About the job Regional Service Sales Manager
The client is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.
Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.
WHAT YOULL DOThe Regional Service Sales Manager (RSSM) is a member of the client's sales management organization and will provide regional service line of business leadership and front-line sales management in support of the client's service growth strategy. More specifically, this role will work closely with the Regional Sales Director (RSD), front-line sales management and account executives on building and executing sales strategies to grow services consumption by existing customers through improved renewal and attach rates, service offering expansion and increasing the value driven engagements.
The RSSM will also be integral in net new service logo attainment strategies and large opportunity responses. Lastly, the RSSM will directly lead dedicated regional service sales resources to partner with the field by building and executing sales strategies that enhance the Company's service growth leadership position.
Primary focus will be on creating Services-led solutions to target in-region Customers that are under-served by the client and with local office Account Managers to expand existing Customer engagements to be more considerate of recurring Services.
To enable focus within a diverse and robust service offering portfolio, the RSSM will prioritize their direct involvement towards platform-oriented and / or multi-element and enterprise Services engagements. Proper regional office and account management alignment, subject matter expertise and redirection to appropriate sales enablement resources will be provided in support of all other recurring Services opportunities.
Day-To-Day Responsibilities:- Be accountable for the Company's sales performance with respect to its Service solutions.
- Directly manage the development and performance of the Service Sales Account Managers (SSAMs)
- Be a consistent source of thought leadership within the Unified Communications and Services arenas, and to be able to effectively articulate solutions for platform-oriented and / or multi-element Services engagements as well as represent the value creation these solutions represent within specific Customer opportunities.
- In partnership with the regional SVP GM and RSD, design and deploy the optimal sales force structure for a dedicated team of sellers focused on platform-oriented and / or multi-element Services engagements to create a culture of success and enhance the client's position as an employer of choice and a sales force that top sales people want to join.
- Directly identify or enable hiring managers to identify more effectively talented individuals that will work together to enable success across the Company's UC and Service sales organization.
- Facilitate account-mapping and business planning exercises with local office and regional sales leadership to identify current customers who are underserved by the Company's service catalogue and represent the target profile for Service consumers.
- Drive new prospect account development activities with the SSAMs and account executives in collaboration with regional and local sales management in which go-get Customer accounts those accounts that are not active customers but that represent strategic value to the Company are identified to target with a Services-oriented solution approach.
- Evaluate Request for Proposal solicitations that the client is invited to participate in and that center on platform-oriented and / or multi-element and enterprise Services engagements. When determined appropriate, assign and participate in the development and presentation of strategies necessary to properly position within these opportunities in a creative and differentiated fashion.
- Ensure successful positioning of services within target accounts and for achieving assigned sales bookings objectives. This includes developing Customer-specific solutions or stories and participating in the delivery of these solutions to target Customers.
- Partner with service operations to best leverage data and insights from the Service Now platform to improve customer touchpoints such as service value proposition discussions and regular service review sessions.
- Work closely with regional and front-line sales management on the UCC and service learning and development sales enablement initiatives including training modules, badging and playbooks.
- Collaborate with presales support engagement that drives the desired outcomes. Identify and execute improvements…
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