Global Client Manager

This is a fully remote position, open to applicants in Michigan, +2 more states.

📋 Description

• Drive successful revenue growth within a designated portfolio of Global IP Network clients and strategically targeted new accounts.

• Primarily concentrate on Global IP Transit while exploring opportunities in IPv4 Address Leasing, Ethernet Services, and DDoS Protection Services.

• Manage commercial relationships from the identification of opportunities through to contract execution and account expansion.

• Meet or surpass assigned revenue and NIMRR objectives through the growth of existing accounts and the acquisition of new customers.

• Formulate and implement account and opportunity strategies within the GIN portfolio.

• Recognize expansion and cross-selling opportunities that align with customer requirements.

• Cultivate and maintain relationships with commercial, technical, operational, and procurement stakeholders.

• Oversee the complete sales cycle, which includes discovery, solution alignment, proposal creation, negotiation, contract finalization, and transition to delivery teams.

• Keep a qualified pipeline, accurate opportunity information, and dependable forecasts in Salesforce or the designated CRM system.

• Collaborate with Sales Engineering, Customer Solutions, Product Management, Operations, Finance, Legal, Order Management, and other relevant teams.

• Stay informed about the GIN portfolio, competitive landscape, Internet infrastructure trends, and customer business models.

• Report to the Director of Sales and engage with customer stakeholders across pertinent functions.

• Perform additional duties associated with the role as reasonably assigned.

⛳️ Requirements

• A Bachelor's degree in Business, Marketing, Finance, Technology, or a related field is preferred; equivalent relevant professional experience will be considered.

• A solid understanding of the global Internet infrastructure market.

• Working knowledge of IP Transit, Ethernet transport, IPv4 addressing, DDoS protection, BGP, Internet routing concepts, and Autonomous System Numbers (ASNs).

• Capability to utilize ASN and routing lookup tools and effectively translate technical capabilities into clear customer value.

• Strong commercial insight, customer focus, adaptability, and the ability to quickly acquire knowledge of evolving technologies, markets, and competitors.

• A minimum of 5 years of successful B2B technology or telecommunications sales experience is preferred.

• Experience in selling network, Internet infrastructure, telecommunications, or related services; IP Transit sales experience is preferred.

• Proven experience selling to Internet Service Providers, CDNs, cloud and digital service providers, hosting providers, carriers, or other bandwidth-intensive clients is preferred.

• Demonstrated success in expanding existing accounts, developing new business, and consistently achieving or exceeding sales targets.

• Experience managing complex technical and commercial sales cycles involving multiple stakeholders and cross-functional solution teams.

• Proficiency with Salesforce.com or a comparable CRM platform, along with standard business productivity tools.

• Willingness to work outside of standard local business hours when reasonably required.

• Ability to collaborate effectively across multiple time zones and with globally distributed teams.

🏝️ Benefits

• Medical, dental, and vision insurance with employer contributions.

• Flexible spending or health savings account.

• Life and AD&D insurance.

• Short- and long-term disability coverage.

• Paid time off.

• Employee assistance programs.

• 401(k) plan with company matching.

• Additional voluntary or legally-required benefits.

• Incentive compensation based on individual and/or company performance may be available.