Senior Director/Director of Enterprise Sales

Alaska Communications Systems Holdings; Anchorage (AK); On-site; USD 131,000 - 179,000; Full time

Job summary

Alaska Communications is seeking a senior leader to develop and manage Business sales activities, driving revenue through strategic initiatives, partnerships, and potential M&A opportunities. You will oversee the Enterprise sales team, align with Product, Marketing, and Operations, and provide crucial market intelligence to sustain competitive advantage.

Responsible for forecasting, budgeting, and leading strategic projects across the Enterprise organization, ensuring alignment with company

Qualifications

• Customer centric mindset and ability to discuss the customer's business challenges and opportunities.
• Understanding of sales processes (sales/service, ordering/service delivery, billing) and telco operations.

Responsibilities

• Lead and provide strategic direction to the Enterprise department.
• Develop new sales opportunities across channels and strategic accounts.
• Gather, analyze, and disseminate data to inform strategic decisions and dashboards.
• Oversee RFP responses and competitive analyses.
• Collaborate with Product, Marketing, Service Delivery, and Operations to grow Alaska Communications' Enterprise business.
• Provide regular market intelligence to keep the company competitive.

Skills

Customer centricity

Business & process leadership

Job description

At Alaska Communications, we're committed to putting our team first , always being customer focused , having a can-do attitude , owning our results and always acting with integrity . This is what we hire for and what our team members exhibit each day. Want to make an impact with us?

We are unable to support remote international applicants or routinely sponsor work visas.

The compensation range for this job is:
$130,725.00 - $178,707.00

POSITION SUMMARY

Develop and manage Business sales activities and efforts to meet Company sales objectives, improve continuity and consistency in Sales Operations to drive company revenue objectives. Responsible for introducing sales strategies, tactics, and analytics based on market intelligence and data to customer facing employees. Lead Corporate Strategy Initiatives in additional programs, partnerships, and potential M&A and/or Joint Ventures.

ESSENTIAL FUNCTIONS

Essential Functions Statement(s)

• Lead and provide strategic direction to all the members of the Enterprise department.
• Build exceptional customer relationships and develop new sales opportunities from strategy to execution, to include, but not limited to, new sales channels, new customer segments, and strategic accounts.
• Gather, analyze, and disseminate information to ultimately make strategic decisions. Use quantitative and qualitative data from internal and external data sources to produce dashboards, metrics, or insights.
• Implement initiatives to minimize external threats from competitors and capitalize on opportunity markets. Involved in the strategic planning process with all levels of senior management on matters of competitiveness and provides recommendations for future modes of action.
• Develops short- and long-term business cases for strategic sales opportunities to senior leadership.
• Oversee strategic responses to key corporate Requests for Proposals (RFPs).
• Team with Product, Marketing, Service Delivery, and Operations departments to identify, analyze, and develop new products and services as required to grow Alaska Communications' business.
• Provide regular, concise, value-added market intelligence to the entire company to assure Alaska Communications remains the best telecommunications company in Alaska.
• Have a deep understanding of customer value generated by Alaska Communications' Enterprise product line.
• Provide regular, concise feedback regarding how we can improve the customer experience at Alaska Communications.
• Lead large strategic projects affecting entire Enterprise sales team
• In coordination with senior sales management, develop competitive analysis, proposal templates, contract processes and agreements.
• Provides the Enterprise sales teams with high quality training to develop and maintain knowledge and sales skills required to meet the Company's revenue and profit objectives. Training will include: developing a consultative sales approach; industry and technology training to ensure sales employees are authorities on the industry and applicable and emerging technologies; competitive training to ensure sales employees maintain an intimate understanding of competitor's offerings and anticipated offerings and how to use that knowledge to develop and use reactionary and anticipative sales tactics and strategies; and other in-house training as required to achieve the Company's objectives.
• Under guidance of Financial Planning & Analysis; designs, implements, and manages Enterprise and Carrier Sales' forecasting, planning, and budgeting processes.
• Ensures sales reports and other internal intelligence are provided to sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Oversees Sales Compensation Plan Administration. Establish sales compensation program rules, policies and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.

POSITION QUALIFICATIONS

Competency Statement(s)

• Customer Centricity - An attitude of customer as the key to success and keeping the customer's interests' paramount. Abel to speak about the customer's business challenges and opportunities in a specific manner and if relevant, bringing that information into AC so that telecom solution sets can be developed and then presented back to the customer.
• Business and Process Leadership - Understanding of business processes: a keen understanding of the sales process and associated metrics and measurement. A keen understanding of key telco processes (sales/service, ordering/service delivery, billing, and customer support) and the ability to map pr