Sales Director Software & Solutions-- Montreal, Canada
Every day over 20,000 Amdocs employees serving customers in more than 60 countries, collaborate to help our customers realize their vision. We have a 30-year track record of ensuring service providers’ success by embracing their most complex, mission-critical challenges. 100% of Fortune’s Global 500 quad-play providers rely on Amdocs to help them run their businesses better.
Amdocs is a ‘can do’ company that leads the industry, is fully accountable and most importantly, always delivers. This is our DNA. Our success has been sparked and sustained by hiring exceptional people. If this sounds like you--- if you have the drive, focus and passion to succeed in a fast-paced, delivery-focused, global environment-- then Amdocs would like to talk with you. Amdocs: Embrace Challenge, Experience Success.
We are seeking a Sales Director with Software & Solution Sales experience in the Broadband, Cable, and Pay TV Industry. Must be based in Montreal or surrounding area (Local candidates only – no relocation assistance provided). The Sales Director (SD) manages the sales cycle in a certain territory or a certain account or specific domain. In that capacity, the SD exercises the business solution approach: focusing on the customer’s needs and pain points rather than what Amdocs has to offer. He/she communicates Amdocs’ value proposition and builds good solutions to fit customer needs. The SD identifies opportunities: either by creating demand or providing answers for existing demands, qualifying prospects, and closing deals. The SD develops opportunities; this includes working with different units in the matrix organization to develop the opportunity until close. Main responsibilities include:
Generates, qualifies and leads sales opportunity pursuits
Manages and participates in the production and delivery of presentations, demonstrations, proposals, and tenders
Leads the qualification process, the sales team’s formation and the engagement with the customer
Ensures opportunity strategy development and communication
Develops and owns opportunity strategy, the proposal and negotiations process, owns the close plan and confirms it against customer’s buying process
Builds relationships with key purchasing decision makers, executive sponsors and influencers. Understands competitive landscape and our own strategy to win, leveraging this.
Skilled at understanding the customer’s business challenges, culture and environment, specifically market trends, future technologies, competition and partners that may affect the customer's business.
Communicates sales success and business value to our customers to identify new opportunities and sell to create strong customer references.
Orchestrates the selling team: meetings, deliverables, reports and undertakes sales administration tasks as required
Core Competencies for the Role
Customer Facing: Proficient in customer management aspects, including a good understanding of the customer business, structure, culture, trends, concerns, and internal politics and power map
Business Understanding: Excellent understanding of business and best practice, leveraging this when communicating the best solutions to fit customer needs. The SD needs to understand P&L statements
Sales Skills: Must be persuasive, and have very polished communication and presentation skills. The successful SD effectively probes and qualifies opportunities and builds business cases to the customer to justify pricing
Lead a Matrix Team: Must be a team player. In order to succeed the SD must mobilize processes and lead a matrix team throughout the sales engagement.
Knowledge, Skills and Experience
10+ years sales experience
Experience selling BSS/OSS solutions
Experience selling into large MSO’s in Cable Industry (with strong and relevant relationships a the C-Level, SVP, and VP levels)
Fluent French required
Proven experience in running long, complex sales cycle processes for large enterprise companies within the communications sector
Task oriented, self-motivated, persuasive with excellent communications and presentation skills
Experience in communications at the executive level
College degree a must, advanced degree and MBA an advantage
All Amdocs roles require strong verbal and written communications skills, position-appropriate mentoring/leadership abilities, ability to quickly master new systems and/or processes, capacity to stay organized while managing competing priorities, and a deep customer service orientation, both internally and externally.