Director - Solutions Sales - Telecom - Managed Services Firm

- Drive deep and strategic customer engagement through collaboration with Systems Integrators operating in the region (global and national accounts). To work with other system integrator sales / client partners.

- To have a deep understanding of telco selling in collaboration with SIs. Develop a pipeline through relationships and pursue these through the sales process. After closure work with the customer success team to deliver outstanding customer experience.

- Develop a long-term strategic account plan and aim to increase the wallet share and position as a strategic partner for SI customer digital transformation.

- Deliver Revenue Targets for the annualized and total contract value of deals in your assigned accounts.

- Solution Selling Approach by Putting across Point of View in the minds of customer in line with processes and best practice

- Ability to work on large complex deals and make connects with CXO levels in customer organization.

- Lead client negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc.) are well aligned in stitching a deal together for the customer

- Proactively identify the problem area internally with product & solutions team, setting up periodic bid calls between, sales, legal, commercial, solution & product to propose the desired solution to customer, prioritize on key opportunities to gain faster closures.

- Monitor lead and opportunity progress. Creating account development plans driving large deal closure with teams participating across support functions

- Track and report market and competitor activities and provide relevant updates / reports

Qualification & experience

- 12+ years- 15+ years of enterprise sales and account management experience.

- Should have worked with Cloud, IT/SI/Telecom organizations in account management role.

- Must have experience in working with large enterprise environment

- Any specialization in networking, past experience in technical/telecom solutions sales would be preferred

- Pro-active liaise with other company functions (e.g. Product Management / Marketing / Finance / Operations)

- Must be able to collaborate across stakeholders - Internally (Product, Marketing; Networks Team, CSO - Service Management, Solutions Team, etc.)

- Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc.