GTT provides multinationals with a better way to reach the cloud through its suite of cloud networking services, including wide area networking, Internet, managed services and voice services. The company’s Tier 1 IP network connects clients to any location in the world and any application in the cloud. GTT delivers an outstanding client experience by living its core values of simplicity, speed and agility. For more information on how GTT is redefining global communications, please visit www.gtt.net.
Summary Reporting to the SVP Channel Sales, the
VP of Channel Sales
is responsible for the development and business results of a team of quota-carrying Channel Managers. Each Channel Manager is responsible for maintaining high activity standards, daily agent prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, Channel knowledge (masters and sub agents), adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture.
Responsibilities
Results-Oriented : Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets.
Independent : Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
Agent Experience : Must have deep relationships with Master and sub agents.
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, replacement personnel must already be hired, trained and ready to perform.
Associate Development : Monitor and track Sales Representatives' performance, communicate evaluations clearly, 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 delivered per representative. Demonstrate clear ability to correlate activity standards with business results. Role model and coach: the Sales VP must be an effective and skilled sales resource on the team, with a track record of exceeding annual sales objectives.
Collaboration : Work with other GTT functions to ensure effective customer hand-offs and improve cross-functional processes.
Training : Work with the Director of Sales Training to identify, prepare and execute incremental sales skills or product training to improve close ratios and increase productivity.
Forecasting : Confidently predict monthly/quarterly/annual sales bookings using pipeline management for each Account Representative; commit to the accuracy and achievement of the sales forecast.
Reporting : Verify daily results and productivity measures; assist with commission tracking.
Process Improvement : Interface with various groups within GTT to improve the overall sales process and drive strategic initiatives of the Sales group.
Communication : Meet with each channel manager individually and at least weekly to review results, lessons learned, and areas for improvement; coach Account Representatives to increase results.
Recognition & Reward : Understand the motivations and goals of each representative and manage a recognition and reward program accordingly.
Performance Management : Coach lowest performers for improvement.
Directly Involved : Leadership is demonstrated through action; spend the majority of time on calls with Account Representatives to identify opportunities and provide coaching.
Entrepreneurial : Comfortable operating in a high-growth environment where change is embraced and encouraged.
Spirit of Intent : Understand that the essential role of Management is to deliver business results through people; Account Representatives are their responsibility and leaders should exemplify GTT values in all actions.
Requirements
8+ years of high-performance Inside or outside sales management experience in a telecommunications and/or cloud telecommunications environment.
8+ years working with Master and sub agents in Channel Sales.
Proven track record of achieving measurable business results goals in a high-transaction sales environment, with a history of quantifiable success.
Experience in a fast-paced, high-growth business environment.
Proficient in MS Word and MS Excel.
Sales team hours can start as early as 8 AM for the East Coast; manager may be required to be on call from time to time before or after 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 nondiscrimination 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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Summary Reporting to the SVP Channel Sales, the
VP of Channel Sales
is responsible for the development and business results of a team of quota-carrying Channel Managers. Each Channel Manager is responsible for maintaining high activity standards, daily agent prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, Channel knowledge (masters and sub agents), adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture.
Responsibilities
Results-Oriented : Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets.
Independent : Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
Agent Experience : Must have deep relationships with Master and sub agents.
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, replacement personnel must already be hired, trained and ready to perform.
Associate Development : Monitor and track Sales Representatives' performance, communicate evaluations clearly, 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 delivered per representative. Demonstrate clear ability to correlate activity standards with business results. Role model and coach: the Sales VP must be an effective and skilled sales resource on the team, with a track record of exceeding annual sales objectives.
Collaboration : Work with other GTT functions to ensure effective customer hand-offs and improve cross-functional processes.
Training : Work with the Director of Sales Training to identify, prepare and execute incremental sales skills or product training to improve close ratios and increase productivity.
Forecasting : Confidently predict monthly/quarterly/annual sales bookings using pipeline management for each Account Representative; commit to the accuracy and achievement of the sales forecast.
Reporting : Verify daily results and productivity measures; assist with commission tracking.
Process Improvement : Interface with various groups within GTT to improve the overall sales process and drive strategic initiatives of the Sales group.
Communication : Meet with each channel manager individually and at least weekly to review results, lessons learned, and areas for improvement; coach Account Representatives to increase results.
Recognition & Reward : Understand the motivations and goals of each representative and manage a recognition and reward program accordingly.
Performance Management : Coach lowest performers for improvement.
Directly Involved : Leadership is demonstrated through action; spend the majority of time on calls with Account Representatives to identify opportunities and provide coaching.
Entrepreneurial : Comfortable operating in a high-growth environment where change is embraced and encouraged.
Spirit of Intent : Understand that the essential role of Management is to deliver business results through people; Account Representatives are their responsibility and leaders should exemplify GTT values in all actions.
Requirements
8+ years of high-performance Inside or outside sales management experience in a telecommunications and/or cloud telecommunications environment.
8+ years working with Master and sub agents in Channel Sales.
Proven track record of achieving measurable business results goals in a high-transaction sales environment, with a history of quantifiable success.
Experience in a fast-paced, high-growth business environment.
Proficient in MS Word and MS Excel.
Sales team hours can start as early as 8 AM for the East Coast; manager may be required to be on call from time to time before or after 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 nondiscrimination 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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