Managed Solution Sales Specialist - FSI

New York
Sep 21, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
Job Board
CenturyLink (NYSE: CTL) is a global communications, hosting, cloud and IT services company enabling millions of customers to transform their businesses and their lives through innovative technology solutions. CenturyLink offers network and data systems management, Big Data analytics and IT consulting, and operates more than 55 data centers in North America, Europe and Asia. The company provides broadband, voice, video, data and managed services over a robust 250,000-route-mile U.S. fiber network and a 300,000-route-mile international transport network.

Managed Solutions Sales Specialist - FSI

The Managed Services Sales Specialist (MSSS) is responsible for uncovering new opportunities to penetrate net new accounts and grow existing accounts within the assigned territory working with the direct sales and partner channel teams. The MSSS will be responsible for building relationships with CTL Regional and Channel sales as the advanced IT and Cloud solutions sales specialist, helping to enable those teams to pitch and sell Hybrid IT and Cloud services, and accelerating those deals to a successful close. The primary focus of the MSC is to develop a strong presence within CTL's existing data/telecom account base (delivering Hybrid IT,Cloud, ITO,Colocation solution, etc.) while achieving profitability and performance standards.

Job Responsibilities:

* Prospect on a continual basis to identify, qualify, and close high quality net new business within CTL accounts
* Achieve or exceed monthly revenue targets to achieve profitability
* Ensure and maintain minimum funnel goals are exceeded
* Strategically lead internal resources to develop and execute successful pursuit plan
* Partner
* Lead prospecting and sales-related activities within an assigned territory of prospective accounts to grow net new revenue and new bookings
* Utilize professional networks, relationships within customers, and other industry forums to create new opportunities/prospects
* Account planning with Sales VPs, Directors, and Sales Managers in their assigned territory
* Build insightful and influential champions and coaches within accounts to help identify and qualify opportunities in complex environments
* Provide expertise direction for IT & Cloud services and technology and lead the sales account teams and prospects in understanding how this technology can be leveraged and augment their data center/IT strategy
* Qualify opportunities effectively (in or out) to ensure greatest return on time and resource investment across territory (financial state/budget, propensity to outsource, etc.)
* Consultative approach to create highly differentiated solutions that establish CTL as a strategic business partner
* Manage the process to create appropriately customized solutions to complex business issues
* Lead, work with, and leverage internal resources at multiple levels within CTL and the customer to build the best solution for customer
* Understand the customer's decision process and create a formal trial closing process to ensure deal closure in a complex environment
* Create a methodical territory pursuit plan to achieve maximum profitability
* Provide accurate forecasting and balance opportunity development with prospecting activities
* Provide thought leadership related to building a compelling set of IT solution offerings for the assigned territory
* Identify, understand and solve any obstacles or objections to the successful sale of CTL services
* Transition newly acquired customers to post-sales internal organization
* Manage the CRM tool and provide weekly feedback on prospects and opportunities

Minimum Qualifications

* Minimum of 5 years of experience in selling large, complex IT infrastructure solutions to C-level executives and senior management in Fortune 500
* Bachelor's degree or equivalent experience
* Demonstrated success in applying consultative selling techniques to opportunities
* Proven and verifiable track record in exceeding sales quotas
* Demonstrated ability to close large, complex managed services opportunities
* Demonstrated level of success in the development of client relationships
* Demonstrated level of success in working within a team selling environment
* Advanced knowledge of CTL offerings, products and services
* Demonstrated success in having sold one or more of the following:
* Hybrid IT
* IT Infrastructure Services/ Outsourcing
* Application transformation
* Cloud solutions
* Managed Hosting
* Managed Security
* Collocation
* Consulting/Professional Services
* Existing industry relationships including partners, VARs, system integrators
* Existing C-level contacts in assigned territory market

Preferred Qualifications:

* MBA preferred
* Technical sales certifications (VCP, Cisco, etc.) preferred
* Consultative or solutions selling training (Miller Heiman, Sandler, etc.)


Alternate Locations: Major US Market

Requisition #: 101320

EEO Statement

No Discrimination. We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, marital status, family status, pregnancy, or other legally protected status (collectively, "protected statuses"). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training. Any offer of employment is contingent upon the results of a pre-employment drug test and background check.


The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.

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