Director, Global IP Network Sales

This position will join the Global IP Network (GIN) team at NTT. NTT’s Global IP Network is one of the world's largest Tier 1 global IP backbones, spanning the Americas, Europe, Asia and Oceania on a single autonomous system number AS2914. As a top wholesale IP provider globally, our network has received many international recognitions, including Best Global Wholesale Carrier, Best North American Wholesale Carrier and Wholesale Operator of the Year, among others.

The Director of Sales will be directly responsible for leading and managing a team of Global IP Network (GIN) Sales Representatives across North America, comprising Global Client Managers (GCM) and Strategic Client Managers (SCM), as part of GIN’s Strategic Sales organization, reporting to the VP of Strategic Sales. The Director of Sales will lead their team to generate new incremental monthly recurring revenue (NIMRR) by selling GIN services to new logo customers and select strategic accounts. The Director of Sales will be expected to work with other members of the Sales Management Team as well as across other departments such as Finance, Product Management, IP Engineering, IP Operations, the NOC, and Customer Engineering to help with or lead specific projects pertaining to GIN revenue generation and revenue retention.

In this role you will:

• Develop, coach and manage a sales organization with both direct and indirect collaboration, working within a target market focused on IP Transit customers with requirements for high bandwidth services.

• Provide deal support for sales opportunities for both new and select existing customers, including pricing approval and overall deal and strategy management.

• Interface closely with Product Management, Sales Management, IP Operations, and other groups within the GIN organization to provide feedback on market trends, business development opportunities, competitive issues, and client needs.

• As a part of the GIN Sales Management Team, the Director of Sales will be providing regular updates regarding assigned team sales activities in addition to weekly and monthly reporting against key performance metrics.

• Track progress and analyze trends of ongoing sales opportunities for their team, and ultimately responsible for reporting on this activity to the VP of Strategic Sales.

• Work with Product Development and Marketing teams to leverage necessary tools and resources to promote the success of the Sales Team.

• Required flexibility to work outside of standard 9am-5pm hours.

• Enforces performance standards and addresses problems/issues in a timely fashion.

• Responsible for ensuring staff participates and successfully completes all companywide mandated training in a timely manner.

• Complies with Corporate Equal Employment Opportunity and Affirmative Action Standards.

• Complies with all Ethics and professional standards.

• Complies with all corporate and organizational security policies and guidelines.

• Good knowledge of all Microsoft Office and Salesforce applications.

• Ability to travel nationally and international between up to 30% of the time.

• A bachelor’s degree in business, Marketing, Computer Science, Engineering or a related field is preferred.

• 8+ years of sales and/or business development experience, including experience in developing complex multi-component business solutions.

• 5+ years of experience specifically within the Telecom or IP industries.

• Must have direct experience selling IP solutions.

• Has previously managed an international, national or regional team of professional sales executives in North America – specifically prospecting and onboarding of New Logos.

• Must have a working knowledge of Peering agreements, the provision of IP Transit and the network implications surrounding these different types of relationships.

• Excellent communication abilities in both verbal and written genres. Well-honed teamwork skills including the ability to work with executive level prospects and customers.

• Proven track record of success in meeting or exceeding a team sales quota.

• Proven experience in developing, delivering and implementing an effective sales process and tactical coaching to a sales team.

• Proven ability to analyse a customer’s need and develop and recommend alternative solutions to meet that need.

• Being a seasoned negotiator with solid conflict resolution skills.

• High technical aptitude with ability to accurately articulate the underlying technologies and applications of the Internet.

• Experience working within wholesale telecommunications; ideally focused on high bandwidth IP transit sales.