Senior Director/Director of Enterprise Sales

Alaska Communications•Anchorage, AK

9d•$130,725 - $178,707

About The Position

At Alaska Communications, this self-directed business and organizational leadership role develops and manages Business sales activities to meet company sales objectives, improve continuity and consistency in sales operations, and drive revenue. The position introduces sales strategies, tactics, and analytics informed by market intelligence and data, and leads corporate strategy initiatives involving additional programs, partnerships, and potential mergers, acquisitions, or joint ventures. The role provides strategic direction to the Enterprise department, builds customer relationships and sales opportunities, supports strategic planning and competitive positioning, and develops business cases for senior leadership. It also oversees strategic responses to key corporate RFPs, sales training, forecasting and budgeting processes, reporting initiatives, and sales compensation plan administration. The position works across Product, Marketing, Service Delivery, Operations, Finance, Accounting, and Human Resources to develop offerings, improve the customer experience, and achieve revenue and profit objectives.

Requirements

Bachelor's degree in Marketing, Business Administration, Telecommunications, or another relevant field; equivalent education, experience, and training may substitute year for year.
Ten years of sales experience, including a combination that includes five years in the telecommunications industry.
Demonstrable ability to develop account strategies, deliver effective proposals, and manage complex sales cycles.
Excellent business writing skills.
Demonstrated proficiency with Microsoft Office, including Word, Excel, PowerPoint, and Outlook.
Strong oral and written communication and interpersonal skills, including the ability to prepare and deliver detailed plans and proposals, develop work plans, report project status, represent a team, and coordinate issue identification and resolution.
Ability to understand sales and telecommunications business processes, related metrics, process linkages, and supporting systems.
Ability to meet deadlines and commitments, lead execution across an organization, matrix-manage effectively, and secure strong performers for a team.
Ability to make decisions and take action to solve problems or reach goals; act assertively; and demonstrate honesty and integrity.
Customer-centric approach and ability to understand customer business challenges and opportunities and communicate them internally to support telecom solutions.

Nice To Haves

Master’s degree in Marketing, Business Administration, Telecommunications, or another relevant field.
Five years of experience responding to formal RFPs or bids.
Five years in a leadership, management, or supervisory role.
Knowledge of telephone terminology and plant operation.
Knowledge of product life cycles, resource management, content management, and configuration management.
At least five years of experience across diverse telecommunications areas, including IT and professional services, wireless, local or long-distance service, internet, Ethernet and MPLS, satellite communications, and cable television.

Responsibilities

Lead and provide strategic direction to all members of the Enterprise department.
Build customer relationships and develop sales opportunities from strategy through execution, including new sales channels, customer segments, and strategic accounts.
Gather, analyze, and share information from internal and external sources to inform strategic decisions and produce dashboards, metrics, and insights.
Implement initiatives to address competitive threats and capitalize on opportunity markets; participate in strategic planning with senior management and recommend future actions.
Develop short- and long-term business cases for strategic sales opportunities for senior leadership.
Oversee strategic responses to key corporate Requests for Proposals (RFPs).
Work with Product, Marketing, Service Delivery, and Operations to identify, analyze, and develop products and services to grow the business.
Provide company-wide market intelligence and feedback on ways to improve the customer experience.
Maintain a deep understanding of the customer value generated by the Enterprise product line.
Lead large strategic projects affecting the Enterprise sales team.
Coordinate with senior sales management to develop competitive analyses, proposal templates, contract processes, and agreements.
Provide training to Enterprise sales teams on consultative selling, industry and technology, competitors, and other topics needed to meet revenue and profit objectives.
Under the guidance of Financial Planning & Analysis, design, implement, and manage Enterprise and Carrier Sales forecasting, planning, and budgeting processes.
Ensure sales reports and internal intelligence are provided to the sales organization; develop reporting tools and coordinate efficient, accurate sales-force reporting.
Oversee sales compensation plan administration, establish its rules, policies, and procedures, and coordinate resources and processes with Accounting, Finance, and Human Resources.