Regional Service Sales Manager

The client is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.

Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.

WHAT YOULL DO

The Regional Service Sales Manager (RSSM) is a member of the clients sales management organization and will provide regional service line of business leadership and front-line sales management in support of the clients service growth strategy. More specifically, this role will work closely with the Regional Sales Director (RSD), front-line sales management and account executives on building and executing sales strategies to grow services consumption by existing customers through improved renewal and attach rates, service offering expansion and increasing the value driven engagements. The RSSM will also be integral in net new service logo attainment strategies and large opportunity responses. Lastly, the RSSM will directly lead dedicated regional service sales resources to partner with the field by building and executing sales strategies that enhance the Companys service growth leadership position.

Primary focus will be on creating Services-led solutions to target in-region Customers that are under-served by the client and with local office Account Managers to expand existing Customer engagements to be more considerate of recurring Services.

To enable focus within a diverse and robust service offering portfolio, the RSSM will prioritize their direct involvement towards platform-oriented and / or multi-element and enterprise Services engagements. Proper regional office and account management alignment, subject matter expertise and redirection to appropriate sales enablement resources will be provided in support of all other recurring Services opportunities.

Day-To-Day Responsibilities:

• Be accountable for the Companys sales performance with respect to its Service solutions.
• Directly manage the development and performance of the Service Sales Account Managers (SSAMs)
• Be a consistent source of thought leadership within the Unified Communications and Services arenas, and to be able to effectively articulate solutions for platform-oriented and / or multi-element Services engagements as well as represent the value creation these solutions represent within specific Customer opportunities.
• In partnership with the regional SVP GM and RSD, design and deploy the optimal sales force structure for a dedicated team of sellers focused on platform-oriented and / or multi-element Services engagements to create a culture of success and enhance the clients position as an employer of choice and a sales force that top sales people want to join.
• Directly identify or enable hiring managers to identify more effectively talented individuals that will work together to enable success across the Companys UC and Service sales organization.
• Facilitate account-mapping and business planning exercises with local office and regional sales leadership to identify current customers who are underserved by the Companys service catalogue and represent the target profile for Service consumers.
• Drive new prospect account development activities with the SSAMs and account executives in collaboration with regional and local sales management in which go-get Customer accounts those accounts that are not active customers but that represent strategic value to the Company are identified to target with a Services-oriented solution approach.
• Evaluate Request for Proposal solicitations that the client is invited to participate in and that center on platform-oriented and / or multi-element and enterprise Services engagements. When determined appropriate, assign and participate in the development and presentation of strategies necessary to properly position within these opportunities in a creative and differentiated fashion.
• Ensure successful positioning of services within target accounts and for achieving assigned sales bookings objectives. This includes developing Customer-specific solutions or stories and participating in the delivery of these solutions to target Customers.
• Partner with service operations to best leverage data and insights from the ServiceNow platform to improve customer touchpoints such as service value proposition discussions and regular service review sessions.
• Work closely with regional and front-line sales management on the UCC and service learning and development sales enablement initiatives including training modules, badging and playbooks.
• Collaborate with presales support engagement that drives the desired outcomes. Identify and execute improvements where and when required.
• Provide detailed and accurate sales forecasting and measure key performance indicators including success metrics.
• Partner with Service Offering Development to identify, build supporting business models for, bring to market, and manage the lifecycle of industry-leading audio visual and collaboration Service solutions that differentiate the client in the market and create value for the business.
• Collaborate with Product Management and Corporate Marketing to co-develop externally facing collateral including but not limited to success stories, white papers, references, presentations templates, fact sheets, value justification and calculation tools, or verticalized content, tailored for the different phases of the Customers journey and different buyer roles.
• Develop strong relationships with key Customer stakeholders to ensure the client maintains a favorable position and that the desired value proposition is being provided.

WHAT WERE LOOKING FOR

Must-Haves:

• Expertise in sales management disciplines planning, assessing performance, providing feedback and getting results
• Ability to recruit, retain, coach and develop professional salespeople
• Capability to demonstrate the sales skills and behaviors required for success related to growing existing accounts and/or acquiring new business, with the ability to qualify opportunities and identify unique customer needs while proficiently managing all phases of the sales process.
• Must have strong teamwork skills to operate in a team selling environment to new and existing customers
• Ideal candidate should have excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders
• Strong written skills and competence with business applications used to construct documents, financial analysis, or presentations
• Excellent capability to switch tasks while adapting to changing priorities
• Energized self-starter capable of working and thinking independently and ensuring to meet deadlines
• Proven ability to contribute to new business development, prospecting, building account plans and responding to proposals
• Demonstrate effective negotiation and closing techniques
• Solid business / problem solving skills with the focus on customer service (internally and externally)
• Minimum of a 4-year degree or comparable industry experience is required
• 5+ years of experience with Customer-oriented solution selling is required

Nice-To-Haves:

• Specific experience in selling Services, unified communications, software as a service, or licensing and subscriptions is preferred
• 3+ years of sales management experience in the audio visual or collaboration industry is preferred
• Demonstrated experience leading complex operational and strategic initiatives
• Global business experience in the Audio Visual / Unified Communications market a plus
• Experience operating in a fast paced and continuous improvement state and / or complex matrix business environment is desirable

WHY YOULL LIKE WORKING HERE

• Medical benefits, including vision and dental
• Paid holidays, sick days, and personal days
• Enjoyable and dynamic company culture
• Training and professional development opportunities

MORE ABOUT US

The client is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or membership in any other group protected by federal, state, or local law. They are an AA/Disabled/Veteran Protected Employer VEVRAA Federal Contractor.