Responsibilities

At Verizon, you can work for a company that tackles the world’s toughest challenges. We’re creating solutions that help businesses optimize their operations, families connect from anywhere, and whole communities leave smaller, greener footprints. It takes vision. It takes focus. That’s why we’re bringing together the brightest minds and latest technologies – to push boundaries, drive real change, and create a brighter future for all. This is the kind of work we do. And you can be part of it.

The Emerging Technolgy (ET) Sales Practice Manager is accountable for driving the strategic direction and execution across core sales to drive knowledge, increase awareness and grow the business in emerging technology services. Leading and motivating a team of specialist pre-sales consultants who are responsible for providing commercially focused solution sales ownership across all emerging technology opportunities in our client base. The ET Sales Practice manager will also work with an extended network of internal stakeholders and collaborators.

The ET Consultant team are deal focused business development resources, working directly with core sales and our customers, ensuring strategic alignment with the business objectives of both Verizon and our Clients. Accountability for success of the role is aligned to performance of emerging technologies across EMEA, delivering on sales, revenue and services plans in all categories and whilst maintaining and enhancing the employee engagement of the team.

Emerging Technology Solutions portfolio: Managed Network Services (WAN/LAN/WLAN), Unified Comm’s and Collaboration (includes IPT, SIP Trunking, Managed IPPBX, Managed Lync, Video, Managed Mobility & Professional Services.

Key responsibilities and accountabilities: Strategy and Business Leadership

Acts as the single point of accountability for driving the future strategy and plans for the ET Portfolio to increase EMEA market penetration by:

  • Creating a strategic framework, combining external market factors and internal considerations, to prioritise the most appropriate services for Global (EMEA) and local (regional/branch) markets, aligning the ET Portfolio to Verizon’s strategic vision, Verizon’s core products and services and local (regional/branch) customer demands to:
  • Increase pull through revenues – driving volume of sales and engagements that are instrumental in pulling through additional revenues for the wider business
  • Increase annuity/recurring revenue– driving repeat business and x-sell/up-sell engagements
  • Accountable for achieving EMEA revenue, sales & services quota’s for the Emerging Technology portfolio, as part of a unified EMEA Sales Team. Coordinating regional interactions with AVP’s and their core Sales teams to ensure alignment, awareness, availability and applicability of the ET Portfolio in addressing Client needs – both globally and locally, in order to drive incremental Sales and Revenue growth. This includes;
  • Co-ordination and communication with Global Practice Leads, Product Development and Marketing stakeholders to ensure availability in region of portfolio material and campaigns across all ET solutions
  • Co-ordination and communication with regional Account teams to ensure accuracy, development and reporting of pipeline and forecast (demand management) for the line of business
  • Stage zero planning and focus account planning that contributes to strong pipeline of well qualified Emerging Technology opportunities. Assisting others in thinking creatively and developing new ideas to sell the ET solution portfolio.
  • Build and develop relationships with key client stakeholders across multiple lines of business from within the targeted account base
  • The application of thought leadership and strategic alignment driving demand for profitable high-margin business within Verizon’s global client base
  • Development and communication of compelling client win strategy
  • Creation and communication of high impact business benefits that differentiate Verizon against the competition
  • Management and oversight of Emerging Technology deal architecture and matrix management of distributed pre-sales bid resources to oversee the integrity of the deal
  • Management and oversight of commercial and contracting solutions
  • Management reporting and progress updates as required on a weekly basis.

