Regional Service Sales Manager

at  AVISPL

Description:
AVI-SPL is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.
our highly trained team works hand-in-hand with organization’s worldwide – including more than 80% of Fortune 100 companies so if you’re looking for a business that can offer you real career opportunity and progression, get in touch today and let talk about how we can fast track your career!

ESSENTIAL DUTIES AND RESPONSIBILITIES

• In collaboration with local office sales leadership, achieve the region’s booking plan for Services by line of business (LOB). Provide sales leadership to realize the Attach Rate Value (ARV), % of Services, and Renewal Rate targets.
• Facilitate account-mapping and business planning with local office and regional sales leadership to identify current AVI-SPL Customers who are underserved by the Company’s service catalogue and represent the target profile for Service consumers.
• Drive new prospect account development activities in collaboration with regional and local sales management in which “ATTAIN” Customer accounts – those accounts that are not active AVI-SPL Customers but that represent strategic value to the Company – are identified to target with a Services-oriented solution approach. Ensure successful positioning of AVI-SPL Services within these target accounts.
• Evaluate Request for Proposal solicitations that AVI-SPL is invited to participate in and that center on platform-oriented and / or multi-element and enterprise Services engagements. When determined appropriate, assign, and participate in the development and presentation of strategies necessary to properly position AVI-SPL within these opportunities in a creative and differentiated fashion.
• Directly manage the staffing, development, and performance of the dedicated Service Sales team.
• Facilitate the adoption of Service Renewal best practices such as account assignment, multi-year proposals and 90 days in advance delivery.
• Be a consistent source of thought leadership within the Unified Communications and Services arenas, and to be able to effectively articulate solutions for platform-oriented and / or multielement Services engagements as well as represent the value creation these solutions represent within specific Customer opportunities.
• Partner with service operations to best leverage data and insights from the ServiceNow platform to improve customer touchpoints such as service value proposition discussions and regular service review sessions.
• Work closely with regional and front-line sales management on the UCC and service learning and development sales enablement initiatives including training modules, badging and playbooks. • Collaborate with presales support engagement that drives the desired outcomes. Identify and execute improvements where applicable.
• Provide detailed and accurate sales forecasting and measure key performance indicators including success metrics.
• Partner with Service Offering Development to identify, build supporting business models for, bring to market, and manage the lifecycle of industry-leading audio visual and collaboration Service solutions that differentiate AVI-SPL in the market and create value for the business.
• Collaborate with Product Management and corporate marketing to co-develop externally facing collateral including but not limited to success stories, white papers, references, presentations templates, fact sheets, value justification and calculation tools, or verticalized content, tailored for the different phases of the Customer’s journey and different buyer roles.
• Develop strong relationships with key Customer stakeholders to ensure AVI-SPL maintains a favorable position and that the desired value proposition is being provided.

As a business we aim to help every one of our employees achieve their potential, So if you are looking to become the best in what you do, AVI-SPL is the right place for you to call home. That being said, for this role, you are going to need a few fundamental skills to allow us to really drive your career forward.

• Expertise in sales management disciplines – planning, assessing performance, providing feedback and getting results
• Capability to demonstrate the sales skills and behaviors required for success related to growing existing accounts and/or acquiring new business, with the ability to qualify opportunities and identify unique customer needs while proficiently managing all phases of the sales process.
• Must have strong teamwork skills to operate in a team selling environment to new and existing customers
• Ideal candidate should have excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders
• Self-starter capable of working independently and ensuring to meet deadlines
• Proven ability to contribute to new business development, prospecting, building account plans and responding to proposals
• Demonstrate effective negotiation and closing techniques
• Solid business / problem solving skills with the focus on customer service (internally and externally