Senior Director/Director of Enterprise Sales

Alantra•Anchorage, AK

About The Position

At Alaska Communications, team members are expected to put the team first, focus on customers, demonstrate a can-do attitude, own results, and act with integrity. The company cannot support remote international applicants or routinely sponsor work visas. The compensation range is $130,725.00–$178,707.00. The Senior Director/Director of Enterprise Sales develops and manages business sales activities to meet company sales objectives, improve continuity and consistency in sales operations, and drive revenue. The role introduces sales strategies, tactics, and analytics informed by market intelligence and data for customer-facing employees. It also leads corporate strategy initiatives involving additional programs, partnerships, and potential mergers and acquisitions or joint ventures. This is a self-directed position requiring strong business and organizational leadership and the ability to lead across the company. The position leads the Enterprise department, develops customer relationships and sales opportunities, and uses internal and external quantitative and qualitative data to support strategic decisions. It works with senior management and cross-functional departments to identify market opportunities, respond to threats, develop products and services, and plan strategic sales initiatives. The role also oversees sales forecasting, planning, budgeting, reporting, training, and compensation-plan administration for Enterprise and Carrier Sales.

Requirements

Bachelor’s degree in Marketing, Business Administration, Telecommunications, or another relevant field; equivalent education, experience, and training may be substituted 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.
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 and/or long-distance service, internet, Ethernet and MPLS, satellite communications, and cable television.
Demonstrated proficiency with Microsoft Office, including Word, Excel, PowerPoint, and Outlook.
Excellent oral and written communication skills, including the ability to prepare and deliver detailed plans and proposals.
Ability to develop work plans, collaborate as a team member, report project status, represent the team in meetings or with clients, and coordinate issue identification and resolution between clients and development teams.
Understanding of business processes, the sales process and its metrics, key telecommunications processes, and the links among processes and supporting systems.
Ability to meet deadlines and commitments and drive organizational delivery.
Ability to lead personally and financially, manage schedules and quality, matrix-manage, earn organizational respect, and secure strong performers.
Ability to make decisions or take action to solve problems or reach goals; act assertively and confidently; and demonstrate honesty and integrity.

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.

Responsibilities

Lead and provide strategic direction to all members of the Enterprise department.
Build customer relationships and develop new sales opportunities, including sales channels, customer segments, and strategic accounts, from strategy through execution.
Gather, analyze, and disseminate information to support strategic decisions; use internal and external data to produce dashboards, metrics, and insights.
Implement initiatives to minimize competitive threats and capitalize on opportunity markets.
Participate in strategic planning with senior management on competitiveness and recommend future courses of action.
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 improving the customer experience.
Understand 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, competitor offerings and sales tactics, and other company needs.
Under guidance of Financial Planning & Analysis, design, implement, and manage Enterprise and Carrier Sales forecasting, planning, and budgeting processes.
Ensure sales reports and other internal intelligence are provided to the sales organization, develop reporting tools as needed, and coordinate accurate sales-force reporting.
Oversee sales compensation plan administration, establish program rules and procedures, assign adequate resources, and work with Accounting, Finance, and Human Resources on related policies and procedures.