Sales Specialist - UKI Service Providers BroadSoft

  • Location:
    Crawley, England, United Kingdom
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
    Collaboration, Video
  • Job Id
The Service Provider & Strategic Channel Sales UK role is a critical leadership resource responsible for defining the market strategy and driving continued sales and business development of Broadsoft software & SaaS sales to key Service Providers, strategic channel and to new customers in the UKI. The leader will drive strategic sales execution of our software license & SaaS offers to increase sales revenue and market penetration.

The Service Provider go to market strategy includes sales to and through a number of traditional Tier 1 through Tier 2/3 service providers and to newly targeted communication service providers & strategic channels.

Business development activities may include specific direct touch sales engagement to large enterprises accounts and targeted development of vertical selling solutions e.g. Contact Centre. Sales development activities will include managing specific sales relationships with key stakeholders at Service Providers, driving campaigns, events & marketing programs to drive increased pipeline and sales.

The Sales Specialist will report directly into the VP Northern Europe who is responsible for the overall strategy and focus for both software and SaaS within the geography. He/She will provide a vital reporting function to the broader regional and local management team operating in the UKI.

The Sales Specialist will be focused and measured on developing existing and increasing sales to service providers & partners. This role carries a quota and has direct line reports.

Duties and responsibilities

The Primary duties for this role include but are not limited to:
  • Achieve and exceed sales quota for region in software, services and SaaS
  • Development of a growth strategy and solid GTM execution for both software and SaaS in UKI
  • The execution against key performance metrics for software, services and SaaS sales in UKI
  • Continued development of the existing customer base for software, services and SaaS solutions to Service Providers e.g. Mobility, Contact Centre and Team Collaboration
  • The day to day management and development of a direct report sales team
  • Business development (new logo’s) into new SP’s, CSP’s and Large Enterprises e.g. strategic direct engagement with key accounts and verticals
  • Ownership of UKI marketing strategy and execution e.g. events, campaigns
  • Competitive analysis of UKI markets and competitor landscape
  • Proactive and accurate reporting of forecasts, sales, lead generation activities and key revenue/deal metrics
  • Key engagement and management of BroadSoft stakeholders in the UKI, EMEA and HQ
  • Executive Leadership
  • Finance
  • Marketing
  • Systems Engineering
  • Product Marketing
  • GTM Marketing
  • TAC
  • Skills
The skills required to perform the role include but are not limited to:
  • Strategic thinker with demonstrated results for high growth business
  • Solid industry knowledge with good contact base
  • Hunter/Farmer with SP & Enterprise experience
  • Service Provider centric with strong business development skills
  • Hunting/recruiting new SP’s – competitive positioning
  • Farming/developing existing Service Providers – enabler of solution growth e.g. Mobility, Contact Centre, Unified Communication, Team Collaboration
  • Value based/benefit selling background
  • Industry experience of voice, UC and Cloud solution development
  • Relationship driven management style with excellent interpersonal and communication skills
  • Strong team player, builder, coach/mentor

Primary Duties
The role will be a commissionable and will be measured against the following:-

  • Achievement of sales and revenue quota
  • Day to day management of sales team
  • Management of SP, CSP & reseller relationships within UKI
  • Owner of strategic plan for software & SaaS sales in the UKI
  • Successful team focus and market execution
  • Business Development of Service Providers and CSP’s in the UKI

Qualifications and Experience

  • University Level technical or business degree (advantage)
  • Solid industry contact base (CSP, SP & Reseller)
  • Strong knowledge of Telecom technology – UC, SaaS & Services
  • Past experience in channel management (advantage)
  • Demonstrated sales leadership of new technologies and team management
  • Account management and strategic account management experience
  • 10+ years relevant sales record with proven overachievement (will need to be verified)

Other requirements

  • Must be willing to travel
  • Ability to work from home office