Director of Enterprise Sales

Summary:

Reporting directly to the Vice President of Enterprise Sales, the Director of Enterprise Sales will be responsible for managing the company s New England sales team. The successful candidate will have a proven track record (8-10 years) in successfully leading a telecommunications sales team to hit or exceed assigned sales targets.

Qualifications, Knowledge, and Skills:

• Lead a team of sales professionals to achieve FirstLIght s sales goals, driving an appropriate mix of New Logo Sales with cross sell/up sell of existing customers.
• Train, develop, and coach sales talent to achieve their business and personal development goals
• Build a high-performance work team by holding people accountable for achieving their objectives
• Manage the sales goals and process for the team in region including sales forecasting, account plan development, development of a robust sales pipeline, contract negotiation and maintenance
• Identify customer needs and effectively illustrate to team the need to understand and respond to perceived customer risks. Assist team with problem solving and solution development.
• Enable sales reps to connect client s business objectives with FirstLight offerings and solutions
• Provide best practice guidance around how to negotiate and close as many sales campaigns as possible
• Effectively manage a team who sells a broad portfolio of products across a wide range of industries, ensuring that reps are knowledgeable on all FirstLight products and solutions, and are effective at selling the appropriate mix of products.
• Help your direct reports establish themselves as a Trusted Advisor to the prospect or customer
• Assist in creating an environment of teamwork and continuous improvement
• Work with regional counterparts to share best practices and understand how to grow scalable, successful teams

Job Qualifications & Preferences:

• 8-10 years experience leading a telecommunications sales team to hit or exceed assigned sales targets
• Proven ability in developing sales strategies, tactics, and techniques based on customer feedback and market.
• Excellent negotiation, training, and presentation skills.
• Familiarity and understanding of new and emerging telecommunications technology, including but not limited to fiber optics, Ethernet, virtual PBX, and Software as a Service (SaaS).
• Ability to successfully motivate and manage cross-functional teams.
• Willingness and ability to travel to meet with prospects and customers and attend trade shows, sometimes after hours.
• Strong communicator in all media forms with the ability to communicate with associates, managers, and customers, at all levels of the company.
• Bachelor s degree in business administration or marketing related field preferred.

About FirstLight:
FirstLight, headquartered in Albany, New York, provides fiber-optic data, Internet, data center, cloud and voice services to enterprise and carrier customers throughout the Northeast connecting more than 13,000 locations in service with more than 125,000 locations serviceable by our more than 25,000-route mile network. FirstLight offers a robust suite of advanced telecommunications products featuring a comprehensive portfolio of high bandwidth connectivity solutions including Ethernet, wavelength, and dark fiber services as well as dedicated Internet access solutions, data center, cloud and voice services. FirstLight s clientele includes national cellular providers and wireline carriers and many leading enterprises, spanning high tech manufacturing and research, hospitals and healthcare, banking and financial, secondary education, colleges and universities, and local and state governments.

FirstLight Fiber is an equal opportunity employer. In accordance with state and federal laws, FirstLight s equal opportunity policy is that all applicants and employees are treated equally by the company with respect to employment opportunities, regardless of race, color, religion, sex, sexual orientation, disability, or veteran status or veteran disability.