Sales Director(Selling BSS/OSS(SAAS to Tier1/Tier2 CSPs) - Full Time - Remote

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timePosted 2 days ago location United States salarySalary undisclosed
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Job Description

The Sales Director has three primary areas of responsibility:

New Business Sales Activities ("Hunter"):

  • Proactively target an agreed set of tier 1 and tier 2 Communication Service Providers ("CSP"s) throughout the region (primarily US) with the purpose of selling the full portfolio of solutions available from Client
  • Accurately set and manage both internal and external expectations as you drive often long, complex and high value sales cycles
  • Critically evaluate and qualify new sales opportunities, and present an internal business case to pursue the opportunity prior to bid engagement
  • Provide input to/prepare client-facing deliverables, both at a detailed and C-level executive summary level
  • Engage with Clients internal pre-sales resources in order to ensure the pre-sales team gains clear and unrestricted access to prospective client's technical, network operations and IT functional departments, thereby ensuring a clear understanding of client's technical infrastructure and future requirements and how Client's solutions will integrate into their environment
  • Provide input to potential project ROI, payback and other financial analyses.
  • Attend industry trade shows and events, serving as Client's advocate to explore new opportunities as appropriate.

Account Management ("Farmer"):

  • Identify add-on sales opportunities at existing clients as appropriate
  • Act as the Client Advocate and the voice of the Client back to Client
  • Liaise with the delivery/ operations functions within Client to ensure that the expectations set to the client during the sales cycle are met or exceeded
  • Continue to build strong relationships across existing clients to generate further revenues, obtain sponsor/site visit reference status, etc.
  • Accurately capture and report all account management and selling activities in Salesforce.com
  • Using Revenue Storm and other tools, map existing client's functional areas (Revenue Assurance, Fraud Management, Asset Assurance, etc.) against the full portfolio of Clients .

Contributing to the ongoing evolution of the company's product line and sales, bid management methodologies

  • Provide timely and accurate client and industry input to help shape Client's future road map and investments

Requirements:

  • Have a minimum of 10 years' experience providing complex and high value BSS/OSS platforms and solutions ( SAAS, AI/ML) to Tier 1 and Tier 2 Communication Service Providers (CSP's) in North America. Should have good knowledge of the Communications and Media industry of all sizes and services ( MVNO,Tier1,2,3,IP,DTH etc)
  • knowledge of the telecom industry technology, infrastructure, network management and provisioning, billing, and operational support/billing support (OSS/BSS) systems, analytics/Big Data, IoT, is a plus
  • Have proven ability to call on all levels of an organization, with appropriate messaging into the various levels
  • Have own rolodex of VP/CIO connects.
  • Have proven experience building, contributing and managing complex and high value bid / sales processes, with successful results
  • Good understanding of Solution Selling (ideally Revenue Storm) sales process and methodology
  • Demonstrate excellent communication skills (listening, writing, presentation), including the ability to convey Client's value proposition to a variety of audiences ranging from engineers to CXO-level executives in a client-facing environment
  • Have proven successful problem-solving skills
  • Be a strong self-starter with a "can-do" attitude and be highly efficient at completing concurrent tasks with minimal guidance. Tenacity and ambition to succeed in an aggressive and dynamic environment is vital
  • Have the highest integrity and have earned the respect of peers, as well as being viewed as a team player, learning and respecting the roles and responsibilities of others in support roles
  • Be proficient with MS Project, PowerPoint, Excel, Word, and Visio.
  • Proven Success at managing and hitting multi-million $ annual quotas
  • Proficient in Salesforce.com
  • Proven Consultative Selling Skills
  • Be willing to travel between 30-60% of any given calendar year (primarily domestically)

- provided by Dice