Job ID: 174929
Location: Austria From Home
Who are we?
At Amdocs Cloud we have the execution mandate of an audacious goal set by our CEO, to take the ‘Industry to Cloud’.
Every service provider has a compelling event to get to the cloud - from closure of a data center or hardware end-of-life, to the need to transform digitally to thrive in an increasingly competitive market. We accelerate that cloud adoption at scale through comprehensive, in-depth consultation services, positioning our customers for success at every stage of their cloud journey.
The Cloud GTM team is the front end organization with the Cloud BU responsible for conceptualizing the cloud journey for over 350+ Amdocs customers to give them a clear path for cloud adoption & have a differentiated strategy to win in the marketplace.
The Sales team is also primarily responsible to strengthen Amdocs position as thought leaders in the Cloud domain through all interactions with customers.
About the Cloud BU
Cloud Sales Partners, Business Development Representatives, Solution Engineers, Customer Success, Offering management, and Sales Operations - all working together to help our customers adopt Cloud and create great experiences on business & operations
The sales team at Amdocs helps customers solve real, technical problems while creating the revenue streams that positions Amdocs as a preferred cloud partner for our communication service provider clients
Role Description
As the Strategic Sales Leader you will lead our Strategic Accounts’ cloud narrative reporting directly to the Head of Sales for the Cloud BU, International.
We are seeking a highly experienced and talented Strategic or Key Accounts Sales Leader to help us manage and grow the Cloud BU footprint with overall responsibility for driving Amdocs revenue and brand awareness.
The Strategic Sales Leader will require leadership that spans go-to-market strategy development, key account planning and development, executive relationship mapping and alignment, cultivating deep levels of trust and product co-creation, balancing short term with long term sales cycles and collaborating extensively cross-functionally to bring to bear product, marketing, support, success, solution engineering and channel onto our highest growth potential accounts.
This encompasses selling a whole range of cloud services with an aspiration of providing an end to end journey of moving the our clients’ IT workloads to cloud and managing it thereafter. The Regional Cloud Sales partner also is responsible to position Amdocs around Agile engineering & Organizational transformation opportunities that take on initiatives for changing the ways of working, making the business and IT agile and Devops.
The ideal candidate would have good exposure & first hand experience in position a full spectrum of cloud offerings across Consulting, Strategy, roadmap Migration & Modernization and Cloud operations. Someone who has worked alongside customers to modernize their IT and bring in clear understanding of technology and commercial drivers, ROI, business case creation and value segmentation. Certifications with Hyperscalers such as AWS, Azure, Google and OCI are preferable.
Your goal is to cultivate delighted, referenceable, multi-million dollar (ACV) large Telco Amdocs customers who obtain business value from today’s Cloud portfolio and our future roadmap.
What will your job look like?
As a key member of the sales management team in the Cloud BU (International), your role will be to become the vanguard for taking the organizational value proposition and lead growth into select markets, account, and geographies. This is a high paced, CXO facing client role that would need individuals to be creative in presenting innovative services frameworks and advise customers on their Cloud Adoption journey
1. Generate Growth - Initiate engagement with targeted accounts and buying centers; lead the opportunity development process. Lead the qualification process, the Sales Pursuit team's formation, and the engagement with the customer. Lead the opportunity pursuit and ensure opportunity strategy development and communication. Develop and own opportunity strategy, own the close plan, and confirm against customer's buying process. Lead and orchestrate the proposal and negotiation process. Close the deal. Engaged during the transition as the customer advocate; explore up-sale opportunities.
2. Own the opportunity pursuit plan and develop it with the Presales Lead, from strategic planning to value validation. Lead all opportunity development, from initiation to closure and handover.
3. Relationship Building - Establish strong partnerships with key purchasing decision makers, executive sponsors, coaches, and influencers. Listen to the customer, gain full understanding of the customer's business challenges, culture, environment, market trends, future technologies, competition, and partners that may affect the customer's business. Develop relationships with third parties to extend the reach of Amdocs beyond the core markets, solutions, and buying centers. Conduct ongoing relationships with external partners to build strong partnerships to enable expansion of Amdocs space.
4. Value Validation - Communicate industry credentials, reference accounts, and demonstrated business value to our customers, identifying new opportunities and creating strong customer references.
5. Build and orchestrate the Sales Pursuit team. Undertake sales administration tasks in partnership with the Sales Operations team(GEM updates), account contacts, invite clients to marketing events, ad-hoc reporting as required. Manage and participate in the production and delivery of presentations, demonstrations, proposals, and tenders.
All you need is...
- 5+ years sales or equivalent experience - consultative selling with specialization in e2e Cloud journeys for Clients
- Good exposure in shaping Cloud narratives & presenting cloud adoption paths for customers across Telecom & other verticals
- 7+ years of senior level sales leadership experience, coupled with 10+ years of direct B2B selling experience to large enterprise accounts in a direct sales or domain sales role
- Proven experience in running long, complex B2B sales cycle processes but driving a quarterly cadence
- Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly
- Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability
- Proven track record of sales excellence through revenue generation and/or opening new buying centers.
- Experience in communication/presentations at the executive level.
- Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus)
- Strong interpersonal communication and organizational skills
- Excellent presentation skills to executives & individual contributors
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast paced dynamic environment
- College degree or equivalent work experience required
- MBA preferred
Why you will love this job:
- This is a unique opportunity for you to take a leading role in positioning and selling Amdocs Products and Services and be involved in new and exciting domains.
- You will have the opportunity to work on large scale deals with leading industry customers, and communicate with C levels and decision makers in those companies.
- You will join a leading and driven sales force that always delivers and be part of a ‘can do’ company that leads the industry.
- You will have the opportunity to work in a growing organization, with ever growing opportunities for personal growth and one of the highest scores of employee engagement in the market.
Amdocs is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to fostering a diverse and inclusive workforce
