Regional Account Director  

Location: US, East Coast   

About TM Forum 

TM Forum is a global association of over 850-member companies that generate US$2 trillion in revenue and serve five billion customers across 180 countries. We drive collaboration and collective problem-solving to maximize the business success of communication and digital service providers and their ecosystem of suppliers around the world. We support members as they navigate their unique digital transformation journeys, providing practical and proven assets and tools to accelerate execution, and platforms to facilitate collaborative problem solving and innovation. You can learn more at www.tmforum.org. 

Our vision is to drive the next wave of digital business growth – the digitization of every industry – by providing a common innovation platform to connect businesses, industries, and ecosystems. We do this in a highly practical and agile way through collaboration programs and communities which lead to rapid prototypes – ranging from digital business models to interconnectivity APIs – that have real world commercial applications. Complementing our collaboration programs, the Forum provides thought-provoking digital business research and publications, industry best practices and standards along with training programs to accelerate adoption, and events and workshops which connect top business & IT leaders to learn, network, and develop meaningful partnerships. 
 
The Regional Director, Americas is a critical member of our customer facing team, responsible for driving a regional strategy and providing insights to guide the overall direction of TM Forums work. The successful candidate will join a team of 4 and report into the VP Membership and work closely with the wider commercial team. The Regional Director is responsible for the management of some of our most prestigious accounts in the Americas region and will achieve success in the role by building strong relationships through regular member meetings and discussions, understanding member challenges and priorities, and articulating how TM Forum’s proposition can deliver value and ROI. 

Specific Responsibilities: 

• Broaden and deepen relationships with existing members through effective communications including in-person meetings, calls, and well selected use of marketing collateral 
• Apply strong understanding of the telecommunications industry to promote the benefits of membership and stay abreast of industry trends that present new challenges to our members and new opportunities for the Forum (e.g. training/ participation at industry events to improve knowledge level 
• Use industry knowledge to demonstrate credibility as a trusted advisor with strong consultative selling skills. 
• Responsible for creating and delivering a regional strategic plan that aligns with the business' commercial targets and Corporate OKRs  
• Lead and empower a high-performing sales team of regional Engagement Managers to cohesively deliver on the vision and mission of the region and the broader business 
• Support the regional team with strategic member engagement across all lines of businesses  
• Achieve quarterly and annual regional commercial targets  
• Successfully navigate a matrix-style organization while building strong relationships internally to foster cross-functional collaboration to achieve regional and business objectives 
• Working closely with the leadership community and mission leads to consistently aligning regional priorities and challenges  
• Develop comprehensive strategic account plans for each member to unlock new opportunities and instill member value at each touchpoint  
• Create and maintain comprehensive records of progress within opportunities to enable accurate forecasting 

Skill Requirements: 

• Proven experience in managing large Telco/IT/Enterprise accounts 
• Understanding of the telecoms sector, ideally OSS/BSS knowledge 
• Must have strong analytical skills to track sales performance, identify trends and make data-driven decisions  
• Strong presence with experience engaging within the CxO community  
• Strategic, forward-thinking leader  
• Strong organizational skills with a process-driven mindset  
• Ability to be agile in a fast-paced working environment  
• Effective problem solver with a keen eye for opportunities and navigating challenges 
• Ability to manage objection handling at a high level 
• Must be able to adjust sales strategies and tactics based on member and industry needs 
• Exemplary communication and interpersonal skills 

The ideal candidate will have a good working knowledge of the OSS/BSS and IT & Operations landscape within the Communications Service Providers and have a strong & proven approach to relationship management, solutions selling and closing significant deals whilst keeping sales cycles to a minimum by creating compelling events and reasons to buy. A personable and structured approach are a pre-requisite.  A working knowledge of TM Forums’ assets would be an advantage. 
 

Diversity & Inclusion at TM Forum 

TM Forum is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, genetic information, arrest record, or any other characteristic protected by applicable federal, state, or local laws.