Senior Director, Enterprise Business Sales

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The Senior Director, Enterprise Business Sales leads a team of wireless and wireline sales professionals in protecting and growing Verizon Global Enterprise wireless and wireline revenues for our most strategic enterprise customers across the Verizon portfolio. The ECD 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 ECD is also responsible for identifying new out-sourcing and systems integration opportunities that will contribute to Verizon's total revenue commitments.

The Senior Director, Enterprise Business Sales has three specific areas of responsibility, in overseeing MPs and their accounts: account relationship management, account strategy, and orchestration of sales and support teams.

• Account relationship management involves cultivating and maintaining relationships with senior-most stakeholders in Principal accounts (e.g., CIOs) as well as being an advisor and a creative thought partner to senior IT decision-makers, for both their long-term strategy and short-term telecom needs.
• Account strategy involves strategizing how to grow the region's revenue pool - how to be entrepreneurial about current and potential new accounts.
• Supporting the sales teams is the nucleus of the role: leading and coaching a team of deal experts, professional service consultants, solutions specialists, solutions architects and customer service consultants. They focus particular attention on leading the sales teams in focusing on developing solutions and selling strategic services to include Network, IP Telephony, Data Center solutions including Cloud Computing, Managed Services, Security Services, Call Center solutions, and CPE offerings.

What you'll be doing

• 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 with potential and existing key accounts to 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 analyze issues impacting the Business channel and recommend, develop, and implement process improvements
• Staffing / Employee Relations: Interview and hire management team. Oversee the professional development of organization. Responsible for coaching, motivating and training team to achieve high-performance results.

Required Experience

• 10+ years directly relevant experience, working at all levels in the client up to board level
• Experience in selling and managing sellers of complex wireline or wireless products, with a strong preference for experience in both
• Proven track record of integrated solutions sales success and leading transformations
• Experience in leading sales teams to sell solutions and services to Fortune 500
• People leadership and management experience of 5+ years - evaluating team performance and making improvements
• Achieving results in a complex, distributed organizations

Required Skills and Knowledge

• Ability to manage an aggressive multi-million dollar sales quota in a highly competitive environment
• Proven people leadership skills with ability to manage large, dispersed, and matrixed teams
• Success leading major transformation efforts with significant organizational and technology change
• Demonstrates the ability to further develop existing business and executive level client relationships, cultivate new relationships, align with IT and Business Groups to uncover opportunities and develop solutions
• Demonstrates a comprehensive understanding of VBG Wireline Strategic Solutions. Capable of identifying, qualifying & closing opportunities with minimal support. Demonstrates expertise in this competency and could support/coach others
• Demonstrates a good knowledge/understanding of VBG Professional Services and underpinning product sets/solutions. Able to effectively and consistently vocalize/present value/benefits of a VBG integrated solution.
• C-level executive relationship creation and development
• 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

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