Regional Sales Manager
Current• Selling IP, IPLC / IEPL, MPLS VPN, IDC, ICT and other data products in the US market, meeting quarterly and annual sales targets• Develop long-term relationships with our enterprise customers, especially multi-national corporate customers• Identify sales leads, provide sale support (including working with engineering andoperations for the successful cutover of sold services), manage sales processes,close sales deals, and negotiate terms and conditions• Manage against branch budget goals relating to direct and indirect expenses• Review and organize business case documentation for Bid Reviews and/or otherrequests requiring approval from senior management• Take overall leadership position on contract negotiations and coordinate Executive,Legal and Operational resources to drive process to timely completion• Develop and document formal territory plan that clearly analyzes and defines thetarget customers, and articulates the strategies and tactics to develop business withthem• Manage and document adequate sales pipeline (estimated 5X annual revenuetarget)• Provide accurate weekly activity, and various monthly and ad hoc reports to seniormanagement• Act as an escalation point for customers to remove any and all obstacles todeveloping business in the target markets• Cold call and use industry contacts to acquire new distribution partners• Identify and negotiate agreements with suitable partners that correspond to Companymission and business objectives• Manage regular process of communication to channels, and other importantstakeholders throughout the organization• Develop corresponding training and marketing programs to generate sales activitiesfrom channels• Work closely with distribution partners to effectively manage marketing andmerchandising• Proactively identify and track programs for revenue attainment, cost, and overallbusiness progress• Analyze and recommend solutions important to channel management function
