What you’ll be doing...

As part of Verizon Enterprise Solutions, you’ll be leading a team of five to nine sales professionals to bring in new large enterprise accounts. Your team will craft service solutions bringing together just the right elements for your client from professional services, outsourcing, end-to-end communications, mobility and network services, to hosting, cloud services, and security solutions to tackle the most complex, multi-faceted challenges for new customers. You’ll coach and mentor your direct reports to successfully target and acquire new large enterprise customers. When your team solves the toughest problems for our biggest clients, you’ll be helping drive our business and theirs.

  • Leading, developing, and motivating a sales team.
  • Forecasting sales and developing quotas, monitoring progress against goals, anticipating resource requirements, and planning work for your team.
  • Coaching team members on articulating the business value of our solutions and cultivating deep business relationships with executives in client organizations.
  • Ensuring the team’s ongoing skill building through training and targeted assignments.
  • Assisting in the consultative selling sales process, ensuring customer needs are understood and met, advising on the best solutions, and helping to negotiate and close the deal.

The Managing Client Partner leads a group of Client Executives to grow and protect Verizon Enterprise Solutions revenues at our largest and most strategic enterprise customers. The Managing Client Partner plays an integral part in the revenue generation by leading their team to sell solutions from our extensive technology portfolio to solve their clients’ business and IT needs. The Managing Client Partner is, also, responsible to identify new out-sourcing and systems integration opportunities which contribute to Verizon’s total revenue commitment.

The Managing Client Partner directs and coaches the sales team in the sales process, manages customer satisfaction throughout, mentors and develops their direct reports, builds relationships internally and is responsible for developing deeper business relationships with our clients’ executives and staff. The Managing Client Partner focuses particular attention on leading the sales team 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. Strategic services Solutions are characterized by a complex combination of technical, business, financial, and human resource issues related to the strategic and tactical direction of customers.

This position will:

  • Manage an aggressive multi-million dollar sales quota in a highly competitive environment.
  • Lead, develop and motivate a team of sales employees, which normally consists of 5-9 Client Executives.
  • Lead team in protecting and growing existing customer account/revenue base and attaining revenue growth, quality and expense targets.
  • Supports in the successful development and implementation of Strategic Account Plans for all assigned accounts.
  • Negotiate teams and individual Client Executive objectives based on account and market analysis, qualified business conditions and application opportunities.
  • Secure necessary Branch and interdepartmental commitment of resources required to implement pre and post sales and service activities needed to facilitate sales and maintain/improve customer satisfaction.
  • Determine if RFPs are being written or have been issued for areas that are a core competency for Verizon and are for opportunities that are determined to be qualified.
  • Brainstorm and develop new suggested solutions to satisfy customer demands.
  • Assist others in thinking creatively and developing new ideas to sell VES solution portfolio.
  • Define objectives for the department and sets priorities for utilizing resources.
  • Keep abreast of information and product developments.
  • Create and maintain a good team spirit.
  • Attends minimum of 4 – 6 sales calls per week with team members to establish personal contact and customer satisfaction.
  • Review VES new solutions and solution portfolio with customers to solve their business needs.
  • Discuss financial and business impacts of proposed products and services with current and potential Verizon customers.
  • Develop a good understanding of their customer base industries, business objectives and business trends.
  • Prepares sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential
  • Participates in contract negotiations.
  • Develops creative and customized package of new applications and services.

Requires an understanding of Verizon Enterprise Solutions services/products and network.

What we’re looking for...

You are an effective and inspiring leader, able to engage and motivate a team to deliver outstanding performance. You enjoy working in a dynamic environment and you have the ability to balance competing demands and priorities. You have the business acumen and executive presence to establish credibility with the c-suite, and you’re energized by the prospect of developing the next generation of sales leaders---while landing the next big account. When you negotiate, you effectively balance the customer need with your needs to result in a win for everyone.

You’ll need to have:

  • Bachelor’s degree or four or more years of work experience.
  • Six or more years of relevant work experience.
  • Sold technical enterprise solutions.

Even better if you have:

  • A degree.
  • Sold to c-suite.
  • Met or exceeded challenging sales targets. Ideally, with new customers.
  • Led and inspired a team to high performance.
  • Familiarity with enterprise-wide solutions that incorporate several of the following: IP-networking, Cloud, security, mobility, professional or outsourced services or advanced communications solutions—and the business challenges they solve.
  • Established compelling business cases, value propositions, and proposals.
  • Forecasted sales and managed pipelines. Ideally, with Salesforce.com.

#VESQBR

The preferred candidate willhave demonstrated in previous roles: strong leadership skills, an ability to operate in positions requiring significant self-direction and motivation, and a proven track record in consultative selling solutions. In addition to broad knowledge and expertise in the industry:

What you will need to have:

  • 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 detailed understanding of business finance and a high level of awareness of customers business / industry sector. Full understanding of how an investment adds value to the business, how to produce a business case that delivers a compelling financial argument to purchase a solution/service offering, and understanding the principals and application of an ROI model
  • Demonstrates a detailed knowledge of functionality, features and benefits of VES core Voice, Data and IP products and is capable of working independently on non-complex sales opportunities.
  • Demonstrates good knowledge/understanding of customers’ environment as it relates to their specific sector. Identify sector trends and drivers, understand key applications that solve business problems in sector and deliver solutions that meet customers’ specific needs/requirements.
  • Demonstrates a comprehensive understanding of VES 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 VES Outsourcing Strategies and underpinning product sets/solutions. Able to effectively and consistently vocalize/present value/benefits of a VES Outsourced solution.
  • Establishes "C" level contact within Accts/Opptys and demonstrates a detailed understanding of both the customers’ sector and business drivers/challenges. Has good understanding of Solutions Selling methodology and tools and applies these regularly to both gain a better understanding of the customers’ environment and manage the relationship.
  • Understands effective negotiation techniques and seeks to apply them in most situations. Is focused on achieving mutually beneficial, "win-win" results and is alert to customer buying signals and identifies and acts on closing opportunities.
  • Creates and maintains detailed and accurate Account/Oppty plans and reviews/updates and communicates these on a regular basis. Has clear strategy and set of objectives where relevant.

The preferred candidate will also manage multiple priorities, develop strong relationships within assigned accounts, and:

  • Articulate client business value with consultative selling approaches
  • Understand the delivery implications of consulting opportunities and sell solutions that Verizon Business can deliver
  • Assist with developing proposals and oral presentations
  • Work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
  • Team with Verizon colleagues and vendors to develop creative solutions
  • Promote cross-brand solutions to promote the overall Verizon Business portfolio requiring an understanding of Wireline and Wireless offerings.
  • Understand key partner and competitor offerings which overlap the VES solution space
  • Proven track record of exceeding annual revenue plan.

Even better if you have:

A Bachelor’s degree is preferred, 7 to 10 years successful strategic/solutions and/or systems integration sales experience or related discipline, 3 to 5 years Sales Management (supervisory) experience.

Must be able to manage, lead and influence others outside of their department/functional area as such, managerial experience a plus.

Excellent communication skills, able to interact with C-Level executives, polished and professional, ability to work effectively on their own and work well under tight deadlines. Able to effectively work on multiple projects at a time. Must be organized. Negotiation skills required. Must be able to identify short and long term goals to achieve overall team/company objectives.

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.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences,including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.