Role Summary
Reporting to the VP, Enterprise Sales, the Regional Sales Director, Enterprise Sales (RSD) is responsible for the strategic direction and business results of SEGRA’s enterprise sales team. This includes developing and implementing SEGRA commercial business strategy and GTM plans to aggressively grow new sales and billed revenue, as well as manage and increase revenue in the customer base. The RSD provides strategic input on product enhancements and new product requirements based on the needs of our enterprise markets and accounts. He/she drives necessary sales activity levels and opportunity qualification, and generates sufficient sales funnel volume to meet/exceed assigned sales revenue targets. The RSD is also responsible for recruiting “A Player” talent, maintaining full sales team headcount, and fostering a positive, motivational work environment that supports SEGRA’s core values.
Duties and Responsibilities
- Develop, lead, and implement commercial business strategy and GTM plans, help prioritize investments, and directly oversee commercial sales, account management and sales support functions.
- Execute GTM strategies to meet/exceed monthly targets for new customer acquisition and new sales revenue.
- Meet/exceed targets for revenue retention and customer contract renewals to maintain and grow the enterprise revenue base.
- Accurately forecast and deliver on monthly and quarterly booked sales commitments through effective sales activity management, opportunity qualification, and sales funnel management.
- Host weekly staff meetings and recurring one-on-one meetings with direct reports to discuss monthly forecasts, top opportunities, sales strategy, business results, key challenges, etc.
- Attend company and industry events to promote awareness and interest in the SEGRA brand.
- Operate as a “selling sales leader” who regularly participates in meetings and calls with customers and prospects.
- Encourage sales team members using a positive, motivational approach and recognize them for their achievements when appropriate.
- Assess individual sales team member strengths and opportunities for development and provide coaching/mentoring for ongoing sales and territory management skills improvement.
- Communicate standards for sales activity and performance, monitor and manage sales activity levels, and link sales activities with sales funnel volume and business results.
- Work with sales training team to identify opportunities for sales and product training to help improve sales effectiveness and increase sales productivity.
- Retain high-performing sales team members and proactively recruit top sales talent to maintain full sales team headcount.
- Interface with various groups within SEGRA to help improve the overall sales process and drive strategic initiatives for the sales team.
- Partner effectively with other SEGRA business functions to maintain cross-functional alignment and provide support to help achieve key business objectives.
Duties and Responsibilities - Continued
- Communicate customer requirements for new products and product enhancements to help increase enterprise market penetration and improve customer satisfaction.
- Partner with market Sales and Operations leaders to identify, prioritize and make joint decisions on future network investment and expansion opportunities.
- Support on-time service delivery by ensuring the sales organization sets realistic customer expectations and perform timely and effective hand-offs from pre-sales to post-sales organizations within SEGRA.
- Support Service Assurance activities on behalf of enterprise clients and in cooperation with Segra Service Assurance to provide a positive customer experience.
- Act as an executive point of contact for customer and sales team escalations and their timely resolution.
- Provide input on commission plan design and assist with commissions tracking and dispute resolution.
- Build and maintain a deep “community” of industry and customer contacts to help promote SEGRA and expand our base of business.
- Perform general management duties inherent in all senior-level leadership positions.
Personal Attributes
- Team player who operates with unquestioned integrity and business ethics.
- Eager to compete and overachieve with vision to identify and seize new business opportunities.
- Personally accountable for achieving results.
- High-energy leadership style that fosters a positive, motivational work environment.
- Multi-tasks and works effectively under pressure.
- Self-starter who leads by example and personal involvement.
- Excellent interpersonal and business communication skills.
- Demonstrated passion for service to others that results in meeting/exceeding expectations during personal interactions.
- Develops positive working relationships with a wide range of individuals as a spokesperson for SEGRA.
Qualifications
- 5+ years of high-performance sales team leadership experience in a telecommunications and cloud environment.
- Track record of sales leadership achievement and quantifiable success in the enterprise sector.
- Bachelor’s degree from an accredited four-year college is preferred.
- Strong business and financial acumen with a solid understanding of the economic drivers of enterprise businesses.
- Experience in a fast-paced, high-growth business environment.
- Served successfully in a transformational leadership capacity.
- Proven ability to develop and execute successful sales and GTM strategies to capture share and drive profitable growth.
- Demonstrated ability to attract, recruit and retain top sales talent and build high-performing sales teams.
- Possesses a robust network of trusted business relationships in the enterprise sector.
- Hubspot experience preferred
