Account Management

Responsibilities:

  1. Customer Retention – As an Account Director, you will own all aspects of retention in the existing customer base and also grow the business where needed. Manage/juggle multiple projects/cases within assigned accounts, work to address client requests/asks in a timely fashion that meets their expectation and our company goals. Communicates client needs in a clear and concise way to the Technical team and management; escalating appropriately as needed.  This individual will be responsible for managing approximately 30+ accounts; 
  2. Revenue Retention & Growth- Make customers raving fans of our products/services and support their adoption and drive account expansion through cross selling and upselling. Ability to identify ‘at risk’ accounts and nurture them back to health; Drive referrals from current customers & identify opportunities to grow business. Collaborates with sales team to reach prospective clients.
  3. Build Stronger Customer Relationships - A customer-driven focus with a passion for understanding customers and prospects better than any other vendor or consultant with whom they work.  Know the client accounts well enough to anticipate needs and suggest options for utilizing our services in new and exciting ways.  Schedule and facilitate regularly scheduled meetings with clients to understand their needs and address issues/future plans; Keeps records of client transactions, support tickets and feature requests and drives them to closure. Help steer product decisioning through knowledge of marketplace and prioritized feature lists;
  4. Contracts/Invoicing – Maintain clear understanding of contracted services and billables within named accounts; Create contract amendments with legal as needed to upsell/grow the accounts; review billing disputes with clients and address invoicing questions. Understand complex pricing models and assess impact to company before recommending pricing options to management;

 Requirements:

  • 5+ years of account management experience; Prior experience managing and retaining multiple accounts concurrently (10+);
  • Extensive knowledge of the business messaging/SMS landscape and various use cases in which texting would prove beneficial for customers
  • Strong communication skills – written and verbal; 
  • Experience up-leveling contacts (i.e.: building relationships with executives) at assigned accounts
  • Ability to appropriately set client expectations and document commitments/timelines clearly to avoid confusion; 
  • Experience leading Business Reviews (weekly, quarterly, annually) with clients; Showcasing analysis of key metrics within the account and opps for growth;
  • Excellent time management and organizational Skills; with a systematic approach for not letting things fall through the cracks
  • Peers love working with you; you bring energy, integrity, and a relentless pursuit of success to the office culture
  • Should be a quick learner

 Additional Skills:

  • Experience with Salesforce to track account activities, cases, opportunities, etc.
  • Must be proficient in Excel, Powerpoint and Word
  • Accountability – possesses a high say/do ratio; People can depend on you to meet your deliverables
October 20, 2020

Sales for Messaging

Responsibilities:  

The Sales position will work closely with iconectiv’s Sales, Marketing, and Engineering teams to win new business and shape our future product direction.  Working as part of the iconectiv Sales Team, this individual will be responsible for enterprise sales of the TrueReach Deliver Aerialink platform (business text messaging services) to new customers.  You will be generating new opportunities from independent outreach/prospecting. 

iconectiv’s Sales position requires an individual with a positive attitude, outgoing personality, and a genuine ability to gain customer confidence and close sales.  You will champion a mission to increase our market share and revenue by establishing trusting relationships with customers.

You will achieve this by:
•Becoming proficient in our existing sales processes and business messaging offerings, and communicating their value to prospects in a compelling and meaningful way
•Becoming a messaging subject matter expert (if you aren’t already one) that is able to identify use cases and innovative ways to solve customer’s problems via texting
•Developing and implementing an outbound plan for target accounts that includes: proactively identifying, researching, contacting and qualifying each prospect.   You will be responsible for your own research and angle of approach for each account
•Maintaining a high level of accountability on weekly sales activities including providing regular updates via Salesforce.com

What will make you successful: 
•Your ability to secure meetings with decision makers at enterprise customers 
•Develop and deliver high quality presentations and proposals, collaborating with internal resources as needed
•Ability to handle objections in a consultative manner and earn the trusted advisor designation among your accounts 

Requirements:
•4+ years of successful enterprise sales experience with quota attainment 
Must have experience with business texting services (SMS, MMS, RCS) and the US messaging ecosystem
•Demonstrated ability to communicate and present effectively at all levels of an organization
•Working knowledge of MS Office tools (Excel, Word, Powerpoint) and Salesforce.com (or equivalent CRM) 
•Ability to log interactions and accurately forecast deal status and close dates
•Excellent listening, negotiations and presentation skills
•Excellent communication skills (both written and verbal) and follow through with customer deliverables

Additional Skills/Traits:
•Detail oriented and methodical.  Able to follow processes to success, but not afraid to make changes to evolve and improve those processes
•Coachable. Able to own mistakes, reflect, and take feedback with maturity and a willingness to improve. 
•Impeccable integrity and ethical standards. Self-aware, accepting, honest, open, polite and respectful of others
 

 

March 20, 2020

Software Developer

Build highly available and scalable provisioning services. Architect, design and implement core components from the ground up. Write high quality code, execute on ideas, and continually strive for improvements. Take ownership of key components. The right candidate will have the opportunity to evolve into the lead, hands-on software architect for the product.

