Sales Director

About GTT:

GTT provides secure global connectivity, improving network performance and agility for your people, places, applications, and clouds. We operate a global Tier 1 internet network and provide a comprehensive suite of cloud networking and managed solutions that utilize advanced software-defined networking and security technologies.

We serve thousands of businesses with a portfolio that includes SD-WAN and other WAN services, internet, security, and voice services. Our customers benefit from a customer-first service experience underpinned by our commitment to operational excellence. For more information on GTT, please visit www.gtt.net.

Role Summary:

The purpose of the Sales Director role is to be responsible for driving the sales number of the UK Small to Medium enterprise team and achieving a targeted level of contract value for new/incremental business. You will also be responsible for working with the leadership team to set the path for the team to follow in 2019 and beyond.

Job Scope/Supervision:

High integrity and high credibility are a must, this person must be able to lead by example when it comes to handling C-level discussions and negotiations. The candidate needs to be able to earn and command the respect of the team, peers, and colleagues in other departments.

Duties and Responsibilities:

• Build out, support, and develop an account management team
• Maintenance and growth of existing global accounts
• Manage a pipeline of the team and ensure the 30/60/90 days funnel is growing
• Ensure effective selling and promoting of the full-service portfolio into the base
• Ensure the required levels of performance are achieved across the team, managing performance issues in a timely and structured manner
• Provide weekly/monthly/quarterly forecasts to the VP, Enterprise Business
• Ensure the team gains and maintains the required level of product knowledge
• Create a motivational team culture
• Create an appropriately competitive success-driven team culture through high profile reporting and recognition
• Run a set of consistent and structured team meetings to communicate and gather forecasting, performance, and relevant developments (product updates for example) and provide a forum for team communication
• Be the first escalation point for the team
• Develop strong relationships at the management level in key dependency groups such as Product, Pricing, and Service Delivery to support the sales effort
• Work with the UK Marketing Manager to drive the best value from the marketing budget and activity with a prime focus on lead generation and touching the key target prospects in our addressable market

Required Experience/Qualifications: 

The individual should be a disciplined, highly self-motivated self-starter, thorough with good attention to detail. A commitment to see things through to completion, comfortable doing whatever it takes to achieve objectives whilst maintaining quality. A team player and leader who can prove their ability to gain results by calling upon and managing resources effectively. They will need to be tenacious, focused, but inclusive and clear, communicating effectively with others in direct or virtual teams.

The successful candidate will be able to prove consistent success through a structured, disciplined approach using familiar, accepted, and proven methodologies that have either been applied personally and/or in a team management environment.

Working knowledge of key areas such as Security / SASE, SD-WAN, Managed Services, Professional, cloud-first strategies and firewall solutions are required.

Desirable Experience/Qualifications:

Formal technical qualifications are not required, but desirable.

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Planning: Tactical, Strategic: Knowledge of effective planning techniques and ability to contribute to operational (short term), tactical (1-2 years), and strategic (3-5 years) planning in support of the overall business plan.
• Coaching Others: Knowledge of coaching and mentoring concepts and methods; ability to encourage, motivate, and guide individuals in learning and improving effectiveness.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Managing Change: Knowledge of the necessity to adapt self and team to evolving business needs; ability to develop and implement new ideas and initiatives that improve the organization's performance in light of new requirements.
• Team Management: Knowledge of effective team building techniques; ability to form and manage effective teams.
• Knowledge of Sales Channels: Knowledge of meanings and features of sales channels; ability to coordinate multiple and diverse options for selling an organization's products and services.
• Strategic Sales Planning: Knowledge of sales principles, processes, techniques, and tools; ability to develop sales plans that are future-oriented, support business strategy, and reflect an understanding of emerging, as well as existing, opportunities and markets.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
• Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

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.