Director of Sales - Telecommunications

MarketSource, an Allegis Group company, delivers integrated sales solutions by hiring, training, and managing industry-specific professionals who are empowered to create extraordinary customer experiences for many of the world’s most iconic brands. We design and execute sales and training solutions for small and large companies in the B2B and retail space. MarketSource is headquartered in Alpharetta, GA.

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Summary

The Director of Sales primary focus is selling new managed sales engagements to new enterprise clients.

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The Director of Sales will identify, develop, and close new business opportunities with enterprise companies within their assigned territory or vertical.

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The Director of Sales will possess the key skills, expertise, and experience to effectively prospect for new business, manage relationships, create value, provide competitive differentiation and consultative support in order develop and to close multimillion-dollar, multi-year enterprise-class service engagements.

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Essential Functions

• New Business Revenue Acquisition: Directly responsible for meeting and exceeding sales targets for new clients
• Contract Negotiation & Deal Structuring: Oversees the creation of agreements and ensures alignment with corporate financial goals
• Account Growth & Retention: Manages new client accounts, ensuring renewals, expansion, and upselling opportunities within account transition timeline
• Pipeline & Forecasting: Tracks and reports on the sales pipeline for multiple prospects and enterprise clients
• Sales Process Optimization: Ensures that sales methodologies and execution align with client expectation and corporate revenue goals
• Customer Relationship Management: Serves as a key liaison between enterprise clients and internal stakeholders to align sales efforts with customer expectations
• Strategic Partnership Management: Collaborates and partners with technology, advisory, consulting service providers in order to identify managed sales opportunities
• Sales Team Enablement: Leads, supports, and optimizes internal sales reps (BDR, AE) or teams working on behalf of enterprise clients
• Maintain an understanding of the company’s managed sales solutions and value proposition
• Understand prospects' and customers' core initiatives and business needs while aligning the company’s value proposition and managed sales solutions offerings

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• Develop and execute an individual sales strategy and tactical plans, including opportunity, pipeline, and revenue growth, that are aligned with the overall business unit's strategy and growth expectations
• Represent oneself as a MarketSource sales subject matter expert responsible for new business revenue, profitability, and expense management
• Partner with internal stakeholders to ensure opportunity development in adherence to MarketSource sales process
• Maintain a robust sales pipeline and achieve target pipeline conversation ratios and other opportunity management metrics
• Provide leadership, support, and updates to internal stakeholders that support MarketSource sales initiatives
• Utilize MarketSource's customer relationship management process to effectively and accurately manage sales territory, activity, and forecast
• Manage the documentation of best practices, case studies, and methodologies related to wins in the assigned market segment
• Manage client commitments and expectations, internally and externally

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Key Performance Indicators

• New Business Sales Revenue (Growth): Achievement of sales targets set by business unit
• Profitability Metrics: Customer Acquisition Cost (CAC) and program performance
• Quota Attainment: Percentage of sales meeting or exceeding targets
• New Enterprise Clients Acquisition: Number of new accounts acquired
• Pipeline & Forecasting: Accuracy in reporting on the sales pipeline for multiple enterprise clients including:
• Conversion Rates: Effectiveness of sales efforts in closing enterprise deals.
• Sales Cycle Efficiency: Speed at which deals move through the pipeline.
• Customer Retention & Expansion: Success in renewing and growing client accounts.

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Required Knowledge, Skills, and Abilities

• A "customer-first" mindset with a high "EQ" and "Executive Presence"
• Strong sales ability, problem-solving skills, and responsiveness
• Digital (virtual) sales and in-person presentation capabilities
• Energetic and positive communication, that engages, motivates and influences outcomes
• Operate in a high energy, quota-driven, and ever-evolving sales environment
• Multi-task, prioritize, and manage time effectively
• Adherence to activity reporting requirements
• Proficient in MS Office, digital sales and CRM applications
• Advanced understanding of indirect, direct, and multi-channel selling motions
• To identify, solicit, develop and close MarketSource managed services or BPO engagements
• Effectively develop and navigate executive business relationships
• Proficient in the use of MS Office and SFDC applications
• Advanced understanding of direct and indirect channel sales motions and strategy, specifically as it relates to Tech, Finance, Telco, Healthcare, and Manufacturing companies for assigned vertical accounts
• Executive Presence; effectively communicating with BOD, CSO, CRO, VP of Sales
• In-depth understanding of multi-channel sales strategy, specifically for enterprise companies, partner ecosystem and multi-tiered channel distribution
• Development and navigation of executive business relationships

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Job Requirements

• Bachelor’s degree in business administration, Marketing, related field, or equivalent experience, MBA a plus
• Ten (10+) years’ experience selling strategic, high-value, enterprise-class services
• Experience managing and closing large ($2.5M+) services engagements with enterprise companies
• Business Process Outsourcing (BPO) experience, a plus
• Travel required; frequency will increase based on assignment and experience in role