Director, Vertical Solution Sales Education (Cox Business)

As the Director of Vertical Solution Sales, you are an education sales subject matter expert. In this role, you will matrix manage sales and marketing; regulatory and legal as it relates to providing an integrated experience to the field. As the successful candidate, you will be responsible for the success of the education vertical and overall customer experience. You are highly knowledgeable of E-Rate rules, USAC operations, and vertical compliance requirements. You are considered the SME on vertical trends and FCC developments affecting education. You will be active in developing and implementing go-to-market programs in support of corporate marketing and sales activities to ensure targets are achieved. You will partner with the best local market leaders on strategy to help drive sales success and care for our current customers. You are a critical influencer, with a keen business sense, a terrific presenter, and have outstanding judgment. You are proactive and help ensure our vertical sellers are positioned for success.
In this role, you will further develop the organization's expertise in the education vertical ultimately enabling the sales organization to build revenue, increase market share, reduce churn and enhance the customer experience.
Primary Responsibilities and Essential Functions

• Drive vertical specific work-streams across Cox Business organization to shape the vertical market requirements.
• Build and maintain relationships with Cox Business resources that are critical to supporting the vertical segment.
• Enable field sales with developing customer sales strategies, plans, and programs.
• Facilitate sales to high profile accounts and conducts keynote presentations as necessary. Participate in contract negotiations and positioning.
• Remain current with policies and procedures related to procurement within the assigned vertical.
• Develop customer reference lists using endorsements from current customers for prospective customers. Support marketing with net promoter score assessments.
• Orchestrate and execute vertical training activities and events which enables into the assigned vertical. Create instructional tools for the vertical industry.
• Measure and assess effectiveness of channel sales training and necessary development using skills assessment.
• Conduct key internal enablement calls with sales and marketing. Communicate updates and messaging related to the vertical. Serve as a subject matter expert on the assigned vertical.
• Collaborate with boundary partners to create and/or improve the value propositions, unique selling propositions, and elevator pitches that are specific to the education vertical.
• Work in partnership to develop a solution strategy, bundling, and execution of programs. Identify new technology trends and needs. Represent and provide input with product marketing to address new revenue opportunities.
• Represent Cox as a thought leader in education vertical segment at events. Attend key national and regional events.
• Work with boundary partners to develop a trade show schedule and any related activity. Serve as an industry leader (i.e., industry associations) and continue to be recognized as industry specialist/expert.
• Collaborate with sales functional leaders to develop the appropriate vertical market strategy. Provide content for collateral, publications, whitepapers, etc. to encourage adoption of Cox Business solutions.
• Develop, define, and communicate the value proposition using knowledge acquired through in-depth research and continuous analysis of the customer. Understand key buying influences, the industry and market conditions, competitor strategy, product offers and pricing/costs.
• Develop, communicate, and champion the marketing strategy for integrated solution sales to the assigned channel and identify key and target customer segments.
• Evaluate customer satisfaction and total Cox Experience.

QUALIFICATIONS
Minimum

• BA/BS Degree with 10+ years of experience in education vertical OR MS Degree with 8+ years of relevant experience OR Ph.D. with 5+ years of relevant experience or 14+ years of relevant experience with no degree.
• Five years of leadership experience.
• Strong knowledge of Microsoft Word, Excel, PowerPoint and Outlook.
• Ability to work in a matrix environment with a cross functional team.
• Understand technical aspects of the education vertical sales environment.
• Ability to learn and understand Cox Business services/products and network.
• Ability to foster and grow strategic relationships in the market ecosystem.
• Excellent written and verbal communication skills including presentation and demonstration skills.
• Able to thrive in a dynamic environment.
• Ability to:
  Build tools, programs and training curriculum for customers, sales, and channel.
  Understand the telecommunications, hardware, and software technology.
  Create solutions that consist of multiple products for the education vertical and market them effectively.
  Deliver projects on time and within a budget.

Preferred

• Known as a successful customer/industry leader related to the education vertical segment.
• Experience in telecommunications industry.

#LI-131
USD 140,600.00 - 234,400.00 per year
About Cox Communications
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About Cox
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Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
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