Director of Telecom Supplier Sales

AOTMP, headquartered in Indianapolis is the leading provider of information solutions for managing telecom and IT environments. AOTMP’s proprietary certifications, benchmarks and standards and best practices deliverable measurable improvement in efficiency and productivity for managing wireless, voice, data and network services. From Fortune 50 companies to SMB, enterprises seeking the best return on telecom and IT services turn to AOTMP’s industry research, advisory services, events, educational programs and performance management systems to achieve operational and financial efficiency.

AOTMP is looking for a high energy, take-charge individual who thrives in an entrepreneurial environment. The Indianapolis-based Director of Supplier Sales will focus on starting and building our supplier sales group. The supplier sales group represents AOTMP’s six divisions services’ and sells into telecom expense management providers, wireless mobility management providers, carriers, very large system integrators and other suppliers to enterprise telecom environments. Sales are primarily direct use sales however significant channel opportunities exist and should also be developed.

The right individual will focus on management level personal sales and relationship building as part of a two person team (you and a current salesperson who works for you) and then, based on productivity, building a team of up to 10 people or more over the next 18 months. They will be an aggressive individual who has a strong desire to be fully accountable for building a significant part of our business. This position will be a very key part of the management team and report directly to the CEO.

RESPONSIBILITIES:

• Developing high-level relationships and generating revenues with existing and new customers


• Penetrating new supplier vertical markets


• Developing new or expanding existing relationships with our top 12 key supplier targets


• Developing and managing to a quarterly and annual sales plan


• Managing the sales pipeline to achieve the monthly and quarterly sales contribution quota


• Increasing annual revenues per customer and driving higher volume per transaction


• Execute and perform against a multi-million dollar annual quota


• Managing the primarily over-the-phone sales process and the face-to-face sales process when required on larger sales


• Working with the existing sales team member to continually increase productivity


• Hiring, managing, training and motivating a team of high-performance account executives as business dictates


• Participating in research briefings with our research team and the suppliers to uncover future sales opportunities


• Participation in our annual AOTMP conference and other conferences as appropriate


• Managing prospect and customer conversations in our CRM database, Salesforce.com


• Work with the marketing team, other division sales directors, management team members and delivery teams as appropriate

REQUIREMENTS:

• Bachelor’s degree (or similar work experience) is preferred


• Minimum 5+ years of experience selling services into telecom industry suppliers


• Minimum 10+ years of proven sales and sales management experience in the services industry


• Minimum 10+ years of sales experience in telecom, IT, research, process improvement or business information sales


• Understands that 85% to 100% of the sale can be done over the phone


• Proven track record of success in a high-activity sales environment with monthly and quarterly revenue objectives


• Experience using a proven sales methodology with a consultative sales approach


• Experience in wireless mobility management or telecom expense management a plus


• Must have a strong desire to be successful and help build a business which includes having the do-whatever-it-takes attitude


• Must have strong communication skills with the ability to communicate effectively and clearly, in writing and/or orally, both in one-on-one and group presentation situations.