Enterprise Sales Leader

Ribbon Communications - Plano, TX

Full-time - Senior

Plano, TX

Professional, Scientific, and Technical Services

About the position

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.

Responsibilities

• Lead sales efforts to grow market share and new products in the Enterprise market.
• 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.
• 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.

Requirements

• Strong communication and presentation skills.
• Expertise in consultative and solution selling techniques.
• Solid business acumen and technical proficiency.
• 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.
• 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 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.
• 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.
• Excellent communication and interpersonal skills.
• Experienced in selling at all organizational levels, both externally and internally.
• Results-driven, self-motivated industry professional.