Account Executive

Do you want to join a leading company in the technology industry?
We know you are looking for a change...
And that is why, at Telefónica España, we offer you the opportunity to join our team.

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WORK LOCATION: MURCIA / ALICANTE

WHAT ARE WE LOOKING FOR?

People with drive and a desire to make a difference. Passionate about innovation and cutting-edge technologies, with the ability to convey their value to customers.

With this opportunity, you will be able to manage and serve the customers assigned to your portfolio in a personalized, in-person, and differentiated manner, in accordance with Telefónica's guidelines and commercial policy. Your contribution will contribute to the achievement of commercial objectives, customer loyalty and satisfaction, and the company's results.

Remember to attach your CV in PDF format.

You will develop and manage a portfolio of Public Administration clients, building relationships of trust with their various stakeholders, understanding their priorities, and anticipating needs, projects, and future tenders. You will transform this knowledge into business opportunities and value propositions in communications, information technology, cloud, cybersecurity, and artificial intelligence, coordinating Telefónica teams to drive portfolio growth, customer satisfaction, and the achievement of commercial objectives.

• Develop the commercial strategy and the potential of each account:

Manage the portfolio to achieve established commercial objectives, analyzing contracted services, agreed prices and discounts, as well as existing needs and opportunities. Design and execute the commercial strategy and account plan, incorporating the power map, the real and potential situation of the client, their projects, budget, current contracts, and expirations. Prioritize higher-value opportunities, identify unmet needs, promote cross-selling, and convert the knowledge obtained into commercial actions and duly qualified opportunities.

Indicative indicators: revenue evolution and new sales; identified and worked potential; opportunities generated and funnel quality; progress of the account plan.

• Anticipate and lead public procurement opportunities:

Identify projects, renewals, and future tenders of the portfolio entities in advance. Understand the client's needs, the stakeholders involved, budget availability, the planned schedule, and the procurement procedure. Manage and coordinate with engineering, specialists, bids, and support areas the qualification of the opportunity, the decision to participate, the bidding strategy, and the preparation of competitive, complete proposals presented on time, supervising the technical, economic, and administrative requirements applicable to public tenders. Maintain commercial dialogue during the process and analyze the result to improve future bids.

Indicative indicators: opportunities identified before their publication; tenders qualified and worked in advance; bids presented on time; awards and funnel conversion.

• Build solid relationships and expand dialogue within each client:

Establish the visit and contact agenda necessary to achieve sales and revenue objectives, increase satisfaction, and favor loyalty. Provide personalized attention through periodic visits and maintain an active, close, and planned commercial presence. Expand the stakeholder map toward technology managers, user areas, procurement, management, and other relevant fields, ensuring that each meeting produces greater knowledge of the client, progress in the relationship, or a concrete next step. Act as the client's commercial reference point, centralizing dialogue with Movistar and channeling matters to the competent areas. Indicative indicators: coverage and evolution of the stakeholder map; clients with an active relationship plan; opportunities arising from new areas or stakeholders; customer satisfaction and fulfillment of commitments. Coordinate with the involved areas the development of proposals and convey the necessary information until the completion of the process or its validation.

Indicative indicators: coverage and evolution of the stakeholder map; clients with an active relationship plan; opportunities arising from new areas or stakeholders; customer satisfaction and fulfillment of commitments

• Support procurement and ensure commercial continuity

Following the award or acceptance of a proposal, provide the responsible areas with the necessary commercial and contractual information for the provision and implementation of services and equipment, registering orders in the enabled systems when appropriate. Follow up on management and established agreements, including provision deadlines and billing conditions. Anticipate risks that may affect customer satisfaction, coordinate action plans when appropriate, and prepare renewals, expansions, and new needs derived from current contracts with sufficient anticipation.

Indicative indicators: complete handovers to responsible teams; follow-up of commitments and risks; renewals prepared in advance; continuity and growth of contracts.

• Maintain knowledge of solutions and the public environment:

Maintain detailed knowledge of the products and services offered by Telefónica and the group companies, the telecommunications market, and the competition. Update knowledge regarding the digital transformation trends of Public Administrations and participate in training and self-training actions. Collaborate with specialists to build consultative conversations and proposals suited to the challenges of each entity, incorporating cybersecurity as a transversal consideration when pertinent.

Indicative indicators: training applied to accounts and opportunities; participation of specialists in qualified projects; new business lines opened in the portfolio. Provide personalized attention through periodic visits, centralizing the client's dialogue with Telefónica and channeling needs to the responsible areas.

• Work with method, coordination, and traceability

Coordinate proactively with sales management, engineering, specialists, bids, customer service, and other participating areas. Keep the commercial information of the portfolio updated, including stakeholders, needs, expirations, planned tenders, risks, and next steps. Periodically review the progress of account plans and opportunities, identify blockages, and propose actions to improve results. Stay informed of news and modifications to the company's commercial strategies and policies through periodic individual or group meetings.

Indicative indicators: quality and updating of commercial information; opportunities with a defined next step; fulfillment of milestones; identified and resolved blockages.

¿TE IDENTIFICAS? ¡ES EL MOMENTO DE DAR EL SALTO!

Extensive knowledge of the products and services offered by the Telefónica Group.

• Knowledge of the telecommunications market and the competition.

• Client relationship skills.

• Negotiation and consultative selling techniques.

• Knowledge of the company's areas and the competencies and responsibilities of each of them.

• Minimum of two years of experience in sales or consulting.
• Experience in customer relationship and service.
• Proven experience in the commercial management of Public Administration clients in Spain, with direct participation in account development, the early identification of projects, and the management of opportunities linked to public procurement processes. We especially value the demonstrable ability to expand dialogue within a public entity and transform relationships and client knowledge into awarded opportunities.

Telefónica defines a high-impact culture and a common leadership model that allows us to turn strategy into action, based on three key attitudes:

• Dar lo mejor de nosotros
• Cuestionar nuestros límites
• Grow together

And in six capabilities that make a difference in day-to-day life:

• Foco en el cliente
• Excelencia en la ejecución
• Innovación digital
• Claridad y valentía
• Impulso de la responsabilidad
• Desarrollo de las personas