China Telecom Americas

About China Telecom Americas

Description Summary: China Telecom Americas, a fast growing company, is seeking a strategic sales professional who enjoys developing new prospects and interacting with existing customers as well as hunting and developing channel distributors and building long-term partnerships. Wholesale Sales Managers work prospecting and qualifying clients, ultimately building a sustainable pipeline to increase sales of China Telecom Americas' products and services. Successful Sales Managers are familiar with a variety of marketing concepts, practices and procedures. This position relies on broad experience (sales or telecom) and judgment to plan and accomplish sales goals. Major Tasks & Responsibilities: Reporting directly to the Senior Director of Wholesale and Strategic Accounts, the Wholesale Sales Manager will be responsible to develop business for China Telecom Americas? focused on Wholesale Services Providers, Traditional Telcos, Resellers, OTTs etc in the North American markets. This position is also responsible for the development and implementation of Wholesale Partnerships to help ensure achievement of Company business plan. Focusing on the Service Provider Market requiring such services as contained in China Telecom Americas? product portfolio, Wholesale Sales Managers will be expected to meet, and encouraged to exceed aggressive revenue targets while accomplishing the following: Responsible for selling IP, IPLC / IEPL, MPLS VPN, IDC, ICT, SDwan 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 and operations 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 other requests 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 the target customers, and articulates the strategies and tactics to develop business with them Manage and document adequate sales pipeline (estimated 5X annual revenue target) Provide accurate weekly activity, and various monthly and ad hoc reports to senior management Act as an escalation point for customers to remove any and all obstacles to developing 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 Company mission and business objectives Manage regular process of communication to channels, and other important stakeholders throughout the organization Develop corresponding training and marketing programs to generate sales activities from channels Work closely with distribution partners to effectively manage marketing and merchandising Proactively identify and track programs for revenue attainment, cost, and overall business progress Analyze and recommend solutions important to channel management function Essential Skills, Qualification and Education Needed: A minimum of 5 years sales experience selling to Carriers, Cloud, Wholesale, Channels Experience selling both business and technical solutions preferred Experience in selling global network solutions between the US and Asia Pacific regions a plus Proven selling techniques and strong account management skills; able to conduct prospecting and manage customers independently Experience in developing and managing channel partners independently Good understanding of global telecom / IT solutions industry and sound knowledge of the market trend Solid individual network with telecom industry and/or corporate community within region a plus Flexibility to work seamlessly with global sales team in different time zones Self-motivated, customer-focused, result-oriented Excellent interpersonal and communications skills; verbally, written, face-to-face and over the phone with customers and co-workers Impressive proposal writing skills and presentation skills Bachelor’s Degree or equivalent education; preferred concentration in Telecom, IT or business-related discipline Travel availability daily within region to customers, and with notice to other locations worldwide

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