Account Manager

GTL is seeking an Account Manager to join our growing sales team. The selected individual will be responsible for delivering against net revenue targets (renewal and upsell) across GTL 'growth' product categories with respect to accounts with the existing phone business. The territory for this position will be PA, MD and VA. This will be a remote based position that can located in Altoona, PA; Harrisburg, PA; Gettysburg, PA; or Hagerstown, MD.

Responsibilities:

• Prioritize assigned accounts.
• Develop strategic account plans at the appropriate level and consistently use them to drive account activity.
• Utilize analytical data to help drive existing customer growth channels to above average ratings.
• Partner with the Field Service Team to ensure overall account satisfaction.
• Develop relationships with decision-makers and influencers at assigned accounts, where GTL has existing phone business.
• Ability to understand financial statements to help drive net revenue.
• Foster relationships "wide" into account base to position future product penetration.
• Attend relevant conferences and appropriately represent GTL brand.
• Identify pain points and opportunities within each account.
• Lead opportunity development with each account.
• Engage sales engineers (SEs) for technical aspects of the sales process.
• Drive solution selling, leveraging demos and other interactions with key client influencers.
• Lead RFP response / proposal development and account planning process, working with a cross-functional GTL team.
• Take over ownership of accounts with new phone business from Account Executives according to the account transition process.
• Track productivity and update Salesforce.com daily.

Qualifications:

• A Bachelor's degree in Sales, Business Management, or related field is preferred; 4 years of experience required in lieu of degree.
• 2-5 years of client service experience, client management and/or sales experience, or corrections experience working with GTL the GTL products.
• Demonstrated ability to develop multi-threaded relationships with clients and a proven track record of high customer satisfaction.
• Ability to lead a team of professionals at various career levels, tied to distinct groups within the organization to drive the overall strategic account growth plan.
• Ability to manage multiple accounts and varied customer contacts.
• Ability to upsell at existing accounts.
• Recognized by others as a strong communicator and collaborator.
• Polished and seasoned presenter.
• Relatable and able to carry conversations on a wide range of subjects and adapt to the environment
• Experience in servicing, supporting or selling relationship-based services in industries with a long sales cycle and frequent interaction with government entities at a prominent level, is preferred.
• Driven individual with ability to work independently in competitive marketplace.
• Technical background and/or ability to acquire technical knowledge to break solutions down for non-technical customers.
• Experience with Salesforce.com or similar CRM applications.
• Ability to travel up to 75% monthly.

GTL, an innovation leader in correctional technology, education solutions that assist in rehabilitating inmates, and payment services solutions for government. GTL leads the fields of correctional technology, education, and government payment services with visionary solutions and customized products that integrate seamlessly to deliver security, financial value, and operational efficiencies while aiding inmate rehabilitation and reducing recidivism rates.

GTL is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, pregnancy or pregnancy-related condition, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, marital status, or any other characteristic or category protected by federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.

#IND123