Plantronics Strategic Alliances Consultant - Soundscaping in United States

Company Background

Working at Plantronics gives you the rare opportunity to make a difference and feel valued, respected and supported, both personally and professionally. You'll find the ideal blend of a casual, fun, friendly atmosphere with a strong commitment to the company's success.

Since 1961 Plantronics (NYSE: PLT) people have been bringing sound innovation to the world. We are a world leader in personal audio communications for professionals and consumers. Our reputation for excellence is built on innovative products, a people-centered workplace and strong ethics.

Headquartered in Santa Cruz, California, Plantronics and its Clarity division have offices in 20 countries, including facilities in Mexico, China, and Europe. Plantronics offers a generous mix of health, financial and lifestyle benefits as well as career development opportunities to its associates. Discover Plantronics.

PEOPLE-PLACE-PURPOSE-POTENTIAL

This new role titled Global Consultant Liaison is a senior commercial sales position reporting to the Senior VP, New Business Sales. The purpose of this role is to facilitate the success of a new product category for Plantronics, while driving both short-term opportunities and building a long-term business pipeline. Your primary targeted customer will be third party solution influencers and decision makers including, but not limited to consultants, architects and specifiers.

The first key responsibility of holders of this position will be overall sales responsibility as a technical seller and subject matter expert for Plantronics’ Soundscaping existing and future influencers (regionally or globally managed accounts).

The second key responsibility for this position is the identification, development, and cultivation of new Soundscaping opportunities for Plantronics. Some of these will be assigned by the SVP New Business Sales or the Channel Development Director (Soundscaping Product Management). Others will be researched and identified by the role holder. It is expected that the role holder will use their sales and organizational skills to fully develop and close Soundscaping opportunities for Plantronics, while bringing in the necessary Plantronics resources and/or specific channel partners to complete the task.

The Consultant Liaison position is that of an outside sales representative and will require travel, including international as needed.

Key Responsibilities:

  • Develop long term positive relationships with architects, consultants and specifiers with high level contacts within the account to act as the ‘focal point’ of exchange between the customer/influencer and Plantronics.

  • Establish, expand and strengthen relationships with Acoustical Consultants, Audiovisual Consultants, Architects, Real Estate Developers, Owner’s Representatives and End Users to maximize the opportunity for project specifications to include Plantronics Soundscaping Solutions.

  • Proactively schedule on-site customer calls with targeted solution adopters and influencers.

  • Hands-on project experience for both new construction and tenant improvements in occupied facilities is a plus.

  • Encourage architects, consultants and industry specifiers to create specifications designed with Plantronics Soundscaping Solutions.

  • Assist with the development of and actively present, continue education courses (CEC) for industry influencers such as AIA and CTS.

  • Proactively contribute and respond to inquiries from owners, architects and consultants (OAC) to educate and influence the use and adoption of Plantronics Soundscaping Solutions.

  • Be fluent in architectural documentation, general construction, audiovisual integration, acoustics & audiovisual consultant work processes as well as methods and all phases of corporate build-outs in the open workplace environment.

  • Identify and develop Soundscaping opportunities in collaboration with local LEU global sales teams and Soundscaping leadership team which drive business opportunities back to the AV reseller channel.

  • Input a customers’ initial Soundscaping solution requirements into our internal software program to define audio, video, streaming, control and enterprise management technology & solutions.

  • Accurately qualify size and scope of opportunity and solution proposed.

  • Create and present Soundscaping opportunities and solutions to all levels of influencers, decision makers, and customers including and up to C-Level executives.

  • Take absolute ownership to champion all aspects of the pre-sales and account management process.

  • Be resourceful and innovative when tackling complex sales and marketing challenges in a timely matter.

  • Manage new account acquisition and new business implementation within region of responsibility

  • Provide outstanding customer support and service when and where needed.

  • Creation and execution of a regularly updated Soundscaping Sales Plan, and Account Strategy (to be located on SFDC) and the development of regular sales forecasts for key customer projects.

  • Provide any feedback as needed to the Soundscaping team and other Plantronics sales teams on sales opportunities and project progress to enable a cohesive customer approach.

Qualifications:

  • Bachelor’s degree or equivalent experience.

  • 6+ years in Audiovisual (A/V) & Information Technology (IT) Solution sales within the commercial architectural construction space.

  • In-depth experience in communicating with project stakeholders including facilities, real estate, human resources, AV, and IT along with architects, consultants and owners’ representatives.

  • Working knowledge of the AV & IT industry in general as well as technology trends in the construction industry, especially in relation to the corporate workplace, open office space environment, collaboration and acoustics.

  • Previous large account management and selling in complex decision making situations is necessary.

  • Excellent interpersonal and networking skills as well as the ability to build personal credibility.

  • Understanding of large business organizations and their sometimes multifaceted and lengthy buying cycles.

  • Agile mindset, able to handle ambiguity as well as pro-actively and creatively solve challenges.

  • Self-motivated and self-disciplined with strong planning and organizational skills.

  • Able to work alone and with geographically global dispersed teams.

  • Highly skilled at moving up to higher levels within the customer and/ or channel partner organization to reach decisions makers and key influencers.

  • Possess strong presentation skills, ability to build interpersonal relationships and maintain a professional demeanor are necessary.

  • Presenting solutions (a/k/a applications selling) to customer problems learned during the sales process is an essential skill.

  • Possess excellent presentation as well as oral and written communication skills both in first language and English if English is not first language.

  • Result oriented and performance driven with the ability to effectively manage multiple engagements concurrently.

  • Reflect and actively demonstrate Plantronics Values.

  • Candidates for this position must be free to travel to locations of the partners/customers, architects, engineers, consultants or opportunities within their territories. Air travel is frequent as are overnight trips. Possession of a valid driver’s license and automobile is mandatory. Ability to travel 60%+ of the time.

  • Candidate must possess good PC skills; including use of the Internet, Microsoft Word, Excel, PowerPoint, Outlook and OCS. Use of contact management database programs such as Salesforce.com will be required. (Training will be provided for SFDC.)

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, sexual orientation or on the basis of disability.

To all recruitment agencies: Plantronics does not accept agency resumes. Please do not forward resumes to our jobs alias, Plantronics employees or any other company location. Plantronics is not responsible for any fees related to unsolicited resumes.