What are the responsibilities and job description for the Enterprise Sales Leader position at Ribbon Communications?
Position Summary:
Lead sales efforts to grow market share and new products in the Enterprise market by targeting large enterprises in designated regions/verticals.
- Serve as a player/coach experienced in complex voice and data solutions.
- Coach the sales team on managing opportunities, planning accounts, and growing vertical markets.
- Engage at multiple levels within an enterprise account, including C-level.
- Qualify new opportunities, present Ribbon solutions, develop proposals, respond to RFIs and RFPs, negotiate, and close deals.
- Represent Ribbon at trade shows and conferences; network to enhance Ribbon's industry presence.
- Maintain Salesforce forecasting and pipeline, submit regular reports and forecasts to management.
- Understand customer voice and data networks, data centers, and requirements to effectively position Ribbon solutions.
Ribbon's goal: sell the entire Ribbon Enterprise portfolio.
- Build business cases showing value and differentiation at all customer/prospect organization levels.
- Utilize support from Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams.
- Win deals through planning, preparation, and a consultative approach to solving business problems.
- Collaborate with your SE team, management, and Ribbon resources to ensure customer requirements are included in the roadmap.
- Use partners where appropriate.
- Prospect new vertical accounts in the region.
- Maintain an accurate Salesforce forecast for Sales Management and Sales Operations.
- Expect a fast-paced role with 40-50% travel.
Required Skills and Experience
- Possesses strong communication and presentation skills, with expertise in consultative and solution selling techniques, solid business acumen, and technical proficiency, along with superior negotiation abilities.
- Proficient in products such as Voice Application Server, WebRTC, Policy Routing, Session Border Controllers, CPE Access, Analytics, Advanced Security, Managed Services, IP-Routing, Optical switches, and routers.
- Experienced in sales with Original Equipment Manufacturers (OEMs) including Genband, ECI, Audiocodes, Cisco, Juniper, Dell, Avaya, Ciena, Adtran, Adva, Nokia, among others.
- Over 10 years of experience in direct sales to the Enterprise market in North America, preferably within at least two of the following sectors: Finance, Healthcare, SLED, Manufacturing, and Retail.
- In-depth knowledge of the Enterprise market, with the ability to effectively introduce Ribbon into at least 2-3 key Enterprise prospects.
- Demonstrated success in selling to the specified sectors, supported by recent achievements and examples.
- Solid understanding of Layer 2, Layer 3, VOIP, and UCX technology.
- Proven ability to establish rapport quickly and build trusted relationships with customers, accompanied by documented success stories.
- Exceptional sales track record in selling Voice (Session Border Controllers), IP, and Optical-based technology solutions and services.
- Strong team player with the desire to make a significant impact, possessing excellent communication and interpersonal skills.
- Experienced in selling at all organizational levels, both externally and internally.
- Results-driven, self-motivated industry professional.
Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
