Telecom Senior Sales Consultant

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.

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).
• Drive commercial growth across assigned accounts, including revenue‑generating projects, contract renewals, amendments, and renegotiations.
• Develop a deep understanding of customers’ business models, network strategies, cost structures, decision drivers, and contractual leverage to shape negotiation strategies.

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.

• 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.
• 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.
• Influence multi‑functional teams to execute account initiatives and projects.
• Conduct periodic strategic account and operational reviews with both and customer senior management to assess performance, value creation, and improvement areas.

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.
• English Advanced