Solutions Executive Advanced Communication - Contact Center
This job posting is no longer active
- Dortmund, Germany
- Full-Time Sales
- Job # 494078
- Date posted - 2018-12-17
What you’ll be doing...
You will be responsible for providing commercially focused solution sales ownership, key wins and team direction across Advanced Communication and Collaboration opportunities in our client base; specifically in the Contact Centre market. The SSE-AC is a market and opportunity shaping business development and sales resource, working directly with customers, key partners and internal core sales resources to increase penetration and performance of our Advanced Communication and Collaboration solution portfolio.
Targeted results are to:
- Deliver higher growth in Advanced Communication and Collaboration revenues through a combination of Contact Centre solution sales and consulting, services and technology platform business pull-through within target accounts / sectors.
- Build and extend our image as a business-enabler and trusted advisor to client CxO relationships in the target accounts and propositions.
- Provide strategic Contact Centre solution direction and opportunity development in target accounts.
- Develop and promote winning Contact Centre strategies and structured Intellectual Capital and Materials to create increased market presence for VES in selected domains.
Key accountabilities, activities/decision areas:
- Achieving profitable revenue growth through proactive sales prospecting and solutions pipeline management.
- Creating profitable business growth by consultatively selling/delivering high value solutions to clients, focused on business outcomes and business case benefits.
- Creating opportunities for pull-through of supporting products by selling the benefits of Advanced Communication and Collaboration Contact Centre solution services/products to target accounts/create the ‘need’ for services/products across the clients’ solution adoption lifecycle.
- Growing revenues within targeted accounts/sectors.
- Managing the business funnel as well as forecasting booking orders.
- Driving the sales elements of nominated accounts on behalf of Account General Managers including attaining responses, and handling solution design and negotiations.
- Creating, owning and driving sales strategies with Regional Sales Heads and Account General Managers and setting solutions growth targets for specific accounts/regions.
- Diagnosing client business issues and designing value creating solutions.
- Diagnose specific customer strategies and business needs and designing overall scope of Advanced Communication and Collaboration solutions.
- Positioning our solutions where applicable and managing partners as needed and appropriate.
- Delivering outcome-based and value-priced solution propositions to clients, and working across VES pricing/commercial teams to deliver approved solutions.
- Understanding and adhering to consulting business processes and methodologies whilst driving business development disciplines to achieve sales and revenue targets.
- Drawing on pool of subject matter experts across all VES solutions sets (Solutions Architects and Solution Consultants) to ensure maximized solution coverage and increased share of addressable client revenue.
- Ensuring seamless hand-off to Project and Service Management teams to enable a smooth hand-off of sold-solution into project/delivery engagement teams.
- Supporting PS Consulting/delivery management teams through their early participation and deal shaping, ensuring solution completeness and fitness-for-purpose.
- Collaborating with P&L business owners within VES to ensure overall account and LoB profitability.
- Sharing best practice solutions and positioning VES as a market leader who is recognized as a thought leader in the Advanced Communication and Collaboration Contact Centre arena – as evidenced by client validations, business performance and market presence.
- Creating successful strategies, with client engagement models and winning business cases/templates to promote adoption through larger parts of our business.
- Developing White Papers, Point of View papers and engaging with select Analysts, to assist in the increased market perception of Verizon in the Advanced Communication and Collaboration Contact Centre space.
- Staying up-to-date on market trends.
- Informing on technology/user applications at customers and in the marketplace.
- Ensuring knowledge transfer to other sales, solution and consulting colleagues.
- Mentoring and providing coaching and leadership to other sales and consultant professionals.
- Partnering with customer CMO, CIO, CFO and line of business executives, our regional and vertical sales leadership, our account team and extended customer team, our consulting service teams, and sales and marketing teams.
- Contributing to funnel and sales/service order growth, revenue and margin contribution increases, customer satisfaction and added customer value ratings, and client and account testimonials.
What we’re looking for...
You'll need to have:
- Bachelor's degree or four or more years of work experience.
- Six or more years of relevant work experience.
Even better if you have:
- A degree.
- Experience in consultative selling – 15 or more years of overall related experience with extensive consultative selling and confidence in the structure and value of VES solutions sets.
- Proven track record of selling complex Advanced Communication and Collaboration Contact Centre solutions.
- Business/financial case acumen, and the ability to shape and value complex solution sales with measured client benefits and realization strategies.
- Ability to rapidly understand new technologies, resulting applications and solutions.
- Multilingual abilities and verbal and written communication skills in English.
- Willingness and ability to travel at short notice.
- Results oriented mindset.
- Excellent interaction and presentation capabilities.
- Team player mentality and strong communication, presentation and mentoring skills.
- Self-motivation with a high attention to detail.
- Excellent organizational skills.
- Strong discovery, analysis, problem-solving and formulation capabilities.
- Deep solution experience with the following Contact Centre vendors and solution providers:
- Cisco
- Genesys
- Verint
- NICE
- Nuance
- Avaya
- Significant knowledge and experience (15 or more years) in the EMEA Contact Centre market and consultative solution selling.
- Industry knowledge and experience within one or more of VES' targeted industries (Finance, Health, Manufacturing, Entertainment, Pharmaceutical, Transportation, or Utilities).
- Proven and extensive client relationship history with CxO level leaders.
#VESQBR
When you join Verizon...
You’ll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America’s fastest and most reliable network, we’re leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we’re about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.
