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VP Indirect Channel Sales

Atlanta, GA, USA | CenturyLink

  • Industry:
    Telecommunications & Wireless
  • Position Type:
  • Functions:
    General Management
    Sales
  • Experience:
    10-12 years
Job Description:
63 people have viewed this job

This senior leader coordinates efforts for the attainment of sales and revenue objectives for assigned partner accounts. Responsibilities include total revenue management, achieving sales and revenue targets, contract negotiations, pricing strategies, application assessment, partner portfolio management, program execution and engagement, partner readiness and enablement and sales team management. This person hires the correct staff and directs the sales team, and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. 


Job Description


Responsibilities:


•Identifies, establishes and strengthens key partnerships in the telecommunication and technology community to position the company for new sales opportunities. Strengthens relationships with partners, ensuring a positive partner experience in all aspects of the relationship. Understands the key drivers of each partner's value proposition and influences partners.

•Holds Sales Leaders accountable for growth of new products/services within established base and new logo acquisition.  

•Collaborates with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience. 

•Responsible for the optimal deployment of sales personnel. 

•Provides leadership to next level Sales Leaders (Typically 3-5 Direct Reports), and counsel to Sales Channel Leader, in strategizing and implementing sales organization objectives.Preferred aggregate revenue responsibility exceeds $400M annually. 

•Collaborates with senior sales leadership to identify opportunities for sales process improvement.  

•New Sales: Manages a team of Partner Sales Leaders in developing sales in the designated account base by working with partners to identifying new sales opportunities.  

•Funnel Reporting: Provides accurate and detailed weekly forecast funnel of identified and proposed opportunities to meet or exceed sales quota requirements.  

•Builds a high-performance team; hires and retains the right talent in the right roles; sets goals, delegates work, holds direct reports accountable; develops and empowers direct reports to make decisions and takes action. Demonstrates company’s values, maintains a positive open demeanor, encourages different points of view, moves team forward through change; provides timely information; communicates context for business decisions; recognizes accomplishments; fosters teamwork and collaboration.

•Embedded Base Sales: Manages a team of Partner Sales Leaders in developing and implementing actions to create additional opportunities to cross-sell, up-sell and renew accounts to increase overall total end customer and partner business with the company.  

•Training: Provides input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements.

•Service Delivery and Service Management: Serves as an escalation path for end customers or partners to ensure excellent customer experience.  

•Responsible for equitably assigning sales force quotas and ensuring the firm’s financial objectives are optimally allocated to all sales channels and resources through the quota program.

•Travel: 30%-40%


Qualifications


Required


•10+ years leadership experience in sales or account management.

•Bachelor's Degree in either Finance, Engineering, Telecommunications, Sales/Marketing, or similar.

•Advanced skills in presentation, proposal design, negotiations and account management techniques.


Preferred


•Bachelor's degree or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred. 

•Demonstrated sales management experience (at least 10 years) in telecommunications sales and sales. leadership experience. Typically, 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.

•A clear track record for consistently exceeding revenue and sales goals. 

•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. 

•Experience at being a strategic member of sales management team who contributes significantly to growth and development of the business. 

•High energy level and demonstrated drive to succeed. 

•Employment of ethical business practices required. 

•Demonstrated ability in Microsoft Office Programs. 


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