Director of Enterprise Sales

Overview

The Enterprise Sales Director is the foundation of Frontier Communications’ success as an organization. As a sales leader, the Enterprise Sales Director is responsible for developing and supporting a team of Senior / Enterprise Account Executives across a defined sales region, charged with protecting and growing revenue performance with our largest and most complex Enterprise customers and select prospect accounts.

To be successful, the Enterprise Sales Director helps the sales teams solve the business needs of customers by aligning those needs and objectives with Frontier solutions. The Enterprise Sales Directors have overall responsibility for all opportunities and customers assigned to their sales teams and are responsible for overseeing the coordination of resources and managing sales campaigns across the entire opportunity pipeline.

Strategic Value of Role

Help achieve Frontier’s ambition to create a premier sales organization by:

• Developing sales strategies and driving execution of defined strategies to achieve and exceed revenue goals in the assigned region/segment
• Setting aspirational goals, providing leadership to the team, and driving tactical implementation
• Developing a team that fosters a high-performance environment, utilizes best in class sales practices, and emphasizes employee growth and development
• Coaching team to create high quality performers that will be considered for future leadership roles within Frontier
• Modeling trusted advisor behavior by being knowledgeable about customers’ business needs, and issues, and the latest information and communication technology trends and solutions
• Teaching Senior / Enterprise Account Executives how to execute consultative, team-based sales on the latest Managed Services and Cloud IT solutions
• Develop strong customer loyalty within current accounts to help cross-sell and up-sell opportunities for team, along with creating a strong referral network
• Lead the development of strategic account plans for top accounts, and ensure consistent execution of those plans
• Developing C Level Customer Relationships

How does the Enterprise Sales Director generate value for customers?

• Through a consultative discovery and sales process, gain a deep understanding of the customer’s or prospect’s processes and problems
• Ensure the right questions are being asked and answered
• Reviewing proposals created by the sales team to be sure they have identified the right solution(s) to meet the customer’s needs
• Justify all investments through compelling and customer-focused business cases
• Develop the sales team to be in the position to instinctively know how to provide relevant insights to the customer

What makes a great Enterprise Sales Director?

• Customer Focused: Develops uniquely strong customer loyalty resulting in low-to-no customer attrition
• Sales Management: Expert understanding of proven sales methodologies and ability to ensure consistent execution by sales team
• Technical Knowledge: Acquires skills that will translate to identifying the customer solution(s)
• Leadership: Established track record in building and leading high performing sales teams
• Strategic: Able to help sales team create well-thought-out account plans, leveraging industry vertical insights and link solutions to the customer strategy
• Communication Skills: A strong communicator, able to rally the sales team as well as cross-functional peers and executives to execute sales strategies
• Talent Management: Attracts top talent within the organization, assesses talent at all stages in a candidate lifecycle and effective onboarding oversight
• Coach: Ensures ongoing development and growth of team and their related successes
• Domain Expertise: Ensures that team becomes students of the industry and helps team to understand changing marketplace conditions and new products

Career Path

• Advancement within Frontier sales leadership organization

Why consider this role?

• Contribute as a leader of a world-class sales organization who is a leader in their markets
• Develop and mentor a world class sales team
• Become a key member of the communities your teams sell to in the region through your participation in community activities
• Experience income and career growth potential within a multi-billion-dollar company which continues to grow
• Work with highly motivated sales, marketing, product, and engineer leaders to deliver high quality solutions to your customers
• Sell a broad portfolio of products and solutions that are constantly being upgraded and improved and where new products are being released

Responsibilities

• As Enterprise Sales Director, you will develop and mentor a high performing sales team of approximately 5-8 Senior / Enterprise Account Executives and lead them as they create and progress sales opportunities to closed-won deals. You will also help the Senior / Enterprise Account Executives prioritize accounts, develop vertical expertise, review and guide materials for presentations, facilitate internal collaboration, and accompany the Senior / Enterprise Account Executives in customer meetings.
• Responsible for the talent management aspect of the sales team. This includes working with HR throughout the sourcing, assessment, selection and onboarding phases
• Ongoing coaching of the team to allow each Senior / Enterprise Account Executive to meet or exceed her/his sales goals and put each in a position for advancement within Frontier
• Assist in creating an environment of teamwork and continuous improvement

• Maintain a strong activities/KPI management/account planning focus on your sales team

• Drive revenue growth through the sales of Frontier’s products, services and solutions
• Leverage your sales expertise and lead by example to ensure Frontier is creating business value for customers:
• Coach Senior / Enterprise Account Executives to surface customer needs and effectively understand and respond to customer objections
• Ensuring the right questions are being asked and answered
• Reviewing proposals created by the sales team to be sure they have identified the right solution(s) to meet the customer’s needs
• Develop the sales team to be in the position to instinctively know how to provide relevant insights to the customer
• Connect client’s business objectives with Frontier offerings and solutions
• Apply both tactical and strategic go to market models aimed at growing the customer base
• Assist the customer in maximizing the return of their investment with Frontier
• Be proactive in all aspects of opportunity development
• Build and expand executive-level relationships with the decision makers in customer and prospective accounts
• Establish yourself as a ‘Trusted Advisor’ to the prospect or customer
• Be a leader within the Frontier organization by:
• Collaborating with peers and management around ways to continually improve the sales organization
• Bringing net new and innovative ideas to the both internal team and the customer
• Demonstrating a commitment to excellence (i.e. strong business acumen)
• Partnering with other sales resources and additional pre-sales engagement members to align goals and ensure ongoing refinement
• The Enterprise Sales Director reports to a VP/RVP of Sales

Requirements

• Proactive in adopting sales best practices and a leader in process adherence
• Strong business acumen and able to synthesize information to formulate sales strategies
• Ability to get customers involved in creating business cases and value propositions
• Comfortable speaking with C-suite about financial metrics, calculations and assumptions in business case
• Demonstrates market and industry knowledge and recognizes changing market trends
• Ability to create strong customer loyalty
• Excellent objection handling and contract negotiating skills
• Ability to oversee talent development programs and efforts
• Demonstrates the ability to link corporate strategic goals to customer facing solutions
• Driven to invest time in knowledge acquisition and problem solving that can be applied in a professional context
• Can readily speak to variety of subject relating to Frontier, the industry, or solution value propositions
• Strong collaboration skills and ability to work alongside multiple team members
• Proven record of meeting/exceeding established goals
• Strong program management skills
• Excellent written and verbal communication skills
• Excellent presentation skills
• Highly resourceful when need to overcome barriers and objections
• Ability to communicate with all levels within customer/prospect’s organization
• Ability to communicate and present to Frontier senior leadership as required
• 10+ years previous experience managing sales teams
• 10+ years of experience working in the telecommunications (ILEC, CLEC, wireless or cable), IT or Managed Services Industry in a B2B sales environment
• Applicants must have BA/BS degree from four-year College or university, MBA Preferred
• Candidate must have a valid State driver’s license and clean driving record.