UCC Sales Specialist

Job content

• To develop, support and execute the new business acquisition strategy of Exponential-e UCC Sales ensuring achievement of all assigned margin, revenue and contract value targets
• Sales role focused on driving new business growth in UCC solutions. It’s an overlay position enhancing the sales teams with a higher level of knowledge & expertise
• Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators
• Act as an UCC evangelist within the sales floor

Primary product focus areas:

• 2.0/3.0 services e.g. UCC and Voice Services

Key responsibilities for this job:

• Achieve and exceed margin, contract value, and revenue targets
• Deliver against key performance indicators and objectives
• Develop and execute short, medium and long term business plans to exceed targets
• Provide support to the Sales teams (direct and channel) on UCC opportunities (SIP Trunking, Voice minutes, Hosted PBX, Unified Communications, Video Conferencing, Collaboration services..)
• Build and maintain a solid and robustly qualified pipeline of sales opportunities within target markets growing to a level of 3x target coverage (net new and overlay)
• Forecast monthly and quarterly sales achievement within accuracy of +/- 10%
• Religiously maintain opportunity pipeline and deal positions on CRM (Salesforce)
• Develop strategy with the Heads of, produce win-plans and support on executing on major deals
• Define target list (existing/cross sell/up sell & new logos) and support engagement of suspects based on clearly defined criteria
• Build and maintain a UCC opportunity matrix for existing accounts and drive specific campaigns to target them
• Develop an in-depth knowledge of the factors impacting the business
• Work with the sales team to generate strong relationships with senior executives within customers / partners / prospects
• Develop and sustain network of contacts and key individuals within assigned verticals and target market arena
• Identify and develop opportunities for strategic step-change revenue growth
• Support responses to tenders, RFI’s, RFPs, and other response formats
• Build and provide clear support to virtual teams in pursuit of major business opportunities
• Understand and be able to articulate deal level P&Ls
• Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions
• Complete monthly reports and other administrative requirements to quality standards and required timeframes
• Any other fair and reasonable task or duty assigned to you by your Manager, or other senior Exponential-e Ltd staff member

Knowledge and experience required:

• Previous UCC / Voice sales experience of at least 3 years in a similar role
• Extensive experience within the UCC / voice /PBX / collaboration services and other services
• Experience in developing business in assigned industry verticals
• Strong understanding of technology application in the Hosting, WAN, Cloud, UC and Voice arenas
• Able to demonstrate strong commercial understanding and business acumen
• Strong sales skills (prospecting, qualifying, campaign management)
• Detailed understanding of sales process and demonstration of world class sales rigour
• Proven track record of identifying, developing and closing major opportunities
• Proven and consistent track record of target over-achievement
• Excellent networking ability and natural communication style
• Excellent communicator with strong presentation, numeracy and written skills
• Strong problem solving abilities; able to facilitate discussions and outcomes
• Able to travel within designated territory and able to work with the minimum of supervision
• Microsoft Suite (Excel, Word, Email, Access, Power Point)
• Salesforce CRM experience advantageous but not essential
• Degree level education advantageous, but track record of success in aligned career of higher importance

Personal Characteristics:

• High energy, positive, and achievement driven with passion for success
• Committed to taking personal ownership and responsibility
• Confident and empathic individual with ability to build rapport with team, clients and internally to C level
• Customer focused with passion for delivery of excellent service
• Analytical thinker, with structured approach to resolving issues
• Able to work with minimal supervision but also to contribute to team goals
• Committed to ongoing learning and personal development
• Flexible work ethic

Job Types: Full-time, Permanent