北京招聘

Quota Size: Medium. Territory / Account Size: 0. Product Responsibility: Breadth of Products and Services. People Management: No. Span of Control: 0. Reporting Relationship: 1st Line Sales Manager. Education: BA.

Role Summary: Sells products and/or services to end-user customers in MNC customers, Automobile industry is high preferred. Maintains full accountability for assigned accounts and takes responsibility for ownership of Avaya's presence and reputation within all assigned accounts. Identifies and converts prospective customers to generate new business and broaden Avaya’s footprint beyond traditional telephony through the introduction of new solutions and applications. Serves as the customer’s advocate to maintain a high level of customer satisfaction and protect the strategic interests of both the customer and Avaya. Engages in account planning to enhance the quality of the sales pipeline, accelerate revenue generation and improve the customer buying experience. Leverage key internal specialists, channel organizations within the sales network to drive demand in assigned account(s).
Key Areas of Responsibility:
1. Maintain full accountability for assigned major named accounts. Penetrate and grow existing assigned account(s) to broaden Avaya’s footprint beyond traditional telephony through the introduction of new solutions and applications.
2. Coordinate activities between marketing, inside sales and the channel to achieve exceptional strategic execution for assigned major accounts.
3. Leverage key internal specialists, channel organizations within the sales network to drive demand in assigned account(s).
4. Serve as the customer’s advocate and maintain a high level of customer satisfaction. Ensure customers participate in CSAT activities.
5. Drive customer and partner satisfaction by responding to issues and escalations in a timely manner.
6. Articulate Avaya's entire portfolio of solution offerings and how they meet the needs of the customer. Quantify the value of Avaya solutions, in hard and soft returns, in the context of the customer's financial and strategic objectives.
7. Understand the outcomes of the customer planning process and actively participate on the virtual account team to create an account strategy.
8. Utilize sales methodology, process, and tools to drive the end-to-end sales process and grow the number of sales opportunities.
9. Execute within a value-based selling approach, focusing on understanding the customer's business issues.
10. Conduct account planning to enhance the quality of the sales pipeline, accelerate revenue generation and improve the customer buying experience.
11. Provide professional leadership and coordination of virtual teams, including business partners who support the daily transactional activities of assigned account(s).
12. Deliver customer roadmap presentations and discussions linked to specific customer needs.

Role Requirements: The role requires a knowledge of and proficiency in the following competencies:
? Demonstrates business acumen and awareness of customer business priorities.
? Able to develop consultative relationships with customers and partners to fully understand needs and identify opportunities.
? Can conduct research and use business knowledge to create customer business and financial profiles to better position self and Avaya. Leverages financial information to manage business and drive customer discussions.
? Proficient in holding customer conversations that have impact at every stage of the customer buying process.
? Prioritizes work and manages time effectively.
? Can quickly find common ground and solve problems for the good of all with minimum of noise. Can represent own interests and yet be fair to other groups. Seen as cooperative and a team player who easily gains trust and support of peers. Encourages collaboration and can be candid with peers.
? Is adept at conflict resolution, has the ability to listen authentically and understand all points of view.
? Willingness to travel occasionally (~25%) to meet with customer stakeholders and Avaya resources of assigned account.

Education: Bachelor’s degree or relevant industry experience
Experience: 3-5 years related experience.
? Experience in selling and positioning of technical products and solutions in a large enterprise consultative selling environment preferred.

Are you looking for a job that will give you ample opportunity and space to grow? Do you long for a dynamic challenging working environment with an organization exciting?

Avaya delivers Intelligent Communications solutions that help companies transform their businesses to achieve marketplace advantage. More than 1 million businesses worldwide, including more than 90 percent of the FORTUNE 500 (R), use Avaya solutions for IP Telephony, Unified Communications, Contact Centers and Communications-Enabled Business Processes. Avaya Global Services provides comprehensive service and support for companies, small to large. For more information visit the Avaya Web site: http://www.avaya.com.

Avaya公司面向企业提供智能通信解决方案，帮助其提升业务，获取市场优势。全球100多万家企业，包括90%以上的财富500强企业，采用了Avaya的IP语音通信、统一通信、联络中心和通信驱动业务流程解决方案。Avaya全球服务部为各种规模的企业提供全面的服务与支持。欲了解更多Avaya公司信息，请浏览公司全球网站http://www.avaya.com，和中国公司网站 www.avaya.com.cn.

Please apply in complete confidence via e-mail with current and expected salary, marking reference on resume or envelope.

Or write to us.