Sales Capture Manager – Telecom, Cable & Media
Philadelphia, PA
Who We Are:
Excelacom is a global consulting and technology solutions firm solving client’s complex business and technology challenges through a mix of consulting expertise, telecom-focused software, and managed services within the communications and media industries.
Who You Are:
The Sales Capture Manager will be responsible for sales and delivery to the individual’s target account(s). This position will require the ability to grow an account portfolio and the ideal candidate will have a strong background in business development and account management with prior experience selling consulting services to the telecom, cable and media sectors. Motivated to sell both Excelacom''s AI-enabled Century platform and also consulting solutions to address customer challenges within an existing tier 1 client.
At the Manager level, you will lead client engagements, drive business development, ensure high-quality deliverables, and foster a collaborative, inclusive team environment—while embodying the firm’s brand and core values.
Role and Responsibilities:
You may work on various projects throughout your career with Excelacom. The roles and responsibilities noted below pertain to the specific role listed above.
- Provide thought leadership and serve as a trusted advisor to a major tier one telecommunications company’s C-level business executives and other senior business/functional/IT team members.
- Own and deliver $5-$10M+ annual revenue quota with responsibility for both new business and account expansion.
- Maintain a qualified pipeline of 3-5x annual quota and provide accurate monthly forecasting.
- Develop net-new opportunities within assigned account(s) while expanding existing relationships through cross-selling and up-selling.
- Develop competitive positioning and win strategies to displace incumbents and differentiate Excelacom.
- Provide executive oversight and governance across projects you sell to ensure successful outcomes and customer satisfaction.
- Lead end-to-end strategy including opportunity qualification, win strategy development, competitive positioning, and proposal leadership.
- Experience selling large-scale telecom programs (e.g. OSS/BSS, CRM/CPQ, etc).
- Form relationships with account teams and conduct regular pipeline reviews.
- Provide coaching, feedback, and guidance to team members
- Develop presentations, deliverables, and implementation plans
- Participate in the recruitment and interviewing of potential candidates.
Required Qualifications:
- Business development and sales skills as evidenced by prior success in maintaining and growing client revenues for IT consulting services, software product sales and implementation.
- Demonstrated ability to build and leverage executive relationships (VP/SVP/C-level) within tier 1 telecom or similar clients.
- Prior consulting experience – in an agile environment – with a leading strategy firm, consulting practice, or consulting technology firm
- 7+ years of experience working directly with clients on technology consulting or systems integration projects and ensuring the highest levels of satisfaction.
- Skilled in creating proposals and presentations, and contract management skills including negotiation of fees, deliverables and terms & conditions.
- Experience creating and negotiating both short-term and long-term contracts including MSAs, SOWs and CRs.
- Previously met sales quotas
- Functional domain knowledge in communications and media industry.
- Outstanding communications skills, both written and oral, and demonstrated track record of success as defined by revenue growth through these communications skills.
- Ability to travel up to 50% to other client sites or Excelacom offices
- Bachelor’s degree, preferably in Computer Science or related field
- Proficiency in Microsoft Office (Word, Excel, PowerPoint, Visio)
Preferred Qualifications:
- An advanced degree such as an MBA is desirable.
- In-depth understanding of telecom operations such as sales, provisioning, and customer lifecycle management along with industry convergence trends, regulatory challenges, and competitive dynamics.
EEO Statement:
Excelacom, Inc. is an equal opportunity employer. Any decision affecting employment, compensation, promotion, or transfer will be based solely on personal qualifications and merit, regardless of sex, race, color, religion, gender identity, sexual orientation, marital status, national origin, disability, age, results of genetic testing, service in the military, pregnancy, childbirth or other related medical conditions or any other factor protected under applicable law. #LI-JH1
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