Role Summary
The role will focus on targeting specific accounts in the enterprise markets with a view to winning new business and developing key strategic partnerships in the Central and Eastern Europe region. The majority of the work will be to develop direct relationships with customers.
Duties & Responsibilities
* Sell Global Cloud Xchange business-to-business services within a geographic territory
* Develop sales strategies and tactics to successfully achieve or exceed sales goals
* Manage complex and lengthy consultative sales engagements
* Establish and cultivate effective on-going relationships with key client organizations to gain a thorough understanding of customer needs
* Develop, maintain and direct relationships with customer client contacts
* Manage multi-functional teams of Global Cloud Xchange personnel (Engineering, Bid Management, Operations, etc.)
* Forecast and communicate to the Head of Sales Germany all customer opportunities, ongoing activities with the sales’ tools provided, most notably – Salesforce.com (Global Cloud Xchange’s Sales CRM system)
* Ensure that Global Cloud Xchange is aligned at all levels with large accounts, including Global Cloud Xchange Executive Level alignment/sponsorship
* Create and coordinate proposals and responses to RFPs, with particular emphasis on response to large opportunities
* Conduct sales presentations
* Qualify opportunities and negotiate terms and conditions
* Close forecasted opportunities utilizing all company resources
* Develop, implement and maintain a territory management plan
* Ensure coverage and market penetration.
Qualification & Experience
* Technical sales/sales management experience in the telecommunications industry with a major carrier, or with another type organization in the IT/Telecom industries(D)
* The position requires a Degree or equivalent work experience (E)
Candidate Specification:
Team worker. Ability to work well with others, offering support if needed. Loyal and passionate in their field with confidence to suggest changes where they feel these may assist in the growth of the team, function and/or company.
Competency & Behavioral Skills:
* Excellent communication skills, fluent in written and spoken German and English
* Demonstrated ability to identify, qualify, develop and close large scale, complex network service opportunities is a must
* Proven track record of achieving demanding multi-million sales targets in a business-to-business high tech environment
* Specifically, proven track record in consistently generating new business revenue
* A strong appreciation for consultative selling and value added based corporate relationships are essential
* The position requires high energy, aggressiveness, persistence and perceptiveness along with an entrepreneurial business approach demonstrated in previous assignments
* Solid presentation and negotiation skills
* Excellent interpersonal skills
* Analytical and commercial skills
* Result Orientation
* Problem solving & decision making skills
* Team & Relationship Orientation
* Able to work to tight deadlines and produce solid work that is both correct and to a high standard
* Be able to demonstrate proactively in all aspects of the role
* Good organizational skills and ability to prioritize daily activities
* Ability to work under pressure, and flexibility to support at odd hours during crisis and important events
* Ability to adapt to multinational organization with diverse cultures
* Ability to multitask