Sales Director

2 days ago

Boston MA United States MBR Partners Full time

Our client, a high-growth, mid-sized, Telecoms software business supplying a complex portfolio of OSS / BSS solutions (billing, self-service, interconnect, inventory, charging etc.), is looking to expand its North American business and is seeking a highly motivated individual with the drive to deliver and develop our client's North American business.

As sales lead, you will use your existing operator contacts in the region, your networks, and events and outbound campaigning team to build a pipeline. This will be supported initially by an SDR-based US presales team in London, with the plan to grow those functions in these new territories as the quantity of opportunities dictates.

Principal Activities:
  1. Attending trade shows and events
  2. Lead development
  3. Solution selling
  4. Participate in or ideally lead functional presentations and workshops
  5. Commercial awareness, involvement in bid preparation
  6. Pipeline management and reporting
  7. Working with the existing Presales team to deliver software demonstrations
  8. Over time building a new sales team presence in the new region
Experience Required:
  1. Familiarity with BSS and/or OSS applications used in support of a Telecommunications Operator’s business. This familiarity must be demonstrated to enable appreciation of the Customer’s usage of the system and of their changing requirements.
  2. Competence with standard MS Office applications and an awareness of project management techniques.
  3. Taking account of new information or changed circumstances and modifying understanding of a problem or situation accordingly.
  4. Retaining objectivity and proper understanding of a problem or situation when placed under conditions of stress.
  5. Maintaining focus on agreed objectives and deliverables whatever the circumstances.
  6. Keeping commercial aspects continually in mind when taking actions or making decisions.
  7. Understanding the needs of the internal or external customer and keeping them in mind when taking actions or making decisions.
  8. Taking innovative approaches to problem solving and devising inventive and creative solutions.
  9. Understanding the hierarchy and culture of customer organisations and being able to identify the decision makers and influencers.
  10. Influencing and persuading others to take a specific course of action when there is no direct line of command or control.
  11. Checking progress against targets, reporting as necessary and taking action to resolve exceptions.
  12. Managing multiple customers of varying size (from Tier 1 to Tier 3 operators) and manage multiple opportunities simultaneously and effectively.

The role requires approximately 40% travel consisting of short trips (usually one or two days), often at short notice, across the regional territory.

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