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Director-WE SLED Development

Business Development



Virtual Office FL 1.00, Florida, United States

About Us: Windstream is a leading provider of advanced network communications and technology solutions for consumers, small businesses, enterprise organizations and carrier partners across the U.S. About the Role: The Director SLED Development is responsible for managing a team of Business Development professionals to sell to new logo prospects while developing customer targets within an assigned territory. This position serves in a leadership capacity for the points of contact educating prospective and existing customers about the full suite of Windstream Enterprise solutions (network services, the UCAAS portfolio, managed services for LAN/WAN/Security, professional services defined as advisory services, migration and governance, and PMO offerings for network, cloud, and security.) Director SLED Development will provide valuable insights into the industry, gain an understanding of clients’ business-impacting challenges, and make recommendations to support clients’ strategic initiatives. This role partners with the Strategic SLED Sales team to focus on the customer experience, both internal and external, delivering end-to-end management of the strategic sales cycle. What You’ll Do: - Develop and track performance metrics for SLED Development Team’s targeted activities, including funnel growth, customer and prospecting activities, and health of sales motion, as well as overall partnership with SLED Sales and Support Teams. - Partner with SLED Sales and Support leaders to develop comprehensive Go-To-Market strategy for SLED sales within strategic markets to meet and/or exceed pipeline growth and sales targets. - Partner with Marketing to develop SLED-focused prospecting and targeted marketing campaigns that align with current strategic focus and priorities. - Manage team that creates, organizes, and implements standard procedures for RFP quoting, tracking, reporting, and responses to track metrics for success and failure on government RFP submissions. - Manage team that identifies and qualifies sales opportunities within the SLED targets, establishing metrics for conversion and performance tracking of pipeline growth. - Coach and train SLED Development team on the Sales Transition stages, providing templates for documentation of solutioning, packaging, financial analysis, and additional items required to position opportunities for higher probability of close upon transition to the SLED Sales team, ensuring “White Glove” sales transition for customers. - Establish metrics to measure success and drive strategic marketing campaigns for SLED Development and further, track to sales conversion. - Analyze and develop comprehensive SLED Sales playbooks, detailing the various buying personas, motivators, trends, and talk tracks to increase sales conversion. - Standardize the early stages of the Windstream SLED buying stages, from opportunity identification to qualification to scoping, to ensure seamless handoff to SLED Sales team for pursuit as well as exceptional experience for our customers, both internal and external. - Assist with accurate and detailed weekly forecast funnel of identified and qualified opportunities to meet or exceed sales quota requirements. - Assist with the development and maintenance of a robust pipeline of qualified opportunities into targeted prospects, focusing on customers who have a high propensity to leverage Windstream Enterprise’s solution set. - Assist in creating account plans and strategies to win new business. - Build and sustain consultative relationships with senior executives; identify budget owners, stake holders, influencers, and decision makers to gain in-depth knowledge of clients’ business priorities, challenges and initiatives to cross-sell and up-sell to solve the customers challenges and generate new revenue. - Consult and respond with urgency to lead-generated information; identify and solicit new business; build and maintain a full pipeline of sales prospects to g enerate revenue and exceed sales targets. - 2023 Development Team metrics by headcount include:- Customer meetings per month: 20 (virtual or in-person) - SLED Events per quarter: 2 - In-person customer visits per quarter: 8 - $50k+ RFPs idenential presentation. - Strong project leadership skills and execution focus to drive results through performance – both at the individual level and at the team level Even Better: - Strong business acumen in the areas of Customer Success, Enterprise Sales