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Job Title:
VP, Practices, Tech and CCaaS SalesJob Description
This Leader is responsible for leading and managing a team of practices (specialized lines of business within Concentrix), Partner Tech and CCaaS (call center as a service) Sellers. This leader ensures Partner engagement with Partner AE’s and SE’s and understands the Partner landscape. The role involves driving and overseeing complex deal creation and shaping efforts that align with the prospect’s imperatives and solve business problems using the full breadth of Concentrix’s tech-powered solutions and human-centered services. The Leader oversees the team's efforts from initial sales qualification to pursuit to close, utilizing enterprise solution selling, practice area expertise, and the development of productive relationships with key buyers and decision-makers at new clients. This strategic leadership role is crucial in fostering a high-culture team environment that positively encourages growth and development.Strategic Selling and Business Growth:
- Leads the team in originating, shaping, and commercially enabling complex sales opportunities within the B2B Sales line of business, ensuring an active funnel is maintained as a result.
- Oversees the proactive generation and building of new client relationships from qualification to close by the team.
- Demonstrates a strong understanding of B2B Sales Operations and the related tech-led solutions that innovate CX at B2B and B2C organizations, ensuring the team does the same.
- Acts as a proven storyteller who can build and maintain relationships across multiple disciplines, lines of business, and strategic needs, guiding the team to do likewise with targeted enterprise prospects, including but not limited to, IT, CX, Operations, HR, Finance, and Procurement.
- Provides effective and clear leadership to virtual pursuit teams featuring SMEs from Practices and Product Owners and other disciplines of the company. Acts as an advisor and coach internally to develop win strategies through to close plans.
- Articulates a compelling and differentiated value proposition to prospects that aligns with their business outcomes, and coaches the team in this process.
- Sustains urgency through creating compelling events through active listening, storytelling, and personal experiences, and ensures the team does the same.
- Leads and supports business negotiation for complex transactions and opportunities, guiding the team through these processes.
- Works closely with portfolio leaders and practice leaders to leverage relevant subject matter experts in support of the pursuit, ensuring the team does the same.
- Engages the global leadership as appropriate and shepherds deals through the solutioning and approval process, mentoring the team in these activities.
- Provides discipline and rigor to the sales process as an expert on sales best practices, and ensures the team adheres to these standards.
- Successfully leads and aligns a complex network of stakeholders, including interaction with senior management levels at a client and/or within Concentrix, involving negotiating or influencing significant matters, and mentors the team in these interactions.
- Builds and demonstrates a very clear understanding of the target client’s business and their strategic business objectives, and ensures the team does the same.
- Demonstrates a strong understanding and knowledge of BPO and Technical Services associated with the target client’s industry sector and guides the team in this process.
- Develops and executes the sales strategy across all appropriate levels of the target client organization.
- Leverages exceptional communication skills to speak at forums both internally and externally and encourages the team to do the same.
Team Management and Talent Development:
- Strategically selects and implements the optimal structure for the team.
- Provides strategic direction to the team, ensuring alignment with company goals and culture.
- Mentors and coaches Sellers in the team, providing guidance on best practices, sales techniques, and professional development.
- Conducts regular performance evaluations, providing constructive feedback and recognizing high performance. Addresses performance issues promptly and effectively, developing improvement plans as needed.
- Acts as a role model and ensures that the Concentrix Culture is embedded.
Collaboration and Coordination:
- Works closely with Practice Leaders, Product owners, Portfolio Leaders, Sector Leaders, and other internal teams to align sales strategies with overall business goals.
- Leverages internal resources and expertise to develop and propose high-value and profitable solutions to clients.
- Ensures the team provides effective and timely transition of client relationships to the appointed Account Executive for sold deals independently or in partnership with Enterprise Sellers.
- Ensures the team collaborates with Account Executives to understand the context of their respective accounts and with the broader sales and account management community by sharing insights, best practices, and assisting with sales-related tasks.
- Monitors and reports on teams’ sales performance, tracking key metrics, and reports on progress to Sales Leaders.
- Gathers and shares client feedback and insights with internal teams to inform strategy and improve service offerings.
- Prepares and delivers regular reports and updates to Leaders on team sales performance and metrics.
- Stays updated on industry trends, emerging technologies, and best practices in sales management.
- Participates in training and development programs to enhance skills and knowledge.
- Actively seeks opportunities for professional growth and career advancement within the organization.
Qualifications:
- Bachelor’s degree in business administration, Marketing, or a related field with 12+ years of experience in sales.
- At least 3 years’ experience of managing a sales team selling complex tech solutions. Knowledge of CX tech and BPO marketplace is an advantage.
- Experience interacting with and selling to senior leaders across multiple functions and lines of business, including but not limited to, CX, Operations, Technology, Finance, Sourcing, etc.
- Strong communication and interpersonal skills with the ability to build new client relationships of trust and become a trusted advisor.
- Excellent problem-solving and conflict-resolution abilities.
- Ability to analyze data and use insights to lead solution build processes and win strategy creation.
- Proficiency in using CRM systems (e.g., Salesforce) and other relevant tools.
- Self-starter and strong time management skills.
- Ability to work collaboratively within a team environment.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel working within this job title.
Concentrix is an equal opportunity employer. Concentrix evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability status or any other legally protected characteristic.
Location:
USA, OH, Work-at-HomeLanguage Requirements:
Time Type:
Physical & Mental Requirements: While performing the duties of this job, the employee is regularly required to operate a computer, keyboard, telephone, headset, and other office equipment. Work is generally sedentary in nature.
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