Key responsibilities and accountabilities: Portfolio Leadership

Acts as the EMEA single point of ownership of the ET Portfolio, with responsibility and accountability for the Portfolio content of all Competencies and Offerings within the Practice, including;

  • Coordinating regional interactions with AVP’s and their core Sales teams to ensure awareness, availability and applicability of the ET Portfolio in addressing Client needs – both globally and locally. This includes;
  • Keep abreast of information and product developments. Co-ordination and communication with Global Practice Leads, Product Development and Marketing stakeholders to ensure availability in region of portfolio material and campaigns across all ET solutions
  • Triage and alignment to ensure tuning, adapting, publication locally and local sponsorship supporting the ET portfolio, including:
  • Standard Statements of Work (e.g. ensure input to PERC tool)
  • Delivery Templates and Tools (in collaboration with Solutioning and Product Development stakeholders)
  • Quality Assurance of Portfolio materials to minimise downstream delivery risk
  • Relationship (locally in EMEA) with expert bodies and Partners
  • Events and Publications co-ordination (Speaking slots, Whitepapers, Articles etc.)
  • Driving continuous innovation, through leadership and development of the ET Portfolio in collaboration with Global and local Product Development and Solutions stakeholders
  • Portfolio Management of Competencies and Offerings rolling up to ET Practice, acting as a conduit to foster awareness (of portfolio), innovation and ‘demand’ management as part of the overall Global Portfolio Development Lifecycle
  • Achieving excellence in delivering of ET propositions through collaboration with Solutions and Operations stakeholders to standardise and industrialise our delivery methods – driving feedback and review processes that drive improvement in ET delivery performance and increasing our Knowledge Base

Key responsibilities and accountabilities: Team Leadership

The ET Sales Practice Manager will manage a team of ET Sales Consultants. This includes;

  • Leading & promoting the vision of the ET Practice, acting as a role model for achieving effective change and stimulating business growth. Create and maintain a good team spirit.
  • Performance & Talent Management – setting clear objectives and managing expectations to maximize the potential and contribution from their team members to achieve individual and team targets in Sales, Revenue and Funnel development. Undertaking consequence management.
  • Providing direction and coaching of the team in the Sales, Revenue and other relevant processes and systems
  • Mentoring, coaching and developing their direct reports to ensure they build relationships internally and develop deeper business relationships with our clients’ executives and staff, managing customer satisfaction throughout to achieve high CLI ratings
  • Sets priorities for utilizing resources and retains accountability to secure necessary local and interdepartmental commitment of resources required to implement pre and post sales and service activities needed to facilitate sales and maintain/improve customer satisfaction
  • Take personal pride and invest in personal brand development, leveraging internal educational and training tools for knowledge / technology certifications as well as seeking external sources for inspiration.

 

Qualifications

Key skills, qualifications and experience:

  • Excellent People Leadership skills.
  • Highly motivated and innovative with a strong desire to win
  • Excellent communication skills
  • Highly developed interpersonal and Client facing skills. Ability to develop existing business and executive “C” level client relationships, cultivate new relationships and demonstrates a detailed understanding of both the customers’ sector and business drivers/challenges.
  • Demonstrates a detailed knowledge of sector trends and drivers, understand key applications that solve business problems in sector and deliver solutions that meet customers’ specific needs/requirements.
  • Demonstrable solution selling experience with a successful track record in managed services and emerging technologies. Minimum of 5 years’ prior experience in ICT solution sales, focus on emerging technologies, with large enterprise accounts
  • Demonstrable experience in selling advanced voice and video solutions
  • Highly developed analytical skills and the ability to adopt a detailed commercial approach
  • Demonstrates a detailed understanding of business finance. Full understanding oxf how an investment adds value to the business, how to produce a business case that delivers a compelling financial argument to purchase a solution/service offering, and understanding the principals and application of an ROI model
  • Capable of identifying, qualifying & closing opportunities with minimal support. Demonstrates expertise in this competency and could support/coach others
  • Understands effective negotiation techniques and seeks to apply them in most situations. Is focused on achieving mutually beneficial, "win-win" results and is alert to customer buying signals and identifies and acts on closing opportunities.
  • Strong leadership skills, an ability to operate in positions requiring significant self-direction and motivation, and a proven track record in consultative selling solutions
  • Able to manage multiple priorities, work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
  • Demonstrable Sales Management (supervisory) experience. Must be able to manage, lead and influence others within and outside of their department/functional area
  • Bachelor’s degree or equivalent experience.