Senior Manager - Solution Sales

Role Senior Manager Solution Sales

Location Sydney

Job Type Full Time, Permanent

Job Description

As the Solutions Sales Specialist, you will act as the sales overlay for CPaaS, CCaaS and SD-WAN Solutions opportunities, working in conjunction with account teams across all routes to market (direct, partner, SIs, & new logo). You will have responsibility for achievement of order bookings and revenue targets, and act as a lead representative for the services in the region. The candidate will ensure continued sales growth for the services by:

• Working with sales team to provide support on qualified sales opportunities, through activities such as sales calls on qualified leads, customer presentations, customer negotiation, bid and proposal development, deal structuring, etc. Aggressively lead and drive opportunity management process for the services.
• Engagement with product teams to define and support non-standard requirements both in support of individual deals and in the longer-term roadmap.
• Lead Solution Design & Pitches of DIGO powered by the Company's, Customer Engagement Platform in the region of APAC
• Collaborate with Sales, Solutions Leaders, Business Development and Product teams to deliver Enterprise CPaaS pilots.
• Able to Create bespoke platform demos using DIGO API suite
• Reporting: tracking and reporting on sales opportunity pipeline to facilitate opportunity management and accurate sales forecasting.
• Develop and execute customer-specific account plans along with Account Team, including regular account reviews. Maintain relationships and grow business with all major customers.
• Identifying and reporting on local market dynamics and product requirements to assist product manager in defining appropriate strategies and pricing for the territory. Provide input to product manager to support in the development of sales strategies, planning and forecasting, budgeting, and marketing, lead generation activities and new feature requirements.
  
  

Candidate must be willing to travel in the region with up to 10% travel time, work-from-home and travel restrictions permitting.

Minimum Qualification & Experience

• Proven track record in CPaaS, contact center or collaboration sales to large enterprise and BPO. Experience with major vendors, cloud application service providers, or SIs in this space preferred.
• Specific experience in / understanding of:
• The CPaaS and contact center market and requirements across customer segments and verticals
• Major trends, technologies including IVR, CR, WFM, AI, ML, and automation
• Major vendors and competitors in this space, especially cloud platform providers and managed services providers
• Complex CC transition and cloud transformation in the enterprise space.
• Large managed services and SaaS sales and commercial models
• Pricing models, and development of deal financials, margin analysis.
• Balancing trade offs between cost, SLA, and SOW in complex deals.
• Large deal management for both direct and partner deals
• Demonstrated experience in customer engagement at senior leadership /CxO levels and consultative selling is required
• Bachelor's Degree in Engineering, Computer Sciences or Business, or equivalent experience
• Knowledge of spreadsheet software and sales-related software (Salesforce.com highly desirable)
• Additional experience and expertise in contact center solutions is highly desirable