Director, GIN Sales

Your day at NTT DATA

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. 

In this role the associate will be responsible to lead and manage the team of GIN Sales Representatives in EMEA. The Director of Sales will be directly responsible for leading their team to generate new monthly recurring revenue (MRR) by selling to new clients as well as managing existing strategic accounts. The role is based in London. 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, NOC, and Customer Engineering to help with or lead specific projects pertaining to GIN revenue generation within the Strategic Sales Channel.

Essential Functions & Duties:

• Develop and manage a sales organisation, with direct and indirect collaboration, with a focus on acquiring net-centric organisations headquartered in EMEA.

• Manage collaborative sales activities with internal Business Unit sales organisations, as well as with external NTT Affiliates on required deals.

• Provide deal support for renewal and upgrade opportunities for current customers including pricing approval and overall deal management.

• Interface closely with Product and Sales Management, IP Operations, and other groups within the GIN business unit to provide feedback on market trends, 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.

• Track progress and analyse trends of ongoing sales opportunities for their team, and responsible for reporting on this activity to Senior Management.

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

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

• Good knowledge of all Microsoft Office and Salesforce applications.

• Ability to travel both domestically and internationally between 25% and 50% of the time.

• Enforce performance standards and addresses problems in a timely fashion.

• Responsible for ensuring staff participates and successfully completes all companywide mandates and 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 organisational security policies and guidelines.

Qualifications (Knowledge/Skills/Abilities) Core Competencies

• Preferred to have previously managed a national or international team of sales executives, with experience managing a dispersed and remote team.

• Must have a working knowledge of Private Peering agreements and the network implications surrounding these 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 of meeting and exceeding a team quota.

• Proven experience in developing and delivering effective sales process and tactical training.

• Proven ability to analyse a customer 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. 

Education and Experience:

• Preferred to have a Bachelor’s degree in Business, Marketing, Computer Science, Engineering or a related field preferred. Direct work experience will also be considered.

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

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