Director of Enterprise Sales
Company: Frontier Communications
Location: Irving
Posted on: January 23, 2023
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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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