UC and CX Sales Overlay Executive

Job Description

Overall purpose of the job:

• To support and execute the new business acquisition strategy of Exponential-e UC & CX Sales ensuring achievement of all assigned margin, revenue and contract value targets  
• Generating new opportunities through highly targeted outbound prospecting campaigns
• Drive outbound engagement to develop pipeline, engage with customers and close opportunities
• Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators
• Focused sales approach to closing month on month transactional business
• Drive Channel focus around portfolio across partner community 
• Act as a UC & CX evangelist within the sales floor 

Key responsibilities for this job:

• Develop and execute short, medium and long-term relationships to exceed targets 
• Achieve and exceed margin, contract value, and revenue targets 
• Deliver against key performance indicators and objectives 
• Build clear relationships and trust within virtual teams in pursuit of business opportunities 
• Work with sales teams to formulate and complete client presentations to an exceptional standard 
• 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) 
• Provide support to the Sales teams and other Overlay specialists (direct and channel) on UC & CC opportunities (Collaboration, Unified Communications, Contact Centre, Video Conferencing and Peripheral services) 
• Communicate and partner with technical presales to ensure customer outcomes are defined and delivered
• Forecast monthly and quarterly sales achievement within accuracy of +/- 10% 
• Religiously maintain opportunity pipeline and deal positions on CRM (Salesforce) 
• Define target list (existing/cross sell/up sell & new logos) and support engagement of suspects based on clearly defined criteria 
• Build and maintain a UC & CC opportunity matrix for existing accounts and drive specific campaigns to target them 
• Develop an in-depth knowledge of the factors impacting the business and key go to market products and services 
• 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  
• Attend industry events 
• Deliver inhouse workshops to wider sales teams around technology and commercially focused benefits to customers  
• Support responses to tenders, RFI’s, RFPs, and other response formats 
• 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 

Primary product focus areas:

• Unified Communications & Collaboration, Microsoft modern workplace experience/Zoom
• Contact Centre solutions – Omni channel, WEM, AI & Automation, Solutions Integrator 
• Complimentary value-added services such as Compliance and Analytics platforms 
• SIP Telco services 

Knowledge and experience required: 

• Successful track record in business development, internal and outbound sales
• Sales individual with a clear focus on Contact Centre & Unified Communications and outcome-based selling within a fast-growing cloud market 
• Proven track record of engagement with businesses to help uncover opportunities for disruption and innovation, through onsite discovery, thought leadership and trusted advisory. 
• Experience personally selling and closing solutions to SME and Mid-Market 
• UC & CC and Voice sales experience 
• Experience within the UC & CC / Voice / PBX / Collaboration and other services 
• An understanding of other technologies within Public and Private Cloud, WAN, LAN and Security 
• Able to demonstrate strong commercial understanding and business acumen 
• Strong sales skills (prospecting, qualifying, outbound campaign management) 
• Understanding of sales process and demonstration of sales rigor 
• Proven track record of identifying, developing and closing 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) 

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, customers and new clients
• 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 

Desirable knowledge and experience: 

• Salesforce CRM experience 
• Degree level education advantageous, but a track record of success in aligned career of higher importance