About GTT:
GTT is a leading global provider of secure cloud networking solutions for multinational organizations. We design and deliver solutions that leverage advanced cloud, networking and security technologies. We complement our solutions with a suite of professional services and exceptional sales and support teams in local markets around the world. We serve thousands of national and multinational companies with a portfolio that includes SD-WAN, security, Internet, voice and other connectivity options. Our services are uniquely enabled by our top-ranked, global, Tier 1 IP backbone, which spans more than 260 cities on six continents. The company culture is built on a customer-first service experience reinforced by our commitment to operational excellence and continuous improvement in our business, environmental, social and governance practices. For more information, visit gtt.net.
Role Summary:
The Enterprise Strategic Solutions Seller at GTT is at the forefront of the GTT Enterprise sales effort. Dedicated to finding our next new name customers, but also penetrating our existing client base and seeking new opportunities, understanding their challenges, creating unique strategies per account, matching their needs with GTT solution sets, and most importantly closing the deals.
Job Scope/Supervision:
This roles across the entire sales ecosystem leveraging relationships with key stake holders such as Solution Architects, Customer Success, Offer Management and Product teams as required. The role will report to a regional sales leader.
Duties and Responsibilities:
- Generate sales revenue by promoting GTT solutions and services to targeted prospects in the hyperscalers industry by leveraging personal networks, direct calling, email, and other contact efforts.
- Growing existing revenue streams and hunting new business from a pre-identified portfolio of prospective new logos within multisite global businesses related to the hyperscaler/Cloud industry vertical.
- Understand customer pain points and business challenges, positioning GTT’s solutions as integral to their success
- Penetrates existing companies deeper to understand pain points and sniff out further opportunities.
- Sells GTT’s full suite of products and solutions globally including SD-WAN, Advanced Security, Professional Services, and global WAN connectivity.
- Work with the considerable marketing support available to drive further prospecting initiatives.
- Drive opportunities from discovery, through development to close.
Required Experience/Qualifications:
- Ideal candidates will have 8 years or more of enterprise technology sales experience preferably to technology companies.
- Strong fundamental understanding of Cloud concepts and the hyperscaler business model (AWS, Azure, GCP, Oracle, etc.)
- Strategic enterprise sales experience with a proven track record of success.
- Deep technical knowledge of global managed services including network, cybersecurity and SaaS offerings.
- The ability to think critically, analyze data, and work cross-functionally is essential.
- Experience selling multisite global solutions.
- Excellent communication, negotiation, and presentation skills.
- Solution/outcome selling, utilizing the Challenger approach.
- Must be confident and hungry to engage with C-level executives on their business challenges and translating needs into benefits.
Core Competencies
- Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
- Technical Sales: Knowledge of the tasks, tools and procedures associated with providing technical guidance to the sales team and prospective customers; ability to produce positive results in sales-client interventions.
- Products and Services: Knowledge of major products and service groups; ability to apply knowledge of product and services appropriately to diverse situations.
- Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
- Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
- Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
- Cross-functional Collaboration: Knowledge of collaborative techniques and approaches; ability to promote a culture of continuous improvement and working together across functions to solve business problems and meet business goals.
- Prospecting: Knowledge of prospecting principles, processes and skills; ability to identify and engage potential customers in the market.
- Sales Closing and Agreements: Knowledge of sales closing and agreements related processes, techniques, and skills; ability to close deals and reach final sales agreements.
- Strategic Sales Planning: Knowledge of sales principles, processes, techniques, and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Universal Competencies
- Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
- Customer First (Customer Facing) : Knowledge of internal customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting internal customer value creation at every level.
- Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.
EEO Statement
GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.
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