Director, Sales

About GTT:

GTT is a leading networking and security as a service provider for multinational organizations, simply and securely connecting people and machines to data and applications – anywhere in the world. We serve thousands of organizations, bringing together the right people, partners and technology to reduce the burden on IT teams and solve the most pressing networking and security challenges. Built on our top-ranked global Tier 1 network, GTT Envision is a single global technology platform to connect, orchestrate, virtualize and automate enterprise networks, enabling customers with consumable solutions to achieve business missions and meet ongoing demand when, where and how needed. Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by a suite of professional services and exceptional sales and support teams in local markets around the globe. We partner with our customers to deliver Greater Technology Together.  www.gtt.net . 

Role Summary:

The Director, Sales is responsible for the development and business results of a quota-carrying sales team and is responsible for maintaining high activity standards, daily prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology and delivering assigned monthly sales revenue targets.  Management and growth of the Hybrid AM assigned client base to ensure strategic alignment and support of clients. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly-empowered, constructive sales culture. is responsible for the development and business results of a West Coast team of quota-carrying Hybrid and Hunter Account Managers . Each Hybrid and Hunter AM is responsible for maintaining high activity standards, daily prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology and delivering assigned monthly sales revenue targets.  Management and growth of the Hybrid AM assigned client base to ensure strategic alignment and support of clients. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly-empowered, constructive sales culture.

Work Location:

This is a fully remote position, but our ideal candidate is located in the Western United States.

Responsibilities
 

• Results-Oriented: Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets assigned.
• Independent: Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
• Customer Experience: Ensure consistent delivery of award-winning service, starting with initial contact, setting of realistic customer expectations, and taking responsibility for quick and effective hand-offs within GTT.
• Staffing: Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, manager understands that replacement personnel must already be hired, trained and ready to perform
• Associate Development: Monitor and track Sales Representatives individual performance, strengths and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge
• Manage Activities: Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results.
• Role Model and Coach: Director, Sales must be the most effective and skilled sales resource on the team. Ability to teach sales skills and track record of exceeding annual sales objectives are fundamental requirements.
• Collaboration: Work with other GTT business functions to ensure effective customer hand-offs to support functions, and work to improve the effectiveness of cross-functional processes.
• Training: Work with Director of Sales Training to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity.
• Forecasting: Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Account Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
• Reporting: Verify daily results, productivity measures, and assist with commission tracking.
• Process Improvement: Interface with various groups within GTT to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
• Communication: Meet with each Account Representative individually and at least weekly to review results, lessons learned, and areas for improvement. Uses this opportunity to coach Account Representative to increase results.
• Recognition & Reward: Candidate expected to understand the motivations and goals of each representative assigned. Manager demonstrates understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for the team.
• Performance Management: Coach lowest performers for improvement.
• Directly Involved: Recognizes that leadership is through doing. Spends majority of time on calls with Account Representatives identifying areas of opportunity and coaching.
• Entrepreneurial: Comfortable operating in a high-growth environment where change is embraced and encouraged.
• Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Account Representatives are their responsibility. Manager understands the responsibility of knowing and demonstrating the key values of GTT in everything that he/she does.
   

Requirements

• 8+ years of high performance outside sales management experience in a telecommunication and/or cloud telecommunications environment
• Proven track record of achieving measurable business results goals in a high transaction sales environment. Must demonstrate history of quantifiable success
• Experience in a fast-paced, high growth business environment
• Proficient in MS Word, MS Excel, MS Powerpoint
• Sales team hours can start as early as 8AM for the East Coast. Manager may be required to be “on call” from time to time before or after Manager’s core hours to assist their teams.

EEO Statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.

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