Spohn is ten year veteran in telecommunication service consulting to medium and large business.This position is for successful professionals working in telecommunications sales roles that are based in regions where Spohn does not currently have a sales office. Spohn will review the candidates current relationships and potential business funnel and support that person in opening a new Spohn sales region.
The successful candidate will drive new client consulting relationships and subsequent sales of telecommunication services across a portfolio of telecom services to targeted medium and large business within a geographic region. This includes prospecting, identifying, presenting, qualifying, negotiating, and closing telecom service opportunities that contribute to attaining a monthly sales quota. This position focuses more on new business development and less on account management. Account management activities are centric to obtaining share of wallet spend across a portfolio of services.
Principal Duties & Responsibilities
Leverage existing relationship within the region for immediate exposure of Spohn value proposition.
Prospect within a targeted list of accounts, identify key contacts, influencers and decision makers - updating all information in company database.
Partner with telecommunications carrier direct and channel sales organization to present a united customer service solution to customer.
Obtain initial and ongoing appointments with contacts and build relationships and trust in Spohn.
Identify opportunities across the telecom carrier's portfolio to capture major spend in network upgrades to support applications, voice, data, video and other business enabling solutions.
Select appropriate telecom carrier services for customer with the assistance of AT&T and Spohn engineers.
Deliver all information to Spohn Account Support Managers for pricing and contracting.
Present, qualify, negotiate and close initial and future telecom expenditures.
Maintain relationships with key contacts and increase share of wallet over time.
Provide accurate sales and activity forecasts to executive management using company provided database.
Consistently exceed targeted sales quota with ramp up period.
Control expenditures of region to conform to budgetary requirements.
Perform other duties as required by company operations.
Skills Required
Must currently be or most recently have been in a telecommunication sales role
Must have proven experience in exceeding quota by strategically selling a full product portfolio of telecommunication, networking and integration solutions to medium and larger clients.
Must have the confidence and presence to interact with customers at the director and C-level.
Must be new production sales minded - this is not a total billed revenue position. This position is is new sales, not account management.
Must be able to prospect for new contacts, appointments and opportunities
Must have indepth knowledge of telecom services: local services; voice services such as POTS, PRIs and LD; network services such as remote access, VPN, FR/ATM, MPLS; access services such as Ethernet, T, DS and OC, Optical...etc.; application, virtual and co-lo hosting; unified communications and teleconferencing; telepresence and video conferencing.
Must be able to present services to customers in the form of value propositions that create interest and desire.
Must have strong computer and application skills: Microsoft Word, Excel, PowerPoint, Outlook; Database CRM applications.
Must have strong personal relationship skills: ability to guide customer ideas into realistic solutions; ability to maintain excellent relationships with staff, senior management, customers, and trading partners.
Must have excellent written, verbal and oral communication skills.
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.
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