Director Enterprise Sales

$150,000 - $150,000/Yr

Lightpath - White Plains, NY

Full-time - Senior

White Plains, NY

Personal and Laundry Services

About the position

Lightpath is one of the largest competitive local exchange carriers in the tri-state area, owning and operating its infrastructure from the ground up. With over 20,000 route miles connecting 13,500 on-net/LIT buildings, Lightpath offers a strong portfolio of cutting-edge solutions for Internet, WAN, Voice, SD-WAN, Security, and Cloud services. The company is committed to enabling enterprise customers of all sizes to react to new challenges while developing best practices for the future. With a continued focus on network excellence and a "customer first" service commitment, Lightpath is building a workforce of the best talent to meet the needs of its customers and reflect the diverse communities it serves. The Sales Director plays a crucial role in developing and ensuring the attainment of new sales, revenue, and margin growth for enterprise accounts, contributing significantly to the company's bottom line. This position is responsible for directing a sales team and providing leadership towards achieving maximum profitability and growth in alignment with the company's vision and values. Under the direction of the Sales VP, the Sales Director establishes plans and strategies to expand the customer base in the assigned area and contributes to the training and development of the sales team. The Sales Director formulates account strategies to grow the business and relationships within enterprise accounts, develops new business opportunities with partner companies that have complementary technology, and maximizes new Monthly Recurring Revenue from commercial accounts while retaining existing customers. Utilizing Salesforce or other CRM systems, the Sales Director builds a high-performance team by hiring and retaining the right talent, setting goals, delegating work, holding reports accountable, and empowering direct reports to make decisions and act. The role also involves developing and maintaining account plans and detailed financial forecasts, conducting accurate sales forecasts, and achieving sales targets. Additionally, the Sales Director oversees and participates in programs that ensure the attainment of expense objectives and recommends programs to control and correct budget overruns. This position owns several key sales support processes, including opportunity and forecast management, the overall sales process, customer-prospect module management, and sales certification, while supporting initiatives across sales and the company focused on sales productivity and efficiency.

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 retains existing customers.
• Utilizes Salesforce or other CRM as implemented.
• Builds a high-performance team by hiring and retaining the right talent in the right roles.
• Sets goals, delegates work, holds reports accountable, and develops and empowers direct reports to make decisions and act.
• Demonstrates the company's values and maintains a positive open demeanor.
• Encourages different points of view and moves the team forward through change.
• Provides timely information and 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 recommends programs to control and correct budget overruns.
• Owns several key sales support processes including 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.
• 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.
• Broad knowledge of Telecommunications, along with strong understanding of voice, video, and data.
• Proven ability to establish and maintain senior level customer relationships.

Benefits

• Competitive pay based on job-related factors, including skills and experience.