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For your reference, we have included the original job posting below.
Product Sales Specialist II
Job Number:
43290771
Company Name:
XO Communications
Job Location:
Herndon, VA US
Job Category:
Sales & Sales Management
Product Sales Specialist II
Job Responsibilities:
General Summary: Responsible for generating revenue by selling Concentric Cloud Solutions' products and services to B2B customers. Responsibilities include the utilization of XO's Federal, Commercial, Carrier, and Agent Channels and providing subject matter expertise to support the sales of all CCS products and solutions.
Essential Duties and Responsibilities:
• Meet or exceed assigned sales objectives and monthly revenue quotas. • Gather information on the customer's business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions. • Structure presentations, offerings, and contract negotiations that move the customer toward the purchase. • Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provide specific solution recommendations. • Collaborate with internal resources (e.g. technical, engineering, customer service, and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction. • Develop and manage sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities. • Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earn additional business. • Train and educate existing and new XO reps in the various XO Sales channels on CCS products and offerings. • Follow up on leads and close new business generated from the XO Communications, Inc. sales channels to meet quota. • Develop and work partnerships and alliances resulting in new business sales outside of the XO Communications, Inc. sales channels. • Perform as advocate for the customer through solution selling and technical, product and provision support. • Manage full sales cycle from prospecting to installation. • Conduct contract negotiations: MSAs and pricing addendums. • Knowledgeable of sales force automation, contact management systems, business case development, and desktop applications.
Minimum Qualifications:
• Education: Bachelor's degree or equivalent experience • Licensures: • Relevant Work Experience: 7 + years of Collocation, Managed Hosting, Web Hosting & Cloud experience with demonstrated consultative selling and major account management expertise. Knowledge and understanding of IaaS, PaaS, SaaS, and competitive landscape desired. Robust professional network to expedite sales cycles.
Minimum Qualifications:
Specific Computer Skills
Software • Microsoft Office • Sales Force. Com
Hardware • Storage • Computing • Hosting
Other Job Specific Skills • Carry a quota as assigned annually • Presentation/public speaking skills • Ability to create channels of business
