VP, Channel Sales

GTT

15d•Remote

About The Position

GTT provides multinationals with a better way to reach the cloud through its suite of cloud networking services, including wide area networking, Internet, managed services and voice services. The company’s Tier 1 IP network, ranked in the top five worldwide, connects clients to any location in the world and any application in the cloud. GTT delivers an outstanding client experience by living its core values of simplicity, speed and agility. For more information on how GTT is redefining global communications, please visit www.gtt.net. Summary Reporting to the SVP Channel Sales, the VP of Channel Sales is responsible for the development and business results of a team of quota-carrying Channel Managers. Each CM is responsible for maintaining high activity standards, daily agent prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, Channel knowledge (masters and sub agents) adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture.

Requirements

8+ years of high performance Inside or outside sales management experience in a telecommunications and/or cloud telecommunications environment
8+ years working with Master and sub agents in Channel Sales
Proven track record of achieving measurable business results goals in a high transaction sales environment. Must demonstrate history of quantifiable success
Experience in a fast-paced, high growth business environment
Proficient in MS Word, MS Excel
Sales team hours can start as early as 8AM for the East Coast. Manager may be required to be “on call” from time to time before or after Manager’s core hours to assist their teams.

Responsibilities

Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets assigned.
Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
Must have deep relationships with Master and sub agents
Ensure consistent delivery of award-winning service, starting with initial contact, setting of realistic customer expectations, and taking responsibility for quick and effective hand-offs within GTT.
Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, manager understands that replacement personnel must already be hired, trained and ready to perform
Monitor and track Sales Representatives individual performance, strengths and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge
Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results.
Sales VP must be the most effective and skilled sales resource on the team. Ability to teach sales skills and track record of exceeding annual sales objectives are fundamental requirements.
Work with other GTT business functions to ensure effective customer hand-offs to support functions, and work to improve the effectiveness of cross-functional processes.
Work with Director of Sales Training to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity.
Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Account Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
Verify daily results, productivity measures, and assist with commission tracking.
Interface with various groups within GTT to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
Meet with each channel manager individually and at least weekly to review results, lessons learned, and areas for improvement. Uses this opportunity to coach Account Representative to increase results.
Candidate expected to understand the motivations and goals of each representative assigned. Manager demonstrates understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for the team.
Coach lowest performers for improvement. Directly Involved: Recognizes that leadership is through doing. Spends majority of time on calls with Account Representatives identifying areas of opportunity and coaching.
Comfortable operating in a high-growth environment where change is embraced and encouraged. Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Account Representatives are their responsibility. Manager understands the responsibility of knowing and demonstrating the key values of GTT in everything that he/she does.