• Enterprise Sales Vice President

    Job Locations US-TN-Nashville
    Posted Date 2 months ago(11/27/2018 10:19 AM)
    Job ID
    2018-6319
    # of Openings
    1
    Category
    Sales - Enterprise
  • Overview

    The main purpose of the Director of Enterprise Sales is to meet/exceed annual sales targets for C Spire Business. The Director of Enterprise Sales works with the EVP of Enterprise Sales to establish sales goals for the sales team. The Director of Enterprise Sales is also responsible for a monthly revenue forecast and win/loss reports that illustrate the team’s overall performance against quota(s). The Director of Enterprise Sales helps their team create sales campaigns focused on nurturing relationships with customers and business partners (i.e., Cisco, EMC, VMware) and driving net new business. Other duties include executing account plans, value propositions for clients and partners, conducting market analysis, and devising strategies for generating new business with our geography's largest clients.

    Essential Functions

    25%

    Account/Territory Planning:  Work with each account manager on a targeted account list within their territory and develop strategies for account penetration and sales campaigns. Spend time with customers. 

    10%

    Forecasting:  Conduct monthly one-on-one sessions with each team member to review funnel, discuss top opportunities, and action plans. Create monthly and quarterly forecast report for VP of Sales. Lead the effort for holistic pipeline management across services, sales, and partner stakeholders.

    5%

    Recruiting/Hiring:  Maintain a list of qualified candidates, conduct interviews, and work with partners for referrals.

    5%

    Conduct weekly sales meetings:  Hold weekly sales meetings to cover top wins, opportunities, uncover sales obstacles, share sales information (e.g., promotions, updates, training schedules), and discuss any concerns from the team.

    5%

    Acknowledge and celebrate sales accomplishments:  Recognize top wins weekly and top performers at least bi-annually.

    10%

    Manage performance & personnel issues:  Conduct performance reviews at least annually (quarterly is best practice). Handle personnel issues on an as needed basis. Document serious incidents and/or subsequent offenses.  Help under-performers to meet performance expectations.

    5%Coordinate training:  Work with Practice Manager and other sales managers to ensure successful completion of all training classes required for direct reports and managers.
    5%Conduct quarterly performance reviews:  Conduct territory overview, activities review, funnel review, and sales strategy plan for key customers.
    10%Provide coaching to the sales team members:  Observe team members' skills with customers and partners and provide feedback.
    10%Relationship Building:  Create and maintain strong management and executive relationships with our manufacturers and clients, including issue resolution.
    10%Business Development  & Internal Communication Events:  Work with Partner Development and Account Managers to create client demand generation events, suggest topics, logistics and goals, actively participate in the event and drive attendance. Actively participate in Sales Management Meetings to present materials deemed appropriate by executive management.

     

    Competencies  

    Must have desire to lead and mentor team members with a humble, servant leader’s intent but maintain enough assertiveness to make challenging decisions. Must be able to solve complex business issues and be able to engage in healthy debate with team members and management about the right decisions to make. Must have willingness in sales and engaging with clients and business partners regularly to establish strong relationships.

    Supervisory Responsibility

    Generally supervises 5-12 sales people.

    Travel

    As much as 25% - 50% travel can be required.

    Required Education, Experience, and Certifications

    Bachelor’s Degree

    Preferred Education, Experience, and Certifications

    • Should be a proven sales leader with a minimum of 10 years experience in IT sales and be capable of driving complex execution to achieve an evolving business strategy
    • Sales Management experience preferred
    • Master’s Degree a Plus
    • Sales Management training a plus

    For more information, visit our website:  https://www.cspire.com/business/

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