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Executive Director, Sales - Customer Communications Management (CCM)

CSG International Omaha, NE
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Job Description

       

15184 Executive Director, Sales - Customer Communications Management (CCM) (Open)

     

Position Type:

Full time

       

Location(s):

US.NE.Omaha.CampusUS.CO.Greenwood Village.Office, US.CO.Remote, US.IL.Chicago.Office, US.IL.Remote, US.NE.Remote, US.TX.Remote

        

Organization:

Customer Communication Mgt.

      

Position Details:

The Executive Director, Sales develops, communicates, and implements the strategic direction for the sales to new logos within designated territories and accounts.  This role leverages advanced business and industry knowledge; while challenging the assumptions of potential customers in order to generate new sales opportunities through the creation of unique and compelling solutions, value propositions, messaging, positioning documents, and presentations that align CSG with our target markets. Additionally, this role builds and manages a sales team that is capable of driving results at enterprise accounts and/or group targets. The Executive Director, Sales is an evangelist for CSG with specific focus on CCM solutions.

Essential Job Responsibilities

  • Responsible for the financial management for the territory and/or accounts that includes revenue growth plans, forecasting, budget planning and monitoring, expense management, financial planning and reporting, and allocating individual targets for the sales team. 
  • Lead the sales management process for the defined territory and/or accounts.  Design, build, and implement strategies that enhance business performance in CSGâ??s target markets for new logo sales.  Provide leadership to the sales team to identify, qualify, and create account plans.  Successfully execute against those plans through the creation and presentation of a complete value proposition, as well as the negotiation and pricing of contractual terms. 
  • Manage and develop Sales Directors to teach the customer unique insights about how our products can help them compete in the marketplace and deliver ROI, tailor messaging to each decision-maker across the organization, and influence the sales process while overcoming objections to customer aversion.  Develop advocates and relationships across the customer organization that can assist with building consensus on behalf of CSG. 
  • Track economic and industry trends as well as competitive threats and understand its implications on customer business with new target accounts.  Shares knowledge and insights with both internal and external colleagues.  Ensure the pre-sales team is current with technology and industry trends. 
  • Lead the sales team to identify the customer requirements and partner with the pre-sales and solution architect teams to design a product set or solution to meet those requirements, work with Sales Directors to evangelize the proposed solution, and adjust the solution as necessary for the customer. 
  • Build a team capable of meeting or exceeding assigned productivity and profitability quotas while maintaining a high level of customer satisfaction. Drive the teamâ??s pursuit of both new business and additional business development opportunities within target accounts with regard to product enhancements or initiatives.  Guide sales team on generating solutions to mitigate potential risk to deal closure.
  • Responsible for effective demonstration of managerial practices to include: the identification and recruitment of key strategic talent, providing day-to-day leadership to the sales and support teams, distribution and explanation of sales plans, the establishment of clear roles, responsibilities, regions, and/or accounts for team members, as well as the overall coaching and performance management of a high performing sales and support team. 
  • Must be able to travel internationally and/or domestically (dependent upon location of the role) up to and exceeding 50% of the time.

Education

  • Requires BS/BA degree in business or related field with 10 yearsâ?? experience in sales of software products and services

Experience

  • Minimum of 10 years of experience in sales of software products and services within the cable, DBS, and/or telecommunications market
  • Minimum of 8 years of sales leadership with demonstrated success leading sales teams
  • Advanced financial management skills
  • Expert ability to identify, qualify, and prioritize prospects with demonstrated results while leveraging SME to gain credibility with key prospects
  • Executive level presence with the maturity and strategic planning experience to lead large, complex sales opportunities
  • Ability to assess a situation and quickly formulate the correct solution
  • Advanced verbal and written communication skills with the ability to influence and negotiate complex sales deals
  • Driven with the ability to achieve/exceed sales quotas
  • Proven track record as a change manager and adept at building high performance  partnerships while driving transformational breakthroughs within target accounts
  • Must have an entrepreneurial spirit , is a self-starter, and innovative
  • Solid commitment to sales and customer service with good initiative and follow-through
  • Ability to be flexible and adaptable to client as well as business needs
  • For Customer Communication Management (Interactive Messaging, Output Solutions and Field Service Management):
    • Call center technology experience
    • IVR and messaging background
    • Print & mail solutions
    • Archiving exp, and E-care background
    • Field Services and workforce management

Job Details

Date Posted May 15, 2019
Date Closes July 14, 2019
Requisition 15184
Located In Omaha, NE
SOC Category 00-0000.00
Location