You would be responsible for selling Unified Communications - one of our client’s target growth strategies. And you will be joining one of the most exciting sales teams in our client’s Specialist Sales Unit. You will be responsible for running the UC business in a sector, for selling exciting new solutions like Unified Messaging, Live Meeting, Live Communications Server and emerging technologies in areas like VoIP and PC/Phone interaction.

As an Enterprise Partner Group Solution Specialist, you will work collaboratively with Account Team Unit, Specialist Team Unit and Partner resources to satisfy business unit goals. These goals will include achieving Live Communications Server, Live Meeting, and Exchange revenue objectives across our client’s largest customer accounts, meeting sector goals, operating as a virtual team member of the sector, delivering Lotus Notes migrations, insuring that UCG products are an integral part of the account plans and opportunity focus, and evangelizing UCG strategy and technologies to appropriate sector/partner personnel.

Team/Department Mission
To ensure the widespread adoption of our client’s Unified Communications technologies in the Public Sector. To focus on driving revenue, building customer and partner trust and winning against strategic competition.

Key Accountabilities
1. Developing and executing upon a high quality UC business plan. This plan to deliver a healthy United Communications pipeline of qualified Live Meeting, Live Communications Server, and Exchange opportunities
2. Identifying Unified Communication compete gaps within targeted accounts and executing strategies that enable Our client’s to dislodge the competition or augment the share of Our client’s technologies within accounts
3. Researching targeted accounts’ total application spend and driving a strategy that increases our client’s percentage of spend
4. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts
5. Ensuring hand-offs to and engagements with the appropriate resources (within the partners and/or Services) at the appropriate phase of the MSSP, with measures in place to track the total cost-of-sale
6. Delivering high quality case studies and PR materials from your wins
7. Closing deals by reinforcing the business value of solutions and acting as an interface between customers and partners/Services
8. Contributing to the recruitment, engagement and readiness of partners who can help the specialist sales unit scale capacity
9. Becoming a domain expert in Unified Communication and how our client’s solutions deliver value within the context of the UK Public Sector

Key Success Criteria
The ownership and execution of a UC business plan for UK Public Sector
Exceeding quota by successfully driving and closing pipeline health
Driving solution wins by convincing customers of the value of the our client’s Unified Communications stack and gaining references and case studies
Engaging a rich partner ecosystem for Unified Communications

Knowledge, Skills and Experience

1) Essential Experience
Strong, proven track record of meeting or exceeding quota in a consultative/solution selling role focused on the Enterprise market place. Ideal candidate to have sales experience - Public Sector sales experience preferable
World class sales planning and execution skills. This role maps to the UK Public Sector leadership team and requires the successful individual to build a plan and execute
Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities
Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence
Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization.
Managing and leading virtual teams
Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical

2) Technical / Functional Skills
Understanding UC technologies and architecture and able to apply understanding to resolve customer pains
Able to demonstrate the technology to support business level discussions.
Strong understanding of channel and third party relationships
Enthusiasm for Our client’s technology and the ability to directly relate our client’s strategies and solutions to customer needs

3) Personal Attributes / Interpersonal Skills
Commercially and technically credible
Customer focused - ability to engage at all levels in a customer organization
Ability to think strategically
Focus on solutions and opportunities
Excellent communication and presentation skills
Initiative and ability to work independently
Ability to manage time and prioritize tasks
Ability to motivate others and to work as part of a team and to contribute to team
Ability to work well under pressure

Driving license required