The individual is responsible for providing pre sales Consultancy, commercially focused solution sales ownership, across Advanced Communication and Collaboration opportunities in our client base, specifically in the MNC / Enterprise market.
The role is within the EMEA overlay sales specialist team and is responsible for driving growth within our existing clients and driving the acquisition of new clients. You will interface into our core sales teams, our product teams and also our key partners who provide key products to enhance our proposition to our clients.
It will be your responsibility to lead the client conversation to ensure a clear understanding of the client’s desired outcomes. Then to be able to clearly articulate Verizon’s Value Proposition aligning to these business outcomes. You will be responsible for qualifying and then owning the UCC opportunity. You will work with internal teams to ensure the qualified opportunity is clearly understood and the virtual team is aligned and supports the win themes.
The responsibilities of this position are diverse and require a balance of external and internal facing responsibilities, a demonstrated ability to build relationships and think innovatively about client requirements, build disruptive commercial models and pricing packages and become an expert in the UCC global market and trends.
You will be expected to:
Take responsibility to initiate and drive Sales
Operate with a sense of urgency
Meet you sales target month over month
Forecast your sales performance accurately for the next 30/60/90 days, and deliver to these forecasts, this is your commitment every month to the business
Ensure you are continuously building and developing your qualified funnel, and that it meets / exceeds the key funnel metrics to ensure you have enough to meet your sales targets
Ensure you meet / exceed Sales Activity metrics, meet with you clients face to face every week to drive relationship development
Ensure that Salesforce (SFDC) is accurate and all times and provides senior management with a precise view on your business
Participate in Strategic Account Planning sessions for your key accounts, and be able to develop and articulate the digital roadmap for UCC for that client and promote winning UCC strategies and structured Intellectual Capital
Develop and implement an appropriate sales strategy aligned to the business outcomes desired by our clients
Own the end to end solution for all your opportunities (not just the product elements)
Coach the core sales teams to ensure their understanding of the UCC portfolio is enriched, and that are competent and willing to engage with their clients re UCC
Be very visible and pro-active with the core sales teams to ensure a focus on UCC
build and extend our brand image as a business-enabler and trusted advisor to our clients
to create increased market presence for Verizon
Must build, and be credible in front of, client C suite contacts
Understand and ensure execution of our internal sales processes across the UC portfolio
Build relationship with Verizon’s internal key stakeholder community
You'll need to have:
Bachelor's degree or six or more years of work experience.
Six or more years of relevant work experience.
Even better if you have:
Experience as a seasoned practitioner of Value Focusing Selling / TAS (Target Account Selling, or alternative sales excellence selling framework. Supported by an example of where those skills have been used to secure a complex strategic opportunity.
Strong sales experience – in telecommunications, Information Technology and/or Systems Integration.
Proven track record in delivering sales targets over consecutive years.
Strong Communication skills.
Essential role related knowledge, skills, qualifications and experience requirements.
Ten or more years of sales experience in the UCC market and understand the unique requirements of the UCC market.
Strong UCC product and use-case knowledge.
Excellent knowledge of Enterprise UCC requirements including SIP trunking and Unified Collaboration tools Cisco SPARK, MS Skype for Business.
Strong solution sales experience into global MNC’s, identifying client business drivers and their desired business outcomes, then developing and proposing solutions to meet these outcomes.