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Regional Sales Leader, ACO for WES

Date:  Oct 19, 2021

Paris, FR

Requisition ID:  29152
About Avaya

Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.

About the Opportunity

Avaya is launching Avaya Cloud Office (ACO) which is a public cloud UCaaS (Unified Communication as a Service) solution. As part of our transformation into a leading cloud player, we will have an ACO Leader for every region where we will launch our ACO offering. This is a key position and the successful candidate will be focused on leading our Go-to-Market strategy for ACO.

About the Responsibilities
  • Directs, supervises and mentors sales associates to achieve revenue objectives, ensuring that sales are successful in owning and driving revenue growth for their territory. We will continue driving an indirect coverage strategy leveraging our distributors and master agents selling together with them
  • Responsible for putting together a plan to maximize the coverage of the current Installed base for that territory. The main focus for ACO is to transition our IP Office, IP Office Powered By and CS1K into ACO. This coverage strategy requires to lead Named & Global Account Managers in the Enterprise segment, Territory Account Managers in the Mid-Market and Digital Sales associates in the SMB segment
  • In order to ensure different Routes-to-Market, the ACO leader will be responsible of coordinating across all the teams involved in the public cloud value chain including Marketing, Sales Excellence, Sales, Services & Customer Success to name a few
  • Drives a culture of achievement by having weekly governance focusing on leading indicators to ensure a proactive impact on the health of the business; meets and exceeds regional quota by training and mentoring field sales on appropriate sales activities, new account prospecting, building strong partner relationships and leveraging the sales network; Also responsible for deciding and implementing the incentives, promotions and rebates for sales and partners to drive the expected behavior
  • Coaches team on how to sell the full portfolio of Avaya solutions by generating "pull" demand through digital sales activities to end users
  • Collaborates with the ACO Channel management team to guide and mentor the partner sales teams responsible for the incremental partner target 
  • Plays a key role in recruiting and onboarding new sales talent. Takes a fair, but firm, approach when reviewing and evaluating field sales personnel
  • Work with a number of corporate teams (country readiness, development, legal, renewals, etc) as well as with their counterpart in RingCentral in order to ensure that the process are in place for driving the business
  • Work with the Avaya internal communications teams to recognize the key wins and recognize the right behavior in build momentum as part of the cloud transformation
About the Requirements

The successful candidate will have the following attributes and experience:

  • 10yrs + overall sales experience
  • 5yrs+’ experience in leadership roles in IT, preferable with some cloud experience
  • Strong leadership and people-management skills
  • Deep knowledge of regional market (Belgium, Italy, France, Netherlands, Spain); be a native speaker for the French and fluent English
  • Personal engagement in large strategic or signature deals
  • Personal contacts with management of key customers and leading cloud players in the market
  • Highly motivated in developing a career in Avaya
  • Proven references on successful accomplishments from previous jobs
  • Crisis-management skills
  • Winning and positive attitude
  • Ability to travel

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).