Position Description

Sales consultation, design, support, and management of customer activity involving but not limited to the entire AVAYA voice, cloud, call center, messaging and data solutions products, carrier services and services throughout the United States with a primary focus in the designated region.

Responsibilities

  • Make telephone calls and presentations to customers and potential customers, consistently adding new prospects and clients to funnel.
  • Establish, maintain, and develop business with customers and potential customers in the assigned region to enhance the potential for meeting the objectives of maximum profitability and growth through effective sales and services.
  • Ensure strong, effective market share of the products and services by providing direction and information on the products and related services. Develop and maintain technical competency in all products offered through Lantana including all offerings from represented manufacturers as well as the professional services supplied by Lantana.

Seniority Level

Not Applicable

Industry

  • Telecommunications
  • Information Technology and Services

Employment Type

Full-time

Job Functions

  • Business Development
  • Sales

Position Description

Manage and grow revenues on a group of 25 existing accounts with a focus on expanding recurring revenues from cloud and carrier services.  Prospect and acquire 2-3 new (Greenfield) accounts per quarter.

Major Areas of Responsibility

  • Meet existing accounts to understand their businesses and their issues.
  • Develop, design and sell solutions to those issues.
  • Manage business development activities to acquire new accounts.

Primary Objectives

  • Create value and growth with existing clients.
  • Add 8 new (large) customers per year.
  • Keep management apprised as to forecasts and client expectations.

Responsibilities of the Job

Meet existing accounts and understand their business issues.

  • Be able to articulate the business goals/problems for each client.
  • 3×3 positioning with each existing client.
  • Identify competitive threats within each account.
  • Conduct discovery meetings to validate needs/issues.

Develop, design and sell solutions.

  • Understand the Avaya product set
  • Understand carrier products and services.
  • Convert price to customer facing cost.
  • Prepare and deliver customer-facing proposals.
    • Diagrams
    • Technical descriptions
    • Scopes of work
    • Financial analysis
  • Close business based on the value of your proposal .
    • Be prepared to overcome objections/clarify technical questions.

Place orders with appropriate carriers.

  • Understand and operate the various ordering mechanisms (AT&T, Windstream & Verizon).

Required knowledge, skills and abilities.

Job Requirements

  • Broad knowledge:
    • Carrier voice/data offerings
    • Telecommunications industry
    • General business acumen
  • Above average skills in:
    • Fact finding
    • Interpersonal communication
  • Demonstrated ability to:
    • Manage details
    • Multi-task
    • Problem solve
  • Experience:
    • Telecommunications
    • Carrier solutions
    • Senior level sales

Education and experience

  • College degree or equivalent experience
  • Employment with a major carrier
  • Project Management
  • Customer Service

Position Description

Liaison with various different carriers (AT&T/Windstream/Verizon) to design, price and manage implementation of network services.

Major Areas of Responsibility

  • Meet with Account Managers and customers to design carrier-based solutions.
  • Develop cost/price for carrier-based solutions.
  • Place orders with appropriate carriers.
  • Manage/coordinate the implementation process.

Primary Objectives

  • Accurate designs that reflect customer requirements.
  • Timely, accurate pricing of said designs.
  • On time, on budget implementation of carrier-based solutions.

Responsibilities of the Job

Meet with Account Managers and customers to design carrier-based solutions.

  • Understand the various different carrier offerings.
  • Articulate offerings in a customer-facing scenario.
  • Differentiate our solution vs. incumbent/competition.
  • Conduct discovery meetings to validate needs/issues.

Develop cost/price for carrier-based solutions.

  • Understand and operate the pricing tools available from different carriers.
  • Convert price to customer facing cost.
  • Assist Account Managers in developing written proposals.
    • Diagrams
    • Technical descriptions
    • Scopes of work
  • Assist Account Managers in presenting proposals.
    • Be prepared to overcome objections/clarify technical questions.

Place orders with appropriate carriers.

  • Understand and operate the various ordering mechanisms (AT&T, Windstream & Verizon).

Manage and coordinate the implementation process.

  • Ensure that all orders are accurate and on track.
  • Interface with internal/external resources to ensure due dates and commitments are met.
  • Develop contingency plans as appropriate.

Required knowledge, skills and abilities.

Job Requirements

  • Broad knowledge:
    • Carrier voice/data offerings
    • Telecommunications industry
    • General business acumen
  • Above average skills in:
    • Fact finding
    • Interpersonal communication
  • Demonstrated ability to:
    • Manage details
    • Multi-task
    • Problem solve
  • Experience:
    • Telecommunications
    • Carrier solutions
    • Project management

Education and experience

  • College degree or equivalent experience
  • Employment with a major carrier
  • Project Management
  • Customer Service

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