Director Enterprise Sales

About the position

Lightpath is one of the largest competitive local exchange carriers in the tri-state area. We own and operate our infrastructure 'from the ground up' by deploying over 20,000 route miles connecting 13,500 on-net/LIT buildings. With a strong portfolio of cutting edge solutions for Internet, WAN, Voice, SD-WAN, Security & Cloud services, we enable Enterprise customers of all sizes the ability to react to new challenges while developing best practices for the future. With Lightpath's continued focus on network excellence and a 'customer first' service commitment, we are building a workforce of the best talent that will meet the needs of our customers and reflect the diverse communities we serve. The Sales Director develops and ensures attainment of new sales/revenue and margin growth for enterprise accounts which contribute to the company's bottom line. The Sales Director is responsible for directing a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. The Sales Director, under direction of Sales VP, establishes plans and strategies to expand the customer base in the assigned area and contributes to the training development for the sales team. This position can be manager level depending on experience of the candidate.

Responsibilities

• Formulates account strategies to grow the business and the relationships within enterprise accounts.
• Develops new business opportunities with partner companies with complementary technology.
• Maximizes new Monthly Recurring Revenue from commercial accounts and retain existing customers.
• Utilizes Salesforce or other CRM as implemented.
• Builds a high-performance team. Hires and retains the right talent in the right roles, sets goals, delegates work, holds reports accountable, develops and empowers direct reports to make decisions and act.
• Demonstrates Company's values, maintains a positive open demeanor, encourages different points of view, moves team forward through change, provides timely information, communicates context for business decisions, recognizes accomplishments and fosters teamwork and collaboration.
• Develops and maintains account plans and detailed financial forecasts. Conducts accurate sales forecasts and achieves sales targets.
• Develops and executes sales plans such as sector strategies, hiring plans, management systems, and compensation plans.
• Oversees and participates in programs that ensure the attainment of expense objectives and, at times, will recommend programs to control and correct budget overruns.
• Owns several key sales support processes which may include opportunity and forecast management, the overall sales process, customer-prospect module management and sales certification.
• Supports and develops initiatives across sales and the company primarily focused on sales productivity and efficiency. Expands opportunities into untapped product portfolios and develops sales propositions.
• Works hand in hand with Sales Engineering on all deals.

Requirements

• College Degree required.
• Minimum of five (5) years sales leadership experience in the business services and enterprise sector of telecommunications.
• Minimum of eight (8) years sales experience, including sales management.
• Must have successful track record of sales achievement and sales leadership in directing a B2B sales force.
• Successful experience in driving regional and national business.
• Proficiency with Windows-based computer.
• Strong professional verbal and written communication skills.
• Ability to multi-task, prioritize and organize effectively.
• Strong people and relationship management skills.
• Strong mathematical and analytical skills.
• Demonstrated strong presentation and sales skills.
• Valid state driver's license and a good driving record required.
• Creative and flexible with a positive attitude.
• Must possess broad knowledge of telecommunications, along with strong understanding of voice, video and data.
• Proven ability to establish and maintain senior level customer relationships.