VP of Global Account Management Sales
Company: Century Link
Posted on: December 4, 2018
The Vice President of Global Account Management Sales coordinates efforts for the attainment of sales and revenue objectives from an assigned base of strategic accounts, contributing to the company's bottom line. The VP is responsible for Contract Development and Implementation, Strategic Direction for the channel, Business Case Development, Application Assessment, and Sales Team Management. The VP leads the sales team and support functions to achieve maximum profitability and growth in line with the company's vision and values, and collaborates with cross functional partners (service delivery, legal, finance, offer management) to drive and enable the success of the Sales Team. Job Description Define the strategic direction and plan global sales initiatives to deliver sustained profitable revenue growth from a defined set of technology customers Align with peers outside the NA region as needed, to develop sales strategies that foster cross-regional sales growth across key accounts Hold Sales Directors accountable through MBOs for growth of new products/services within established base and deeper engagement within customer organizations Collaborate with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience Provide leadership to Sales Directors and counsel Sales Channel Leaders to implement sales organization objectives with aggregate revenue responsibility that exceeds $400M annually. Optimal deployment of sales and leadership personnel, including recommendations for changing sales roles, coverage models or team configurations, to maximize sales productivity Lead a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models. Partner with senior sales leadership to identify opportunities for sales process improvement and facilitate successful implementation of new-programs through the sales organization, by ensuring a well-defined, efficient sales process is in place for launch, while fostering an organization of continuous process improvement. Implement and manage sales forecasting, strategic account planning, and budgeting processes for assigned teams, ensuring planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within the company Equitability assign sales force quotas through the quota program to ensure the firm's financial objectives are optimally allocated to all sales channels and resources Develop and implement segment specific business plans, sales strategies, and action plans for identified accounts to ensure objectives, goals, win strategies, schedules, and action assignments are clearly defined. Demonstrate the Company's values, maintain a positive, open demeanor, encourage different points of view, and move the team forward through change Provide timely information and communicate context for business decisions, recognize accomplishments, and foster teamwork and collaboration. Qualifications 10 years leadership experience in sales or account management. Bachelors Degree in either Finance, Engineering, Telecommunications, Sales/Marketing, or similar field 10 years of demonstrated sales management experience in a related discipline, with a clear track record for consistently exceeding revenue goals Experience as a strategic member of a sales management team who contributes significantly to growth and development of the business Advanced presentation, proposal design, negotiation and account management techniques High energy level and a demonstrated drive to succeed. Employment of ethical business practices required. Preferred Qualifications MBA or related graduate degree preferred. 12 years of relevant experience with 3-5 years of experience as a director. Three to five years business/financial background. Exceptional strategic planning, account management and contract negotiations skills required. Experience in consultative sales techniques and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies. Experience in management of complex accounts including excellent negotiation skills. Understanding of Access Tariffs, interconnection policies and wholesale contract policies. Success leading and managing large sales teams. Proven ability to hire, manage and motivate successful, solution-oriented sales teams. Strong record in developing and assigning geographic territories and customer/prospect modules. Demonstrated leadership ability, people-management and mentoring skills. Demonstrated ability in Microsoft Office Programs.
Keywords: Century Link, Broomfield , VP of Global Account Management Sales, Executive , Broomfield, Colorado
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