidate.