The Role

The Data Center Specialized Sales Team has three areas of focus:The Data Center Specialized seller is a change champion with a strong passion for coaching, industry and consultive sales experience. Providing consistent best practice reinforcement and mentoring sales professionals. This position involves shifting mindset, elevating skills, and ensuring teams are leveraging proper resources to feel supported and set-up for success.To create a foundation for outcome-based solutions by evangelizing and advocating Lumen's business impact and thought leadership to Data Center customers. They Identify what business outcomes can be realized and demonstrate how Lumen's growth services can deliver those outcomes. The goal is to uncover and enable new opportunities for the Lumen account teams to pursue.Coach the sales and customer success organization, through local enablement programs working with stakeholders to mentor the teams to increase knowledge and capability, supporting the transformation of the organization. To grow pipeline and increase the mix of solutions sold.

The Main Responsibilities

• Will support early-stage customer development, with particular focus on our Data Center service offerings & connectivity solutions. Working alongside the sales team positioning Lumen services directly with the customer
• A virtual member of the team, accountable for technology outcome vision for customers. Works closely with the account teams to form part of the early opportunity pursuit function: early stage engagement, opportunity discovery and development through close of the sale and ongoing support post sale
• Requires knowledge and understanding of customer's business, industry, technology trends and competitors. To facilitate the pursuit strategy, identification, and development of opportunities for Sales and customer success reps
• Establishes business relationships at senior levels of a customer which facilitates the introduction of how Solution aligns to customer outcomes
• Orchestrate and deliver content, information, and tools to prepare sellers to deliver on Lumen business goals including building client relationships, identifying client need, how Lumen's platform can meet client needs
• Support thought leadership to generate new areas for the Lumen to up-sell and cross-sell
• Interface to the product organization, to capture customer input on areas of improvement that is needed to drive greater adoption of Lumen Data Center offerings Will continually evaluate and deploy new improved enablement methods and initiatives
• Typically collaborates with Product, Marketing and Sales Operations to create content
• Drive initiatives and track and measure performance Designs and leads Solutions Development/Unfreezing/ Advisement Workshops
• Track and measure the results of enablement programs, and regularly report results to key business stakeholders

What We Look For in a Candidate

• Ability to speak, articulate and collaborate with the c-suite of customers on NaaSStrong Technical knowledge of Data Center operations and sale
• Ability to orchestrate and provide the "bridge" between Product, Enablement, Sales and CustomersConsultative, inquisitive approach to customer engagement (listen to understand, not to respond)
• Proven track record of managing successful GTM programs, especially as they relate to the launch of Minimum Viable Products (MVPs)
• Ability to translate the high-level vision to customer use-cases and, ultimately, case studies
• Similarly translate Lumen's technical capabilities to the application of the technology to the customer
• Technical understanding of the digital marketplace/workflow
• Strong consultative selling expertise with ability to lead with questions and curiosity, not product
• Program management experience as it relates to sales enablement and business development motions

Preferred skills:

• Bachelor's degree or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred
• Strong relationship skills
• Experience selling Data Center Services, managed services and applications
• Exceptional strategic planning, solution management
• Experience at being a strategic member of sales team who contributes significantly to growth and development of the businessHigh energy level and demonstrated drive to succeed.

Compensation

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges

$148,441 - $197,921 in these states: NJ, NY

$141,694 -$188,925 in these States: VA, NC

$134946 - $179928 in these states GA

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.
Learn more about Lumen's:Benefits
Bonus Structure

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Requisition #: 342814