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Director of Enterprise Sales

Company: Frontier Communications
Location: Irving
Posted on: January 23, 2023

Job Description:

OverviewThe Enterprise Sales Director is the foundation of Frontier Communications' success as an organization. As a sales leader, the Enterprise Sales Director is responsible for developing and supporting a team of Senior / Enterprise Account Executives across a defined sales region, charged with protecting and growing revenue performance with our largest and most complex Enterprise customers and select prospect accounts.To be successful, the Enterprise Sales Director helps the sales teams solve the business needs of customers by aligning those needs and objectives with Frontier solutions. The Enterprise Sales Directors have overall responsibility for all opportunities and customers assigned to their sales teams and are responsible for overseeing the coordination of resources and managing sales campaigns across the entire opportunity pipeline.Strategic Value of RoleHelp achieve Frontier's ambition to create a premier sales organization by:Developing sales strategies and driving execution of defined strategies to achieve and exceed revenue goals in the assigned region/segmentSetting aspirational goals, providing leadership to the team, and driving tactical implementationDeveloping a team that fosters a high-performance environment, utilizes best in class sales practices, and emphasizes employee growth and developmentCoaching team to create high quality performers that will be considered for future leadership roles within FrontierModeling trusted advisor behavior by being knowledgeable about customers' business needs, and issues, and the latest information and communication technology trends and solutionsTeaching Senior / Enterprise Account Executives how to execute consultative, team-based sales on the latest Managed Services and Cloud IT solutionsDevelop strong customer loyalty within current accounts to help cross-sell and up-sell opportunities for team, along with creating a strong referral networkLead the development of strategic account plans for top accounts, and ensure consistent execution of those plansDeveloping C Level Customer RelationshipsHow does the Enterprise Sales Director generate value for customers?Through a consultative discovery and sales process, gain a deep understanding of the customer's or prospect's processes and problemsEnsure the right questions are being asked and answeredReviewing proposals created by the sales team to be sure they have identified the right solution(s) to meet the customer's needsJustify all investments through compelling and customer-focused business casesDevelop the sales team to be in the position to instinctively know how to provide relevant insights to the customerWhat makes a great Enterprise Sales Director?Customer Focused: Develops uniquely strong customer loyalty resulting in low-to-no customer attritionSales Management: Expert understanding of proven sales methodologies and ability to ensure consistent execution by sales teamTechnical Knowledge: Acquires skills that will translate to identifying the customer solution(s)Leadership: Established track record in building and leading high performing sales teamsStrategic: Able to help sales team create well-thought-out account plans, leveraging industry vertical insights and link solutions to the customer strategyCommunication Skills: A strong communicator, able to rally the sales team as well as cross-functional peers and executives to execute sales strategiesTalent Management: Attracts top talent within the organization, assesses talent at all stages in a candidate lifecycle and effective onboarding oversightCoach: Ensures ongoing development and growth of team and their related successesDomain Expertise: Ensures that team becomes students of the industry and helps team to understand changing marketplace conditions and new productsCareer PathAdvancement within Frontier sales leadership organizationWhy consider this role?Contribute as a leader of a world-class sales organization who is a leader in their marketsDevelop and mentor a world class sales teamBecome a key member of the communities your teams sell to in the region through your participation in community activitiesExperience income and career growth potential within a multi-billion-dollar company which continues to growWork with highly motivated sales, marketing, product, and engineer leaders to deliver high quality solutions to your customersSell a broad portfolio of products and solutions that are constantly being upgraded and improved and where new products are being releasedResponsibilitiesAs Enterprise Sales Director, you will develop and mentor a high performing sales team of approximately 5-8 Senior / Enterprise Account Executives and lead them as they create and progress sales opportunities to closed-won deals. You will also help the Senior / Enterprise Account Executives prioritize accounts, develop vertical expertise, review and guide materials for presentations, facilitate internal collaboration, and accompany the Senior / Enterprise Account Executives in customer meetings.Responsible for the talent management aspect of the sales team. This includes working with HR throughout the sourcing, assessment, selection and onboarding phasesOngoing coaching of the team to allow each Senior / Enterprise Account Executive to meet or exceed her/his sales goals and put each in a position for advancement within FrontierAssist in creating an environment of teamwork and continuous improvementMaintain a strong activities/KPI management/account planning focus on your sales teamDrive revenue growth through the sales of Frontier's products, services and solutionsLeverage your sales expertise and lead by example to ensure Frontier is creating business value for customers:Coach Senior / Enterprise Account Executives to surface customer needs and effectively understand and respond to customer objectionsEnsuring the right questions are being asked and answeredReviewing proposals created by the sales team to be sure they have identified the right solution(s) to meet the customer's needsDevelop the sales team to be in the position to instinctively know how to provide relevant insights to the customerConnect client's business objectives with Frontier offerings and solutionsApply both tactical and strategic go to market models aimed at growing the customer baseAssist the customer in maximizing the return of their investment with FrontierBe proactive in all aspects of opportunity developmentBuild and expand executive-level relationships with the decision makers in customer and prospective accountsEstablish yourself as a 'Trusted Advisor' to the prospect or customerBe a leader within the Frontier organization by:Collaborating with peers and management around ways to continually improve the sales organizationBringing net new and innovative ideas to the both internal team and the customerDemonstrating a commitment to excellence (i.e. strong business acumen)Partnering with other sales resources and additional pre-sales engagement members to align goals and ensure ongoing refinementThe Enterprise Sales Director reports to a VP/RVP of SalesRequirementsProactive in adopting sales best practices and a leader in process adherenceStrong business acumen and able to synthesize information to formulate sales strategiesAbility to get customers involved in creating business cases and value propositionsComfortable speaking with C-suite about financial metrics, calculations and assumptions in business caseDemonstrates market and industry knowledge and recognizes changing market trendsAbility to create strong customer loyaltyExcellent objection handling and contract negotiating skillsAbility to oversee talent development programs and effortsDemonstrates the ability to link corporate strategic goals to customer facing solutionsDriven to invest time in knowledge acquisition and problem solving that can be applied in a professional contextCan readily speak to variety of subject relating to Frontier, the industry, or solution value propositionsStrong collaboration skills and ability to work alongside multiple team membersProven record of meeting/exceeding established goalsStrong program management skillsExcellent written and verbal communication skillsExcellent presentation skillsHighly resourceful when need to overcome barriers and objectionsAbility to communicate with all levels within customer/prospect's organizationAbility to communicate and present to Frontier senior leadership as required10+ years previous experience managing sales teams10+ years of experience working in the telecommunications (ILEC, CLEC, wireless or cable), IT or Managed Services Industry in a B2B sales environmentApplicants must have BA/BS degree from four-year College or university, MBA PreferredCandidate must have a valid State driver's license and clean driving record.

Keywords: Frontier Communications, Irving , Director of Enterprise Sales, Executive , Irving, Texas

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