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C&W Communications

Senior Manager, Wholesale Sales- USA

Job ID: 2021-41288 Category: Sales
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Company Values

Our success depends on our people. What connects us, unites us and makes us ‘us’ is the passion and pride we have for creating moments that matter for our customers. So, wherever you choose to start your career at Liberty Latin America, we’re all guided by a shared vision, philosophy and principles that enable us to bring our culture to life. We do it the best and we do it with spirit.

  • Risk taking We’re empowered to take risks for our customers and each other. Making mistakes is OK.
  • Respectful We treat others like we want to be treated. It is nice to be important, but it is more important to be nice.
  • Honest We’re honest with others but, more importantly, we are honest with ourselves.
  • Hardworking We work hard for our customers, colleagues and investors.
  • Disciplined We’re consistent and we measure our performance. Commitments matter to us.

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Quote

What I love about our culture is the opportunities we create for our employees to grow their careers with us and the passion we have for growth. I love seeing people stretch and challenge themselves, working outside of their comfort zone and flourishing as a result. Doing great things for their self development, their families, our business and our customers.

Kerry Scott, Chief People Officer

Job Description

The role of the Sales Manager is to execute the strategy of the Carrier traditional wholesale, Carrier MNC sales channel, and Content Provider channel to achieve or exceed the stated C&W revenue objectives for these sales verticals. The Carrier MNC strategy is to further develop and grow the revenues related to the Multinational Customers of our Global Carrier Customers.  These Global Carriers have longstanding global relationships with many of the top MNC customers in the world.   The Sales Manager’s first priority will be driving revenue and managing the whole process of establishing this MNC model with all of our current and target Global Carrier customers, working with the sales managers in region to focus on driving MNC revenues within their assigned accounts, onboarding them as an NNI partners, providing the pricing and sales tools training, and developing automation through e-Bonding for quotations, orders, billing and trouble tickets.    

 

The Sales Manager will also be responsible for implementing the VIP strategy for our top 10 customers, which will include a higher level of proactive support for these customers that bring 90% of our current revenue. This will be achieved through adding dedicated onsite resources in certain accounts as required, and additional virtual support to provide a heightened level of response in real time for all customer requirements.  Reduced quotation, order and provisioning lead times are major goals as well as ensuring that quarterly score-carding reports are generated for all of our Carrier MNC customers to be reviewed on a quarterly basis. The strategy is to uncover opportunities before our competition, make C&W the first choice for all opportunities, and achieve complete customer satisfaction. The Sales Manager will have direct resources as well as virtual team support for these deliverables; however, the Sales Manager is ultimately responsible for managing and achieving these objectives. 

 

The Sales Manager will be responsible for fully managing a specific set of accounts in addition to the MNC responsibility within the Carrier Accounts on his/her base. This means that the Sales Manager will be responsible for account management for some of the top accounts on our Wholesale Account Base.  These accounts have a high concentration of MNC business, so the focused and proactive management of these accounts will be critical to the success of the MNC vertical.  An example of this is Verizon, which is 95% MNC business.   

 

The Sales Manager will be responsible for meeting the following objectives: ensure all revenue goals are met or exceeded, manage the customer relationship for complete customer satisfaction at the working level up to C-Level, completing projects according to strict deadlines and within budget, attending all customer required meetings, monitor all contractual SLAs and work with the virtual support team to ensure they are met, especially as it relates to price requests, order implementation, and billing. The Sales Manager will be responsible for ensuring that all KPIs are met through coordination and virtual team management.  The Sales Manager will be responsible for providing any required Executive Updates on any strategic projects or steady state items as requested by the C&W Executive team.   

Customer contracts have very detailed and aggressive SLAs. The Sales Manager will need to have a strong working knowledge of the customer contracts and coordinate closely with Cable & Wireless Legal to make sure all contractual requirements are being met. The trouble resolution SLAs are especially important with significant financial penalties if they are not met. The Sales Manager will be expected to coordinate all trouble resolution issues with the Service Engineering and Network Operations teams. Customer issues must be escalated accordingly within Cable & Wireless to ensure all SLAs are met to mitigate any financial penalties and ensure customer satisfaction. 

