Description:
This role is responsible for generating the required TCV, Revenue and Collection targets from the company product and services; developing and implementing a comprehensive strategy that maximizes GBI’s opportunities for all GBI products, working with partner to position the company offering in large projects and managing partner and alliances for the best sales outcome.
Manage, lead, and develop a team of Sales Managers and Directors including recruiting, hiring, and training new team members on GBI sales process. Assist in the development of short, medium, and long-term plans to achieve strategic objectives.
Responsibilities
- Lead large teams of Account manager’s, business management and specialists through the sales cycle, including building new business, owning account strategy, pre‐sales and operations hand over.
- Lead the development and execution of sales and services strategy.
- Manage/develop sales teams with a focus on all GBI services and selling to major telcos and OTT.
- Support the launch of all GBI new services.
- Optimize sales by developing new strategic partnerships for all GBI services across the world. Work closely with Marketing, Strategy & Business Development on market trends, competitor activity, demand patterns & pricing. Research and develop new relationships with major ISP’s & OTT’s.
- Document business requirements and processes and recommend solutions for carriers in the region. Advise the Legal Department on any commercial issues with new contracts.
- Establish sales objectives by forecasting and developing sales quotas for countries and specific accounts. Identification and management of a robust pipeline of activity which will improve year-to-year business growth.
- Seek out major clients and form working relationships with the premier buyers in our industry.
- Maintain staff by recruiting, selecting, orienting, and training employees.
- Establishment of credible sale leadership and managing a team of Sales Managers, typically spanning a wide geographical area and build sales teams that deliver growth results again assigned business targets.
- Provide market leadership to the business teams as a subject matter expert through the entire sales cycle.
- Business development and thought leadership through identification of new business growth opportunities driving new capabilities and incremental business success.
- Assist with customer product demonstrations and preparation of detailed proposals that highlight value-oriented features of our offerings.
- Development of strong awareness of competitive products and advise on marketing strategies, workshops to conduct and ways of creating exposure for the company.
- Serve as a business representative at major events, conferences, trade shows, and expositions.
- Recommend strategies for increasing profitability, participate, and support in Exhibitions, workshops, seminars, conferences, trade fairs when required.
- Respond to all inquiries, sales requests, and all other request within specified timeframe.
- Submit paperwork, reports in a timely and accurate manner to the senior management.
Qualifications
- Bachelor’s degree in business or relevant discipline from a reputable university.
- 12 years of telecommunication sales experience in similar roles in large companies, of which at least 10 years are in positions of progressively increasing managerial responsibilities.
- Strong understanding of the wholesale and enterprise telecommunications businesses.
- Proven experience hunting, prospecting, and new account development.
- People management responsibility.
- Strong communication skills with multiple levels of customer contacts (C-suite executives, business, and technical advocates).
- Subject matter expertise in marketing strategy development, product management and pricing.
- Strong influencing skills and knowledge of managing and interacting with senior government officials.
- Advanced customer service orientation.
- Strong negotiation skills.
- Strong conflict management, facilitation, and resolution skills.