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What you’ll be doing...
TheDirector, Enterprise Sales leads a team of Global Account Director's and their respective senior level sales professionals in protecting and growing Verizon Global Enterprise revenues for our most strategic enterprise customers across the Verizon portfolio. The Enterprise Sales Director plays an integral part in revenue generation by leading teams to sell solutions from our extensive technology portfolio to solve their clients’ business and IT needs. The Enterprise Sales Director is also responsible for identifying new outsourcing and systems integration opportunities that will contribute to Verizon’s total revenue commitments. The Signature Accounts Enterprise Sales Director reporting structure includes Global Account Directors (GADs) managing in a one-to-one account ratio.
The Enterprise Sales Director has three specific areas of responsibility in overseeing GADs and their accounts, and that includes account relationship management, account strategy development and execution, and orchestration of sales and support teams.
Account relationship management involves cultivating and maintaining relationships with C-level stakeholders within their assigned account base (e.g., CIOs, C-Level, and Business Unit Owners), as well as being an advisor and a creative thought partner to senior IT and business unit decision-makers, for both their long-term strategy and short-term telecom needs.
Account strategy involves understanding customers’ business outcomes, developing strategies to grow the region’s revenue pool, and executing on initiatives to deliver year-over-year revenue growth.
Supporting the sales teams in a matrix-managed environment is the nucleus of the role and is essential to the team’s success, so the Enterprise Sales Director will lead and coach a team of deal experts, professional service consultants, solutions specialists, solutions architects, and customer service consultants. Particular attention will be concentrated on leading the sales teams to focus on developing solutions and selling strategic services to include Network (both Wireless and Wireline), Public and Private 5G with Mobile Edge Computing (MEC), IP Telephony, Data Center solutions including Cloud Computing, Managed Services, Security Services, Call Center solutions, and CPE offerings.
Performance Management: Manage Business teams to meet and exceed sales goals. Set channel objectives and initiate performance planning with measurements in all key areas. Instill core values of honesty, accountability and integrity within teams. Maintain consistent communication on key objectives. Responsible for analyzing sales results, monitoring productivity, forecasting and quota setting. Analyze forecast, sales reporting and market conditions and evaluate territories and market share to identify opportunities to increase growth and revenue and manage churn.
Sales / Customer Retention: Attend high level sales meetings within assigned customer base and establish strong working relationships and promote the quality of Verizon wireline and wireless products. Work through contract negotiation process for key accounts on pricing and concessions and facilitate final contract approval across departments. Collaborate cross-functionally with other departments across the company to help facilitate business and customer outcomes, while also analyzing issues impacting the Business channel and recommending, developing, and implementing process improvements. Develop and strengthen third-party ecosystems relationships essential to the successful execution of account level strategies.
Staffing / Employee Relations: Interview and hire management team. Oversee the professional development of the organization. Responsible for coaching, motivating and training the team to achieve high-performance results and enable a positive team culture.
What we’re looking for...
8+ years of directly relevant experience, working at all levels in the client up to board level
5+ years of people leadership and management experience, including experience evaluating team performance and making improvements; proven people leadership skills with ability to directly manage large teams as well as dispersed matrixed teams
Experience in selling and managing sellers of complex products and solutions, with a strong preference for experience in a wireline and wireless environment
Experience in leading sales teams to sell solutions and services to Fortune 500
Success leading major transformation efforts with significant organizational and technology change
Proven track record of achieving results in complex, distributed organizations
Proven track record of integrated solutions sales success and leading transformations
Ability to manage a multi-million dollar sales quota in a highly competitive environment
Ability to oversee handling of complex engagements, long-standing customer relationships, and customer escalations
Demonstrated deal leadership of large out-tasking and outsourcing initiatives
C-level executive relationship creation and development
Analytical thinking skills and quantitative acumen to support account and market analysis, qualified business conditions, and application opportunities
Ability to focus on metrics, balance unit specific KPIs with shared KPIs
Strategic thinking skills; capacity to design conceptual strategies to address customer needs
Deep knowledge of IT/Telco industry dynamics and trends
Strong organization and project management skills, with an ability to oversee and manage multiple projects and timelines varying in scale, scope, and location
Verizon will consider qualified applicants with criminal histories in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.
Equal Employment Opportunity
We're proud to be an equal opportunity employer - and celebrate our employees' differences, including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. At Verizon, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected, and empowered to reach their potential and contribute their best. Check out our diversity and inclusion page to learn more.
COVID-19 Vaccination Requirement
Verizon requires new hires to be fully vaccinated against COVID-19. Verizon provides reasonable accommodations consistent with legal requirements (e.g., for medical or religious reasons).