Requirements:

  • Design, build, deploy and debug solutions built with Ruby on Rails
  • Work in an Agile development org
  • Work well in a team environment
  • Self-motivated, driven and have the ability to quickly pick up coding languages

Additional Skills:

  • RedHat/CentOS
  • Active Record
  • Delayed Jobs
  • Passenger
  • Nginx
  • MySQL

 

January 18, 2021

Director of Product Management

Responsibilities:

The Product Manager will be a key member of the iconectiv product team, responsible for product strategy, financials, roadmap management and delivery of iconectiv’s products and services both domestic and internationally. The candidate will drive the direction and strategy of the product line and its market execution around the globe. As the product manager, the candidate will have responsibilities to:

 

  • Develop and manage the product roadmap as changes in the market take place
  • Develop Go-To-Market plans
  • Develop business cases in support of roadmaps and new product launches
  • Assist in the development of the required collateral as part of GTM plans
  • Develop clear and concise value propositions for the products
  • Develop ROI tools and use cases to articulate the benefits and impacts of the products in the ecosystem
  • Pricing model evaluation and development
  • Pricing of customer opportunities, management of a large base of existing customers
  • Understand and track the financial performance of the product line
  • Manage the product development and enhancements working closely with the development organization, making decisions on investment and technology 
  • Develop strategic partnerships, where and when needed
  • Identify potential M&A targets
  • Attend customer meetings and work with Sales and program teams to help develop strategies to bring new features to market
  • Attend Industry meetings, as applicable to the product
  • Work with a wide range of organizations in all aspects of bringing new and existing products into market and actively monitor/track the success of these plans
  • Display a collaborative, positive attitude with desire to work in a demanding, fast paced, exciting and dynamic environment
  • Exercise the Agile development process to create epics, features and user stories with a cross-organizational team.
  • Demonstrate exceptional problem solving skills with unrelenting focus on practical business implications.

Requirements:

  • 10+ years industry experience in the telecommunications industry, 5+ as a Product Manager
  • Have a thorough understanding of current communication network technology and it’s evolution
  • Knowledge of IP technology and the industry plans to address emerging opportunities and markets
  • Ability to work with various stakeholders and able to build consensus within cross-functional teams 
  • Demonstrated track record of launching new products and executing successful GTM plans
  • Must possess excellent written communication and presentation skills and business acumen
  • Up to 50% travel as required by business needs
  • Knowledge of SHAKEN/STIR framework is a plus
December 11, 2020

Senior Sales for Messaging

Responsibilities:   

The Sales position will work closely with iconectiv’s Sales, Marketing, and Engineering teams to win new business and shape our future product direction. Working as part of the iconectiv Sales Team, this individual will be responsible for enterprise sales of the TrueReach Deliver Aerialink platform (business text messaging services) to new customers. You will be generating new opportunities from independent outreach/prospecting.
iconectiv’s Sales position requires an individual with a positive attitude, outgoing personality, and a genuine ability to gain customer confidence and close sales. You will champion a mission to increase our market share and revenue by establishing trusting relationships with customers.   

You will achieve this by:
•Becoming proficient in our existing sales processes and business messaging offerings, and communicating their value to prospects in a compelling and meaningful way
•Becoming a messaging subject matter expert (if you aren’t already one) that is able to identify use cases and innovative ways to solve customer’s problems via texting
•Developing and implementing an outbound plan for target accounts that includes: proactively identifying, researching, contacting and qualifying each prospect. You will be responsible for your own research and angle of approach for each account
•Maintaining a high level of accountability on weekly sales activities including providing regular updates via Salesforce.com

What will make you successful:
•Your ability to secure meetings with decision makers at enterprise customers
•Develop and deliver high quality presentations and proposals, collaborating with internal resources as needed
•Ability to handle objections in a consultative manner and earn the trusted advisor designation among your accounts

Requirements:
•6+ years of successful enterprise sales experience with quota attainment
Must have experience with business texting services (SMS, MMS, RCS) and the US messaging ecosystem
•Demonstrated ability to communicate and present effectively at all levels of an organization
•Working knowledge of MS Office tools (Excel, Word, Powerpoint) and Salesforce.com (or equivalent CRM)
•Ability to log interactions and accurately forecast deal status and close dates
•Excellent listening, negotiations and presentation skills
•Excellent communication skills (both written and verbal) and follow through with customer deliverables 

**Domestic travel - 30% - 40% as needed***

Additional Skills/Traits:
•Detail oriented and methodical. Able to follow processes to success, but not afraid to make changes to evolve and improve those processes
•Coachable. Able to own mistakes, reflect, and take feedback with maturity and a willingness to improve.
•Impeccable integrity and ethical standards. Self-aware, accepting, honest, open, polite and respectful of others
  

December 8, 2020

Pre-Sales Consultant

Responsibilities:

We are looking for an individual who can support the promotion of iconectiv’s interests in our current product portfolio as well as the area of Trusted Communications. With regard our current product portfolio we enable efficient operations, interworking and routing through our Common Language, TRA and Gateway products. In the area of Trusted Communications we work in evolving areas such as RCS Business Messaging and anti-spoofing where we are an industry leader working to stop illegal robocalls. In performing this role, the individual must develop strong working relationships with a variety of internal and external stakeholders, including account management, product management, subject matter experts and engineering. The Presales role requires the individual to both support solution development and enable market, business and account development strategies.  Additionally the role will engage with product management and engineering to deliver Voice of Customer feedback and input to product roadmaps.

