Sales Director, CSP & NEP IRC277441

Description As the Communications & Network Equipment Provider region sales lead for Europe, you will generate business with new prospects, manage and grow existing accounts, and actively pursue relationships. You will be responsible for delivering year over year profitable net revenue growth and new sales. This role will report into the VP & Head of Communications & Network.

Providers for Europe work collaboratively with the respective leads from sales and delivery for NEP & CSP globally.

Responsibilities

• Understand the client's business issues, needs, and C-level priorities, including external market pressure.
• Maintain a deep understanding of the client's current business operations, including market positioning, products and services, organization structure and operations.
• Develop and maintain (i.e., on a monthly basis) an account-plan that maps GlobalLogic offerings to the client's needs and how GlobalLogic services can help the client achieve its objectives.
• Drive the execution of the account-plan both internally and externally, including pulling together the appropriate internal resources to create and present proactive proposals, responding to requests for proposals, and ensuring that GlobalLogic's proposals bring to bear the best GlobalLogic thinking and are aligned to meet the client's needs.
• Collaborate with other parts of GlobalLogic and other 3rd party vendors, if appropriate, to develop proposals that meet customer needs, identify buyer values, orchestrate the end-to-end sales process, and perform necessary actions to significantly improve the chances of closing opportunities.
• Develop and maintain a relationship map identifying client stakeholders, reporting relationships, existing relationship status, and the GlobalLogic resources responsible for each relationship; and orchestrate relationship development activities across the account.
• Understand GlobalLogic's service offerings, industry solutions, and case studies, and be able to share these as appropriate, including articulating GlobalLogic's corresponding value proposition.
• Understand the broader vendor ecosystem that serves the client, and establish and maintain mutually beneficial relationships with select vendors.
• Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions.
• Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast.

Expectations

• Grow net revenue quarter over quarter, delivering year over year net revenue growth that is greater than (or equal to) GlobalLogic's overall year over year net revenue growth objective.
• Experience and well-developed relationship with CSPs. Generate and maintain a qualified pipeline of opportunities that is 2-3x greater than the overall net revenue target, including net new and renewals/extensions.
• Work collaboratively with GlobalLogic practices to identify each practice area's applicability to the client and prospects and, if applicable, proactively develop conceptual proposals and jointly explore.
• Help create and foster an inclusive, one-team culture and ensure that GlobalLogic brings the best of GlobalLogic to the client and prospects.
• Actively seek input, guidance and coaching from peers, and regional and BU leadership.
• Continuously question existing ways of working, including engagement and commercial models, relentlessly seeking new ways to help clients achieve their objectives.
• Proactively (and aggressively) pursue new relationships and business opportunities.

Qualifications

• Experience in selling Digital Engineering / IT Consulting services, preferably in the Communications Service provider industry.
• Proven experience in growing an account significantly.
• Proven experience building a portfolio of clients within the CSP/NEP industries.
• Proven experience independently running the entire sales cycle from start to finish and being responsible for sales, revenue and profitability of an account.
• Deep industry domain knowledge that is relevant and credible across the client C-suite.
• Demonstrated ability to proactively generate demand.
• Consultative sales experience targeting relevant business areas to help them think differently to realize their goals.
• Successful in finding and uncovering opportunities with net new and existing business areas, via creative prospecting tactics and account-based marketing.
• Consistent track record of using a repeatable sales process for successful deal finding, engaging, running and closing.
• Highly motivated and professional, with excellent communication, presentation and social skills.
• A rational, logical and analytical thinker.
• Strong technical aptitude and passionate about technology sales.
• Excellent listening skills with the ability to prioritize and complete multiple tasks to meet deadlines.
• Self-starter able to work independently, while at the same time, inclusive, open and highly collaborative.
• Willingness and desire to learn new things and ways to be more efficient and effective.
• Excellent conflict resolution skills.

Requirements Qualifications

• Experience in selling Digital Engineering / IT Consulting services, preferably in the Communications Service provider industry.
• Proven experience in growing an account significantly.
• Proven experience building a portfolio of clients within the CSP/NEP industries.
• Proven experience independently running the entire sales cycle from start to finish and being responsible for sales, revenue and profitability of an account.
• Deep industry domain knowledge that is relevant and credible across the client C-suite.
• Demonstrated ability to proactively generate demand.
• Consultative sales experience targeting relevant business areas to help them think differently to realize their goals.
• Successful in finding and uncovering opportunities with net new and existing business areas, via creative prospecting tactics and account-based marketing.
• Consistent track record of using a repeatable sales process for successful deal finding, engaging, running and closing.
• Highly motivated and professional, with excellent communication, presentation and social skills.
• A rational, logical and analytical thinker.
• Strong technical aptitude and passionate about technology sales.
• Excellent listening skills with the ability to prioritize and complete multiple tasks to meet deadlines.
• Self-starter able to work independently, while at the same time, inclusive, open and highly collaborative.
• Willingness and desire to learn new things and ways to be more efficient and effective.
• Excellent conflict resolution skills.

Job responsibilities

• Understand the client's business issues, needs, and C-level priorities, including external market pressure.
• Maintain a deep understanding of the client's current business operations, including market positioning, products and services, organization structure and operations
• Develop and maintain (i.e., on a monthly basis) an account-plan that maps GlobalLogic offerings to the client's needs and how GlobalLogic services can help the client achieve its objectives.
• Drive the execution of the account-plan both internally and externally, including pulling together the appropriate internal resources to create and present proactive proposals, responding to requests for proposals, and ensuring that GlobalLogic's proposals bring to bear the best GlobalLogic thinking and are aligned to meet the client's needs.
• Collaborate with other parts of GlobalLogic and other 3rd party vendors, if appropriate, to develop proposals that meet customer needs, identifying buyer values, orchestrating the end-to-end sales process, and performing necessary actions to significantly improve the chances of closing opportunities.
• each relationship; and orchestrate relationship development activities across the account.
• Understand GlobalLogic's service offerings, industry solutions, and case studies, and be able to share these as appropriate, including articulating GlobalLogic's corresponding value proposition.
• Understand the broader vendor ecosystem that serves the client, and establish and maintain mutually beneficial relationships with select vendors.
• Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions.
• Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast.

What we offer Culture of caring. At GlobalLogic, we prioritize a culture of caring. Across every region and department, at every level, we consistently put people first. From day one, you'll experience an inclusive culture of acceptance and belonging, where you'll have the chance to build meaningful connections with collaborative teammates, supportive managers, and compassionate leaders.

Learning and development. We are committed to your continuous learning and development. You'll learn and grow daily in an environment with many opportunities to try new things, sharpen your skills, and advance your career at GlobalLogic. With our Career Navigator tool as just one example, GlobalLogic offers a rich array of programs, training curricula, and hands-on opportunities to grow personally and professionally.

Interesting & meaningful work. GlobalLogic is known for engineering impact for and with clients around the world. As part of our team . click apply for full job details