Vice President of Enterprise Sales in Los Angeles, CA at Windstream
Windstream is considered an essential business and we are HIRING NOW. As our company responds to COVID-19, the safety and wellbeing of our employees, customers, partners and communities is our top priority.
Windstream is a high-energy, smart, and talented organization that puts people first to create a best in class experience for our customers. We are focused on continued development of an empowering, dynamic, and high achieving culture that’s hyper-focused on servicing customers.
The Vice President– Sales Revenue Accountability is responsible for leading the organization in delivering revenue, operational and customer satisfaction objectives aligned to the overall corporate strategic goals. These goals will be accomplished through new sales activity, customer revenue retention, on-going improvements to customer satisfaction, and consistent improvement to the overall customer experience.
This highly visible leadership position will exemplify the customer-centric focus of Windstream Enterprise by leading a team that will serve as proactive allies for the customer to accomplish these defined objectives: revenue growth, retention of services, and strategic product expansion. Success in this role means increasing sales from existing accounts and achieving higher levels of overall customer retention. The ideal candidate is a strong people leader who demonstrates active listening, is incredibly responsive, provides detailed follow-though, is flexible and agile.
What You’ll Do:
- Continually identify, develop, and implement a broad range of strategic initiatives including upselling, conversions, and renewals to ensure customer satisfaction, retention, and growth of the existing customer base.
- Set targets that drive greater revenue from existing accounts by conversion, up-selling and cross-selling; ensure attainment of these goals.
- Use data to analyze resources and ensure that business plans translate into financial value.
- Provide coaching and feedback to your team and across the organization to deliver ever increasing results.
- Recruit, interview and hire sales leaders; develop their skills, sales techniques, product knowledge, and processes to create strategic sales strategies that drive business through core markets and large prospects.
- Use critical thinking and communication skills to break down complex problems and develop innovative solutions to solve customers’ current and future challenges; articulate recommendations clearly and effectively handle objections.
- Develop C-level relationships within the customer base to understand the needs of the customer, propose solutions, and ensure expectations are fulfilled.
- Provide strategic leadership to corporate, business and regional management.
- Help build and manage territory sales and customer advocacy programs to drive positive results for sales, support, and engineering teams; improve cross-functional service responsibilities.
- Work closely with internal teams: professional services, customer care, service delivery, network etc. to review customer challenges and success factors.
- Provide competitive intelligence for use in strategic analysis and positioning of company product offerings.
- Manage the regional forecast; ensure accurate data is provided to executive team.
- Enhance product and service knowledge by staying current on Windstream products and services through ongoing training; apply this knowledge to prospective business opportunities.
Job Requirements
Do You Have:
- A desire to positively impact the future of Windstream Enterprise through achievement of sales success in a goal oriented, highly accountable, customer centric environment.
- Experience leading a 50 person team in direct sales & solutions; aligning a hunting motion by GEO/vertical; aligning a farming motion to owning customer experiences, QBR, wellness reviews and growing revenue/margin by account.
- Experience developing and aligning SA’s to improve WIN RATIO focused on hunting and farming motions.
- Experience developing leaders and a strong passion for people management.
- Experience in head count management relevant to a comprehensive sales team. (Hunting/Farming/Solution Architects)
- Experience hosting round table sessions with new prospects and existing customers and within the channel community.
- Experience leading teams focused on multi-tower, LAN/WAN, Security, SDWAN, UCAA solutions based on a manage services approach and network/security assessments/readiness plans.
- Ability to develop relationships within the channel to align with the hunting and farming motion.
- Experience in disciplined funnel management, deal management, and weekly progression of funnels and deals to create a sales plan (booking, revenue inclusive of new revenue, renewals and converting legacy base to new solutions).
- Experience in executive alignment and discussion on bi-weekly basis: reviewing people development, funnel/deal progression, culture alignment and gap to plan discussion specific to sales/revenue/head count plan.
- Excellent presentation skills and a proven ability to speak masterfully and with confidence to business professionals at all levels in an organization and across multiple lines of business.
- Strong business, financial and technical acumen with an understanding of how businesses operate including key financial and business metrics.
- Personal characteristics for success include highly motivated, intelligent, capable, a multi-dimensional thinker who operates not only based on important past experiences but considering new approaches and developments that occur in the market; excellent management skills to grow and manage a diverse team of sales, support, and engineering personnel; penchant for data driven goal setting and measurement; natural sense of accountability and ability to hold others accountable to achieve goals.
- Sales aptitude, relationship building skills, technical bent of mind, application of a consultative sales approach within networking and telecommunications services.
- Experience in managing Elite and Enterprise level accounts, and growing talent to grow wallet share with customers.
- Executive level strategy, communication, execution, and presentation skills.
- 12 years professional level experience with 4-6 years supervisory experience; or 16 years professional level related experience with 4-6 years supervisory experience; or an equivalent combination of education and professional level related experience desired.
Our Benefits:
- Medical, Dental, Vision Insurance Plans
- 401K Plan
- Health & Flexible Savings Account
- Life and AD&D, Spousal Life, Child Life Insurance Plans
- Educational Assistance Plan
- Identity Theft, Legal, Auto & Home and Pet Insurance
- https://windstreambenefits.com
EEO Statement: Windstream is an equal opportunity employer. At Windstream, we celebrate the authenticity and uniqueness of our people and their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability and veteran status. The diverse voices of our employees fuel our innovation and our inclusive culture. Employment at Windstream is subject to post offer, pre-employment drug testing.