Sr. Manager, Enterprise Business Development

At Alaska Communications, we’re committed to putting our team first, always being customer focused, having a can-do attitude, owning our results and always acting with integrity. This is what we hire for and what our team members exhibit each day. Want to make an impact with us?

POSITION SUMMARY

The Senior Manager of Enterprise Business Development will drive significant new MRC and new NRC sales, and retention results by focusing on developing strong partnerships within assigned opportunities to drive profitable revenue growth for Alaska Communications. Achieving Alaska Communications' revenue and margin targets for all Enterprise services by developing and managing sales opportunities will be the primary focus for this role. This position is expected to be largely a senior and self-directed individual contributor role, with strong competencies in serving as business and organizational sales leader with the ability to lead across the company and between the company and outside firms.

This position must have an innovative mindset that enables them to come up with unique ideas to elevate company sales. This position must have a passion for their industry staying up to date on new industry trends in support of Alaska Communications sales growth. The candidate should have excellent interpersonal communication that allows them to speak with clients, upper management and lower-level company employees accordingly.

ESSENTIAL FUNCTIONS

Achieve Sales and retention targets through:

• Responsible for meeting and exceeding the revenue and margin objectives as outlined by the corporate business direction.

• Build deep tenured relationships in each assigned organization by taking the view that you work for your customer and having a deep understanding of the customer's business, operations, and strategic and tactical priorities.

• Be a most passionate advocate for your customers in Alaska Communications.

• Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.

• Create strategic sales / revenue opportunities with selected customers using a deep understanding of how technology can drive value in transforming customer operations / business combined with a deep knowledge of Alaska Communications products and services.

• Own / manage the development of the above relationships, the contractual arrangements, the achievement of performance and sales goals for the assigned accounts and protect the total revenue base as an on-going relationship management function.

• Gather information from customers and competitors to deliver actionable data to Alaska Communications company executives, sales leadership, marketing, product, and other stakeholders departments

• Provide regular, concise, value-added market intelligence to the entire company to allow Alaska Communications a competitive edge on market competitors.  Track industry and government trends, product segment growth, and market share. Prioritize engineering development and promotional projects for individual product lines.  Manage product/ services line direction through an ongoing assessment of current products, pricing, and position; systematically develop and evaluate opportunities for new products/ services; and identify new target markets (jointly with industry marketing) and related strategies.

• Coordinate effectively with Service Delivery, Operations, Billing, and other cross-functional units within the company, ensuring excellent customer experience, to include smooth operational support, for assigned customers.

POSITION QUALIFICATIONS

Competency Statement(s)

• Customer Centricity - An attitude of customer as the key to success and keeping the customer's interests paramount. Able to speak about the customer's business challenges and opportunities in a specific manner and if relevant, bringing that information into ACS so that telecom solution sets can be developed and then presented back to the customer.

• Business and Process Leadership - Understanding business processes: a keen understanding of the sales process and associated metrics and measurement. A keen understanding of key telco processes (sales/service, ordering/service delivery, billing, customer support) and the ability to map processes and understand inter-linkages to each other and to the systems that support the processes.

• Technology Understanding and Expertise - Big picture view of telecom networks (Ethernet, IP, SONET, switching, wireless, microwave, satellite), the technologies, process and systems used to engineer, design, build and operate such networks. More importantly, understanding the technological trends that are of importance to your customers and having the skills to serve as a trusted advisor to customers in the technology space.

• Self-Directed / Cross-Functional Leader - Ability to perform in a self-directed manner, with the ability to lead cross functional teams as necessary. One who recognizes the importance of the circle of influence in driving organizational accomplishment.

• Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.

• Execution Discipline - Ability to meet commitments - A strong commitment to meeting deadlines and commitments and driving the organization to deliver on such commitments. Personal leadership - Demonstrate personal leadership in all aspects of work, lead by example, and demonstrate strong personal accountability and ownership. Stay focused on the end game - and managing all dials to get to the desired outcomes.

Education: Bachelor’s degree in business management, sales and marketing, or another related field. Equivalent combination of training and experience may be substituted for degree requirement on a year for year basis.
 

Experience: Minimum of (6) years of progressive Sales experience, of which at least two (2) years were in the telecommunications industry and two (2) years in a channel development capacity. Experience must result in demonstrable ability to develop account strategies, train employees, effectively manage sales employee performance, develop and deliver effective proposals and manage complex sales cycles. Experience in responding to formal RFP`s or bids. Equivalent education and training may be substituted for experience on a year-to-year basis.

We hope you’ll join us as we change lives through technology.