Enterprise Sales Manager

Job content

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role Location

Brussels

Role purpose

This person is responsible for the business performance of Enterprise market and in-region execution of Colt’s Go to Market, delivering market leading growth from new business and acquisition, whilst developing and retaining existing accounts.

Responsible for delivering the assigned growth target, through sales strategy execution according to the GTM, people leadership & sales performance for the segment and team under the RSD scope.

They will drive sales excellence through developing people, collaborate in Country, Regional and Segment level through international collaboration attitude, teaming cross multiple sales support functions, building operational standards (CRM, ADP’s, Whitespace, etc.), setting & executing Customer and sales resource alignment and maintaining excellent standards of sales governance and sales KPIs management (e.g. productivity, churn, pipeline coverage, win rate, etc.).

Ultimately the role is responsible across its territory for the building and operation of a world class sales organisation.

Key accountabilities

A strong people manager, capable of delivering sales performance and to set-up high performance culture in their team:

• Driving sales performance through an effective leadership style based on leading by example, inspiring & connecting people, communicating effectively, being accountable, recognising success & motivating and enabling teamwork.
• Coaching and managing the AEs to be effective and productive.
• Driving a high performance culture by executing an effective performance management, enabling empowerment, developing a customer-centric strategy, increasing communication and enhancing collaboration.
• Recruiting, training, motivating and retaining an effective and engaged employee salesforce.

Sales strategy and performance:

• Accountable for delivering Revenue, Bookings, Churn KPIs, Productivity, Regional fixed cost budget.
• Developing and coaching people based on structured framework and techniques to increase productivity.
• Driving revenue and margin in the division through complex new business opportunities, BAU transactional and developing and retaining existing accounts (churn reduction).
• Developing existing Accounts through the adoption and execution of a consistent and systematic framework based on Focused Accounts care, ADP, whitespace analysis, upsell & cross-sell activities, etc. with the aim to increase share of wallet and market share, mainly on strategic products (e.g. Cloud, SD-WAN, uCPE; CIC, CcaaS).
• Ensuring high standards of operation and compliance with Colts’ sales governance
• Ensuring the highest standard in sales disciplines is adopted across the Region, including forecast accuracy, pipeline management, SAP C4C cleaning, etc.
• Collaborating and contributing to the evolution of Colt’s product and solutions portfolio.

Relationships and key contacts (financial and non-financial)

• Works as part of an Regional SMT that plans, develops, designs, negotiates, delivers high value, complex solutions.
• Supports in the processes of big deals (+500k€) qualification, proposal, resourcing, negotiation and closure.
• Contributes to product development and process optimization.
• Customer connected, maintain key relationships and account sponsorship.
• Champions the needs of the sales community, customers and partners across the organization.

Role specific requirements

Skills & Experience

• Excellent sales manager skills
• Proven and consistent track record of delivering growth and people development
• Demonstratable performance in driving uplift in productivity
• Strong operational focus, with high focus on teaming and connecting people (internally and externally e.g. Partner ecosystem)
• Strong Pipeline and Forecast management structure and methodology
• Excellent influence & communication skills.
• Existing personal network with C-Level contacts
• Good planning, organisational and time management skills
• Exercises little or no direct supervision but coaches and mentors manager and AEs providing support and guidance
• Results oriented with high commitment, resilience and a positive attitude
• Considerable knowledge of the telecommunication market, with strong affinity with the new technology and innovative partnering GTM approach
• Professional manner and conduct, with proven experience in communicating with C-Level executives in large, complex organizations

Person specification

• High teambuilding approach, with high “out of the box capability”
• Master of the rules, whilst at the same time having the capability to “challenge” status quo
• Demonstratable capacity to manage challenging situations while staying calm & controlled
• Results oriented with high commitment, highly resilience and a positive attitude
• Self-motivated and shows perseverance
• Appetite to learn, develop more. Competitive drive
• Passionate, persuasive, dynamic, inspiring, entrepreneurial attitude
• Having a level of ’presence’ in order to influence and create positive impact
• Team player with a “hands on-mentality“
• Ability to lead and drive collaboration across different teams to follow a common goal