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Telecom company Appear is looking for an experienced Sales Director to help secure new projects and grow the business in the Russian Media & Broadcast market.
This work will be carried out in close cooperation with our Global Pre Sales and Sales teams. You will ideally be located in Russia, however location will not be a barrier for the right applicant.
Description:
Candidates are expected to have an excellent understanding of the current market trends, demonstrating a strong history of senior level engagements in a lead sales role to Tier-1 Fiber Networks, Broadcast Operators and Content Owners. Specifically, in relation to the sales of technically complex solutions for multi-million USD projects within the end to end live and offline professional video delivery ecosystem from content capture to consumer.
You have 8+ years of experience and an established industry network, ideally gained within a vendor or operator environment with in-depth commercial understanding of the fixed and mobile video contribution, production, streaming and content distribution segments. It would be an advantageous if the candidate had strong knowledge of the technically solutions and how they meet client’s operational requirements from concept to delivery.
Responsibilities:
Develop strategy and outline roadmap for Sales and Marketing to support strong growth in the region
Deliver sales revenue targets, implementing and managing a robust sales forecasting process
Expand and nurture our regional reseller and partner relationships, driving business both directly to customers and via indirect channels
Review ways in which market opportunities and sales revenue can be maximized across the various countries and market segments
Identify hiring needs, hire and train new team members
Be a mentor and provide hands-on coaching and professional development for Account Executives s and wider team
Serve as senior stakeholder and point of escalation internally and in customer engagements
Conduct weekly forecasts and oversee sales development goals, metrics, and quota achievement
Proactive cross-functionally collaboration with Marketing, Technical Sales, Talent Acquisition, Product Management and Support to align regional strategy
Participate in regional and global trade shows and exhibitions
Desired Skills and Experience:
8+ years of B2B sales leadership in one of the following areas:
Digital Video contribution and distribution network design
Video compression formats
TCP/IP technologies, networks and protocols
Cloud and cluster-based system architectures
An excellent track record in achieving quota attainment as first line sales leader
Territory knowledge / experience in leading teams covering the Eastern Europe and Russian markets
History of leading sales teams selling complex technical solutions
Excellent oral and written communication and presentation skills
Willingness to travel extensively
Strong operational and process orientation & bias towards execution
You pride yourself with:
Excellent Professional Sales Skills: A proficient and creative, high-level sales negotiator with outstanding ability to achieve and exceed sales targets in a B2B, complex sale environment. Proven ability to target accounts and using techniques like MEDDIC / Challenger Sales / Solutions Selling, uncover true needs and decision-makers to progress opportunities through our sales funnel. You have a love for the sales process and a proven ability to consistently find and close new accounts.
Valuing Communication and Customer Orientation: A strong and assured communicator and presenter, who is able to gain personal credibility with Board level senior customer management. Understands the customer implications of chosen approaches and is able to reflect these in a diplomatic and professional manner in order to achieve client trust and confidence.
Strong Business Acumen: Able to take a commercially aware approach to achieving goals and objectives and balance both technical and commercial considerations in achieving sales success and ongoing customer satisfaction. Financially astute. Familiarity with financial models, ROI, TCO, capital versus operating budget issues, etc are all areas which will drive success in this role.
An Achievement Oriented Approach: You possess a high activity rate, are pro-active and goal-oriented with a sense of urgency and can adopt a disciplined, practical and organised approach. You have a propensity to succeed, make effective decisions and see them through to an effective conclusion.
High Work Standards and Integrity: Sets and maintains professional standards at all times, puts forward facts honestly and can be trusted implicitly by customers and fellow employees alike. Does far more than the minimum required and is concerned with the quality, professionalism and integrity of work undertaken.
Self-Reliance and Flexibility: Possesses a self-assured and outward going personality with the ability and adaptability to work practically, independently, reliably and flexibly, without the need for ongoing support.
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