The individual should be able to articulate and communicate information effectively with diverse audiences. with the ability to translate subject matter terminology into business terms to support product positioning and opportunity development. 

Requirements:

The individual will be expected to have the following:

  • Familiarity with the challenges facing service providers, and their enterprise customers, to enable and support efficient operation,     interworking and trusted communications
  • Capability to develop and maintain a high level of technical knowledge pertinent to iconectiv products
  • Ability to position iconectiv products against those of our competitors by highlighting their technical and business value
  • Experience in establishing a thought leadership role with prospective customers and industry groups
  • Experience in engaging prospective customers to nurture and shape opportunity development via interactions at CxO level through to hands-on technical staff
  • Ability to support the sales team in developing and managing Technical and/or Territory Account Plans 
  • Ability to travel internationally on a regular basis for short periods of time

In addition, the candidate is expected to have:

  • Minimum 10 years of directly related work experience in a vendor, integrator and/or service provider 
  • Excellent presentation and communication skills, including experience speaking at industry events
  • Strong telecommunications industry knowledge, including voice & messaging services, security and fraud prevention
  • Demonstrative ability to develop and build successful consultative business relationships
  • Leadership and decision making skills
  • Degree or equivalent experience 
December 8, 2020

Director of Product Management

Responsibilities:

With nearly 80% of people using texting for business purposes, it has become an essential tool for doing business. Many see it as a simple solution for building brand equity and engagement while building customer trust. However, messaging is more than hitting the “send” button. Each message sent moves through a web of providers and applications before ever reaching its recipient. iconectiv’s TruReach Deliver Aerialink platform sits uniquely in in this messaging ecosystem to provide critical messaging services to both 3rd Party Messaging providers and enterprises. iconectiv is looking for a candidate that will drive growth and the direction for product development, enablement, and assist in the completion and execution of the iconectiv go-to-market strategy. We seek a candidate that has strong industry relationships and understands the ever changing dynamics of A2P (Application-to-Person) mobile messaging.  The core focus of this product management position is to be innovative in the approach to solving our customers and prospects needs, transform the product in scope and scale, while helping ensure the market understands our progress. You will need to understand current trends driving the market place and have a good grasp of various technologies utilized in messaging communications today.  

As the TruReach Deliver Aerialink Product Manager you will: 

  • Develop a business cases and manage the associated P&L
  • Develop and manage the TruReach Deliver - Aerialink product roadmap, as changes in the market take place
  • Manage the product development and enhancements working closely with the development organization, making decisions on investment and technology, writing requirements and being able to communicate the product strategy and corporate vision
  • Assist in the development of Go-To-Market plans
  • Assist in the development of the required collateral and target event attendance
  • Develop strategic partnerships, where and when needed
  • Identify potential M&A targets
  • Attend customer meetings and work with Sales and program teams to help develop strategies to bring new features to market
  • Attend Industry meetings, as applicable to product
  • Develop clear and concise value propositions for the products
  • Develop pricing model evaluations 
  • Understand and track the financial performance of the product line
  • Work with a wide range of organizations in all aspects of bringing new and existing products into market and actively monitor/track the success of these plans
  • Display a collaborative, positive attitude with desire to work in a demanding, fast paced, exciting and dynamic environment
  • Exercise the Agile development process to create epics, features and user stories with a cross-organizational team.
  • Demonstrate exceptional problem solving skills with unrelenting focus on practical business implications.

 

Requirements:

  • 5+ year’s industry experience as a Product Manager 
  • 10+ years of mobile messaging experience.
  • Have a thorough understanding of current communication network technology and its evolution, including SMS, MMS, connectivity (SMPP, APIs, MMx interfaces) and routing, preferably with an understanding of the global A2P landscape.
  • Knowledge of various messaging technologies, interdependencies, and the industry plans to address emerging opportunities and markets, such as cPaaS, RCS, MaaP, and OTT.
  • Knowledge and experience with various A2P pricing strategies, including understanding applicable costs associated with the delivery of messages through third-parties and terminating on operator networks.
  • Dynamic understanding of threats to mobile messaging, including spam and fraud mitigation strategies.
  • Ability to work with various stakeholders, internally and externally, and be able to build consensus within cross-functional teams. 
  • Demonstrated track record of launching new products and executing successful GTM plans
  • Must possess excellent written communication and presentation skills and business acumen
  • Up to 50% travel as required by business needs

 

October 2, 2020