Senior Director/Director of Enterprise Sales

Alaska Communications · Anchorage · $130,725–$178,707 (stated in the posting)

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At Alaska Communications, we’re committed to putting our team first, always being customer focused, having a can-do attitude, owning our results and always acting with integrity. This is what we hire for and what our team members exhibit each day. Want to make an impact with us?

We are unable to support remote international applicants or routinely sponsor work visas.

The compensation range for this job is:

POSITION SUMMARY

Develop and manage Business sales activities and efforts to meet Company sales objectives, improve continuity and consistency in Sales Operations to drive company revenue objectives. Responsible for introducing sales strategies, tactics, and analytics based on market intelligence and data to customer facing employees. Lead Corporate Strategy Initiatives in additional programs, partnerships, and potential M&A and/or Joint Ventures.

This position is expected to be a self-directed role, with strong competencies in serving as business and organizational leader with the ability to lead across the company.
 

ESSENTIAL FUNCTIONS

Essential Functions Statement(s)

• Lead and provide strategic direction to all the members of the Enterprise department.
• Build exceptional customer relationships and develop new sales opportunities from strategy to execution, to include, but not limited to, new sales channels, new customer segments, and strategic accounts.
• Gather, analyze, and disseminate information to ultimately make strategic decisions. Use quantitative and qualitative data from internal and external data sources to produce dashboards, metrics, or insights.
• Implement initiatives to minimize external threats from competitors and capitalize on opportunity markets. Involved in the strategic planning process with all levels of senior management on matters of competitiveness and provides recommendations for future modes of action.
• Develops short- and long-term business cases for strategic sales opportunities to senior leadership.
• Oversee strategic responses to key corporate Requests for Proposals (RFPs).
• Team with Product, Marketing, Service Delivery, and Operations departments to identify, analyze, and develop new products and services as required to grow Alaska Communications’ business.
• Provide regular, concise, value-added market intelligence to the entire company to assure Alaska Communications remains the best telecommunications company in Alaska.
• Have a deep understanding of customer value generated by Alaska Communications' Enterprise product line.
• Provide regular, concise feedback regarding how we can improve the customer experience at Alaska Communications.
• Lead large strategic projects affecting entire Enterprise sales team
• In coordination with senior sales management, develop competitive analysis, proposal templates, contract processes and agreements.
• Provides the Enterprise sales teams with high quality training to develop and maintain knowledge and sales skills required to meet the Company’s revenue and profit objectives. Training will include: developing a consultative sales approach; industry and technology training to ensure sales employees are authorities on the industry and applicable and emerging technologies; competitive training to ensure sales employees maintain an intimate understanding of competitor’s offerings and anticipated offerings and how to use that knowledge to develop and use reactionary and anticipative sales tactics and strategies; and other in-house training as required to achieve the Company’s objectives.
• Under guidance of Financial Planning & Analysis; designs, implements, and manages Enterprise and Carrier Sales’ forecasting, planning, and budgeting processes.
• Ensures sales reports and other internal intelligence are provided to sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Oversees Sales Compensation Plan Administration. Establish sales compensation program rules, policies and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.

POSITION QUALIFICATIONS

Competency Statement(s)

• Customer Centricity – An attitude of customer as the key to success and keeping the customer’s interests’ paramount. Abel to speak about the customer’s business challenges and opportunities in a specific manner and if relevant, bringing that information into AC so that telecom solution sets can be developed and then presented back to the customer.
• Business and Process Leadership – Understanding of business processes: a keen understanding of the sales process and associated metrics and measurement. A keen understanding of key telco processes (sales/service, ordering/service delivery, billing, and customer support) and the ability to map processes and understand linkages to each other and to the systems that support the processes.
• Communication Skills - Successful candidate must have excellent oral and written communication skills. Position will require frequent preparation and delivery of detailed plans and proposals. Strong communication/interpersonal skills with ability to develop work plans, work effectively as a member of a team, report on status of projects, and represent the team in meetings and/or with the client, and be able to coordinate issues identification and resolution between clients and the development team.
• Execution Discipline:  Ability to meet commitments – a strong commitment to meeting deadlines and commitments and driving the organization to deliver on such commitments. Personal Leadership - financial, schedule and quality. Able to matrix manage and earn respect of organization. Able to secure however necessary strongest team of performers.
• Initiative - Ability to make decisions or take actions to solve a problem or reach a goal.
• Assertiveness - Ability to act in a self-confident manner to facilitate completion of a work assignment or to defend a position or idea.
• Honesty / Integrity - Ability to be truthful and be seen as credible in the workplace.

SKILLS & ABILITIES

Education: Bachelor's degree in Marketing, Business Administration, or Telecommunications, or other relevant field. Equivalent education, experience, and training may be substituted for the education requirement on a year-for-year basis.

Preferred: Master’s degree in Marketing, Business Administration, or Telecommunications, or other relevant field.

Experience: Ten (10) years of sales experience which included any combination of the following: five years in the telecommunications industry.

Preferred: Five years in responding to formal RFPs or bids; five years in a leadership, management, or supervisory role. Experience must result in demonstrable ability to develop account strategies, deliver effective proposals, develop and deliver effective proposals, and manage complex sales cycles. Excellent business writing skills. Knowledge in telephone terminology and plant operation. Knowledge of product life cycles, resource management, content management, and configuration management. At least five-year’s experience in diverse aspects of telecommunications, to include: IT and professional services, wireless, local and/or long-distance service, internet service, ethernet and MPLS service, satellite communications, and cable television.

Computer Skills:

Demonstrated proficiency working with the Microsoft Office suite, to include Word, Excel, PowerPoint, and Outlook.

We hope you’ll join us as we change lives through technology.

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