Job Description

Position Title: Regional Sales Manager

Location: All

Status: Full Time

Description Summary:

China Telecom Americas is seeking a strategic sales professional who enjoys developing new prospects and interacting with existing customers as well as hunting and developing channel distributors and building long-term partnerships. Regional Sales Managers work prospecting and qualifying clients, ultimately building a sustainable pipeline to increase sales of China Telecom Americas' products and services. Successful Sales Managers are familiar with a variety of marketing concepts, practices and procedures. This position relies on broad experience (sales and telecom) and judgment to plan and accomplish sales goals.

Major Tasks & Responsibilities:

Reporting directly to the Sales Director, the Regional Sales Manager will be responsible to develop business for China Telecom Americas’ focused on Fortune 1000 companies, and ASPs in the North American markets.

Focusing on large multi-national organizations and other companies requiring such services as contained in China Telecom Americas’ product portfolio, Regional Sales Managers will be expected to meet, and also encouraged to exceed aggressive revenue targets while accomplishing the following:

Responsible for selling SDWAN, IP, IPLC / IEPL, MPLS VPN, IDC, ICT and other data products in the US market, meeting quarterly and annual sales targets
Develop long-term relationships with our enterprise customers, especially multi-national corporate customers
Identify sales leads, provide sale support (including working with engineering and operations for the successful cutover of sold services), manage sales processes, close sales deals, and negotiate terms and conditions
Manage against branch budget goals relating to direct and indirect expenses
Review and organize business case documentation for Bid Reviews and/or other requests requiring approval from senior management
Take overall leadership position on contract negotiations and coordinate Executive, Legal and Operational resources to drive process to timely completion
Develop and document formal territory plan that clearly analyzes and defines the target customers, and articulates the strategies and tactics to develop business with them
Manage and document adequate sales pipeline (estimated 5X annual revenue target)
Provide accurate weekly activity, and various monthly and ad hoc reports to senior management
Act as an escalation point for customers to remove any and all obstacles to developing business in the target markets
Cold call and use industry contacts to acquire new distribution partners
Identify and negotiate agreements with suitable partners that correspond to Company mission and business objectives
Manage regular process of communication to channels, and other important stakeholders throughout the organization
Develop corresponding training and marketing programs to generate sales activities from channels
Work closely with distribution partners to effectively manage marketing and merchandising
Proactively identify and track programs for revenue attainment, cost, and overall business progress
Analyze and recommend solutions important to channel management function

Essential Skills, Qualification and Education Needed:

A minimum of one plus year sales experience selling telecom or cloud related services
A minimum of two years sales experience selling to multinational corporations
Experience selling both business and technical solutions working remotely in the United States.
Experience in selling global network solutions between the US and Asia Pacific regions a plus
Proven selling techniques and strong account management skills; able to conduct prospecting and manage customers independently
Experience in developing and managing channel partners independently
Good understanding of global telecom / IT solutions industry and sound knowledge of the market trend
Solid individual network with telecom industry and/or corporate community within region a plus
Flexibility to work seamlessly with global sales team in different time zones
Self-motivated, customer-focused, result-oriented
Excellent interpersonal and communications skills; verbally, written, face-to-face and over the phone with customers and co-workers
Impressive proposal writing skills and presentation skills
Bachelor’s Degree or equivalent education; preferred concentration in Telecom, IT or business-related discipline
Travel availability daily within region to customers, and with notice to other locations worldwide

About Us:

China Telecom Americas is the largest subsidiary of China Telecom Corporation, one of the world's leading providers of integrated communications and information technology services to enterprises in over 110 countries around the globe. CTA Americas headquarters is in Herndon, Virginia, regional offices in Los Angeles, CA, San Jose, CA, Dallas TX, Toronto, Canada, and São Paulo, Brazil. China Telecom Americas is advancing transpacific enterprise connectivity through an end-to-end suite of custom-built IT/network solutions from next gen network architectures, managed cloud and data center services, security, content delivery (CDN), unified communications, mobility solutions and more.

What we offer you: