Location:

Seattle, WA

Discipline Description:

Sales

Req. Number:

10578

Employment Status:

Full Time

Functional Unit:

Business Services - Local Markets West

Openings:

1

Recruiter:

S. Martin

Job Responsibilities:

General Summary:
Generate revenue by selling solution-based products such as VoIP, broadband, and integrated communication services within our middle market business segment. Market focus on customers spending $5k - $25k per month.


Essential Duties and Responsibilities:

• Attain monthly sales quota and meet required sales activity levels, including, but not limited to: contacting prospective customers by telephone, cold call premise visits, networking, lead generation, proposal submission, and customer appointments.
• Develop and implement sales plans that provide clearly defined strategies, tactics, and timeframes to maximize performance.
• Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business.
• Apply sound strategies for protecting accounts and penetrating accounts held by competitors.
• Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed.
• Partner with customers through strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding business solution.
• Provide accurate and detailed sales forecast of identified and proposed opportunities ensuring sales quota attainment.
• Develop and maintain positive and comfortable relationships with prospects, customers, and internal resources. Understand the dynamics of prospective and customer organizations to appropriately align with key decision makers and decision influencers.
• Convey information, verbal and written, clearly and efficiently in a way that sets clear expectations and encourages open dialogue and understanding with prospects and customers.
• Close sales engagements with customers by gaining commitment to implement the value-adding solution(s).
• Participate in all mandatory and voluntary training programs that will enhance knowledge, skills, and abilities and maximize performance and skill development.
• Collaborate with internal resources to share information, coordinate sales, and provide assistance as needed to ensure customer requirements and expectations are met.
• Maintain knowledge of XO products and services including features, benefits, changes, applications, ability to be customized, and how to effectively distinguish them from competitor offerings and position them to meet customers’ needs. Understand and adapt to constantly changing products in a perpetually changing industry.
• Document all initial and on-going customer contacts in the appropriate databases.
• Other duties as assigned.

Minimum Qualifications:
• Education: Bachelor’s degree preferred

• Relevant Work Experience:
• 3+ years business to business sales experience
• 1-2 yrs telecom experience preferred

Equivalent Education & Work Experience:
• AA degree in telecommunications or related field plus 2 years business to business sales experience or 1+ yrs of successful telecom sales experience

• XO sales employees with six-months off ramp performance at or above the targeted quota for an MAE will be eligible for consideration

Minimum Qualifications:

Knowledge, Skills and Abilities

• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are, and usually are, in multiple locations.
• Excellent communication, presentation, qualifying, closing, and negotiation skills
• Experience with a technical service offering; preferably computer or telecommunications technology
• Ability to prospect and uncover new opportunities as well as provide account management functions
• Able to work in a team environment
• Proven ability to solve client business issues by providing a solution (must be able to articulate ROI)
• Must possess technical knowledge to appreciate the challenges and opportunities posed by developing an integrated communication solution
• Must be able to attend outside client/customer appointments and conduct face-to-face prospecting on a regular basis

Software
• Word

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XO Communications is an Equal Opportunity Employer.