Dir Specialized Sales - NAAS

The Director of Sales is accountable for the overall sales and revenue growth, customer satisfaction, profitability, and churn reduction across Lumen's most complex products, in support of the Enterprise Business Unit and its customers. This role establishes go-to-market plans for sales, which include sales forecasts, sales strategies, and plans. The role aligns the sales teams to the Business Unit sales teams to meet those forecasts and is 100% accountable for meeting sales goals as defined by this person in conjunction with management and overarching Lumen sales goals.

This person manages and leads sales teams focused on selling Lumen's Network as a Service (NaaS) products in the market successfully keeping existing customers, expanding business within that customer group, and growing the overall Enterprise business by winning new deals with new customers. This person is responsible for achieving sales goals, while concurrently achieving requisite margin targets associated with those sales goals. This person must manage and oversee the sales team's performance, costs and required investments all with an ultimate focus on generating profitable sales with the right customers.

• Create and implement a comprehensive one and three-year Go to Market Sales Plan.
• Drive business with clear management routines, solution selling methodology, and complex selling Manages the structure, vision, and organization of sales department to ensure the effective fulfillment of sales objectives with the infrastructure necessary to support growth.
• Provide direct leadership to Lumen's sales team comprised of field sales, regionally based, and business development team.
• Leverage data and analytics to drive insights. Modify or redirect business intelligence strategy
• Stimulate a productive and motivating work environment within the organization that drives excellent performance.
• Responsible for account management, developing new account strategies, establishing, and maintaining strong relationships with all customers.
• Make decisions and provide directions to sales support/marketing staff members in activities that support sales promotion, product launches, and sales training.
• Ensure that the sales team and internal management are up to date on industry, competitor, and product marketplace knowledge.
• Achieve budgeted revenue and gross margin goals for the business while operating within policies/procedures and assigned expense budgets.
• Manage compensation, and incentives for sales, and account management. Partner closely with all other senior functional executives to form a strong, mutually supportive, and effective business team.
• Other duties as assigned.

Required Qualifications
Selling skills

15 years sales experience, both outside direct & channel leadership and management sales.
10 years in technology sales management.
Consistently meets or exceeds quarterly and annual sales targets.
Demonstrated success in applying consultative leadership and training selling techniques to opportunities.
Proven record in exceeding behaviors, growing and managing strategic partnerships with a continued ability to deliver revenue goals.
Exhibit evidence of producing measurable results through influenced and sourced revenue from direct clients and partners.
Success in the development of high-level client relationships.
Demonstrated experience selling a combination of the following to Large Enterprise Businesses strongly preferred: Network as a Service (NaaS), Multi-Cloud, Software as a Service (SaaS) Cloud or digital platform business. Demonstrating a experience in digital infrastructure products and solutions, emerging technologies and innovative trends.
Develop and drive the execution of multi-product solutions pulling in ecosystem partners from inside and outside of Lumen.
Completion of consultative or solutions selling training (such as Miller Heiman, Sandler, etc.) with demonstrated use.
Have a business network with the largest assigned Clients & Vendor Providers in North America.
Ownership of the sales cycle leads generation to closure / execution.
Self-generation of campaigns and leads from personal connection, referral partners, and regional networking events.

Competitive Knowledge

Demonstrate industry knowledge related to general trends, emerging technologies, and competitors.

Key Leadership Competencies & Work Style

Demonstrated ability to be a hands-on, strategic leader, build synergistic teams both internally and externally
Lead independently and as part of a team in a fast-paced, rapidly changing environment.
Demonstrated ability to develop plans and achieve results in cross-functional settings.
Proven analytical, organizational, and project management skills.
Build and maintain positive working relationships while delivering results within a highly complex matrixed organization.
Executive presence for effective leadership and management.
Strong executive selling and business development skills with an understanding of various partner and organizational models.
High level of adaptability to course correct to exceed Lumens goals and incentives.
Initiative-taking and self-disciplined, providing prompt follow-up to all internal and external customer inquiries.
Keep organized, accurate records of daily activities and results..

Specific Skills

Proficient with Microsoft Office applications including Outlook, Word & PowerPoint.
Proficient with Microsoft Excel including graphs, pivot tables and formulas.
Proficient with navigation and use of Microsoft Power BI.
Proficient use of AI systems including Microsoft Copilot for fact checking, document writing and information summarization.
Ability to travel an average of 20%.
At least 3 years Network as a Service (NaaS), Multi-Cloud, Software as a Service (SaaS) Cloud or digital platform business. Demonstrating a experience in digital infrastructure products and solutions, emerging technologies and innovative trends.

Preferred Qualifications
Previous presentations at tradeshows and industry events.

Education
Required: Bachelor's degree or equivalent work experience in the private sector or military.
Preferred: Master's degree or similar experience.

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges

$148,838 - $198,450 in these states: AL AR AZ FL GA IA ID IN KS KY LA ME MO MS MT ND NE NM OH OK PA SC SD TN UT VT WI WV WY
$156,282 - $208,373 in these states: CO HI MI MN NC NH NV OR RI
$163,727 - $218,295 in these states: AK CA CT DC DE IL MA MD NJ NY TX VA WA

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.

Learn more about Lumen's:

• Benefits
• Bonus Structure

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