 

It is expected that this professional will create a strong bond with the customers to uncover and develop new opportunities and projects that will allow Cable & Wireless to continue to grow its share of the IT and Telecom budget of the customer. It is important to highlight that the Carrier MNC vertical has been identified as a major growth vertical for C&W and is expected to be a major growth engine of revenue for C&W Networks (Wholesale). The successful candidate for this position will need to be very sales minded with a strong ability to hunt for revenue combined with an ability to manage a virtual team to ensure the new revenue is obtained, services are delivered on-time, billed and managed in conjunction with C&W company goals and the customer’s expectations. 

 

This position is located in Miami, FL. However, there can be flexibility on location for the right candidate. The Sales Manager will ideally be bilingual and be able to speak both English & Spanish fluently.  Flexibility can be given for the right candidate.        

  • Meet and exceed all revenue goals.
  • Single point of contact to manage all customer requirements or issues to a successful conclusion.
  • Successfully manage the MNC customer relationship.
  • Define customer requirements to include scope and deliverables that support business goals in collaboration with senior management and stakeholders.
  • Set and continually manage any project expectations with team members and other stakeholders.
  • Liaise with project stakeholders on an ongoing basis to ensure success.
  • Delegate tasks and responsibilities to appropriate personnel.
  • Identify and resolve issues and conflicts within the project team.
  • Identify and take lead to manage project dependencies and critical path.
  • Coach, mentor, motivate and supervise team members and influence them to take positive action and accountability for their assigned work.
  • Build, develop, and grow any business relationships vital to the success of the customer relationship and revenue goals, to include Carriers, and directly to the end enterprise customer.
  • Oral and Written presentations as required.
  • Work with Sales Engineer and Service Engineer to develop technical analysis and obtain required product support in support of customer requirements.
  • Evaluate and resolve problems that the customer has with the solutions sold.
  • Assist, analyze and review information available to determine the solution to the problem that the customer demands.
  • Report common complaints of customers to top management in order to address the situation.
  • Make recommendations to maintenance organizations.
  • Offer feedback on product development, features and functions.
  • Other duties as assigned.
  • Bachelor Degree. MBA a plus.
  • Ability to create, manage and close large complex deals with Global Carriers (traditional wholesale and MNCs), and with OTT/Content Providers.
  • Strong Project Management experience or PMP certification required.
  • Minimum 8-10 years of experience in the Telecommunication Business Selling to and supporting large global Telecom Carriers, Content Providers and Multinational Corporations. Significant experience of at least 5 years within Latin America and the Caribbean market a must.
  • Working knowledge and understanding of MPLS, QoS, Ethernet, TCP/IP, VoIP, Routing, and Switching technologies.
  • Working knowledge of WAN, LAN, SD-WAN, firewall, and other network technologies and concepts.
  • Understanding of Satellite technologies helpful.
  • Knowledge and understanding of the communication functions and constraints of applications which traverse a network.
  • Experience working with large, complex MPLS networks with LEC and IXC Knowledge of Level IP routing, Ethernet, VLANs, VoIP, Traditional Voice, MPLS, SD-WAN, traffic engineering.
  • Candidate must be willing to attend training to obtain and maintain currents skills in the above technical requirements.

Who We Are

We are the leading telecommunications company, connecting more than 40 markets in Latin America and the Caribbean with our video, broadband internet, telephony, and mobile services under the consumer brands VTR, Flow, Liberty, Más Móvil, BTC, and Cabletica. We started small, and now we’re growing. We’re excited about the future as we strive to unlock opportunities in the region

Why join us
Technology excites us enables us and drives us. We´re proud of the services we provide, the markets that we serve, and our people coming together to enhance our customers´ lives with technology so that they can connect, work, live and play without missing beat. Throughout Liberty Latin America, our passion and pride are brought to life through our shared vision to bring innovation that will create moments that matter to our customers, delivering growth in our markets with one vision, one culture, and one team.

Liberty Latin America provides equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state, and/or local laws.

Applying here

We want to make your application process as simple and streamlined as possible.
Here’s what you can expect when you apply:

  • 1. Your initial application

    Once you’ve found a job that’s right for you, follow the instructions on screen and submit the information required.

  • 2. Our first review

    One of our Talent Acquisition Consultants will review your application and reach out to you if we think you’re a good fit.

  • 3. Your interview

    We’ll arrange a time for us to meet virtually or in person. Depending on the role and market, there may be more than one interview.

  • 4. Job offer

    If you’re successful in the interview process, we’ll get in touch with you to make a job offer.

  • 5. Onboarding

    If you accept our offer, we’ll arrange a date for you to join the team, with an onboarding session taking place in your first few weeks at the company.

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