Regional Service Sales Manager - Southeast US Region at AVI-SPL in Tampa, Florida

Job Description:

Description




WHO WE ARE



AVI-SPL is a digital enablement solutions provider who transforms how people and technology connect to elevateexperiences,create new value, and enableorganizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.


Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.



WHAT YOU'LL DO



The Regional Service Sales Manager (RSSM) is a member of AVI-SPL's sales management organization and will provide regional service line of business leadership and front-line sales management in support of AVI-SPL's service growth strategy. This role will work closely with the Regional Sales Director (RSD), front-line sales management and account executives on building and executing sales strategies to grow services consumption by existing customers through improved renewal and attach rates, service offering expansion and increasing the value driven engagements. The RSSM will also be integral in net new service logo attainment strategies and large opportunity responses. The RSSM will directly lead dedicated regional service sales resources to partner with the field by building and executing sales strategies that enhance the Company's service growth leadership position.


Primary focus will be on creating Services-led solutions to target in-region Customers that are underserved by AVI-SPL and with local office Account Managers to expand existing AVI-SPL Customer engagements by bringing forward the full value of the entire Service capabilities of AVI-SPL. To enable focus within a diverse and robust service offering portfolio, the RSSM will prioritize their direct involvement towards platform-oriented and / or multi-element and enterprise Services engagements. Proper regional office and account management alignment, subject matter expertise and redirection to appropriate sales enablement resources will be provided in support of all other recurring Services opportunities.



Essential Duties and Responsibilities

• In collaboration with local office sales leadership, achieve the region's booking plan for Services by line of business (LOB). Provide sales leadership to realize the Attach Rate Value (ARV), % of Services, and Renewal Rate targets.
• Facilitate account-mapping and business planning with local office and regional sales leadership to identify current AVI-SPL Customers who are underserved by the Company's service catalogue and represent the target profile for Service consumers.
• Drive new prospect account development activities in collaboration with regional and local sales management in which "ATTAIN" Customer accounts - those accounts that are not active AVI-SPL Customers but that represent strategic value to the Company - are identified to target with a Services-oriented solution approach. Ensure successful positioning of AVI-SPL Services within these target accounts.
• Evaluate Request for Proposal solicitations that AVI-SPL is invited to participate in and that center on platform-oriented and / or multi-element and enterprise Services engagements. When determined appropriate, assign, and participate in the development and presentation of strategies necessary to properly position AVI-SPL within these opportunities in a creative and differentiated fashion.
• Directly manage the staffing, development, and performance of the dedicated Service Sales team.
• Facilitate the adoption of Service Renewal best practices such as account assignment, multi-year proposals and 90 days in advance delivery.
• Be a consistent source of thought leadership within the Unified Communications and Services arenas, and to be able to effectively articulate solutions for platform-oriented and / or multielement Services engagements as well as represent the value creation these solutions represent within specific Customer opportunities.
• Partner with service operations to best leverage data and insights from the ServiceNow platform to improve customer touchpoints such as service value proposition discussions and regular service review sessions.
• Work closely with regional and front-line sales management on the UCC and service learning and development sales enablement initiatives including training modules, badging and playbooks.
  • Collaborate with presales support engagement that drives the desired outcomes. Identify and execute improvements where applicable.
• Provide detailed and accurate sales forecasting and measure key performance indicators including success metrics.
• Partner with Service Offering Development to identify, build supporting business models for, bring to market, and manage the lifecycle of industry-leading audio visual and collaboration Service solutions that differentiate AVI-SPL in the market and create value for the business.
• Collaborate with Product Management and corporate marketing to co-develop externally facing collateral including but not limited to success stories, white papers, references, presentations templates, fact sheets, value justification and calculation tools, or verticalized content, tailored for the different phases of the Customer's journey and different buyer roles.
• Develop strong relationships with key Customer stakeholders to ensure AVI-SPL maintains a favorable position and that the desired value proposition is being provided.
• Other duties assigned as needed

WHAT WE'RE LOOKING FOR




Skills and Abilities

• Expertise in sales management disciplines - planning, assessing performance, providing feedback and getting results
• Ability to recruit, retain, coach and develop professional salespeople
• Capability to demonstrate the sales skills and behaviors required for success related to growing existing accounts and/or acquiring new business, with the ability to qualify opportunities and identify unique customer needs while proficiently managing all phases of the sales process.
• Must have strong teamwork skills to operate in a team selling environment to new and existing customers
• Ideal candidate should have excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders
• Strong written skills and competence with business applications used to construct documents, financial analysis, or presentations
• Ability to balance multiple tasks with changing priorities
• Self-starter capable of working independently and ensuring to meet deadlines
• Proven ability to contribute to new business development, prospecting, building account plans and responding to proposals
• Demonstrate effective negotiation and closing techniques
• Solid business / problem solving skills with the focus on customer service (internally and externally)

Education and / or Experience

• Minimum of a 4-year degree or comparable industry experience is required.
• 5+ years of experience with Customer-oriented solution selling is required. Specific experience in selling Services, unified communications, software as a service, or licensing and subscriptions is preferred
• 3+ years of sales management experience in the audio visual or collaboration industry is preferred
• Demonstrated experience leading complex operational and strategic initiatives
• Global business experience in the Audio Visual / Unified Communications market a plus
• Experience operating in a fast paced and continuous improvement state and / or complex matrix business environment is desirable.

WHY YOU'LL LIKE WORKING HERE

• Medical benefits, including vision and dental
• Paid holidays, sick days, and personal days
• Enjoyable and dynamic company culture
• Training and professional development opportunities

MORE ABOUT US



AVI-SPL is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or membership in any other group protected by federal, state, or local law. AVI-SPL is an AA/Disabled/Veteran Protected Employer VEVRAA Federal Contractor.


AVI-SPL reserves the right to alter work hours and work location as necessary. Work hours may vary based on client requirements and may include travel to various locations in support of the account. Apply Now