Regional Sales Manager, Chinese Ent. U.S. Eas in Herndon, Virginia at China Telecom Americas

Job Description

China Telecom Americas is searching for a strategic bilingual (Chinese and English) sales professional who enjoys developing new prospects and interacting with existing Chinese based customers as well as hunting and developing channel distributors and building long-term partnerships. Regional Sales Managers work prospecting and qualifying clients, ultimately building a sustainable pipeline to increase sales of China Telecom Americas' products and services. Successful Sales Managers are familiar with a variety of marketing concepts, practices and procedures. This position relies on broad experience (sales or telecom) and judgment to plan and accomplish sales goals.

Major Tasks & Responsibilities:

• Reporting directly to the Chinese Enterprise Sales Director, this Regional Sales Manager will be responsible to develop business for China Telecom Americas focused on Chinese-based enterprise companies, in the United States, East.
• Focusing on large multi-national organizations and other companies requiring such services as contained in China Telecom Americas’ product portfolio, Regional Sales Managers will be expected to meet, and also encouraged to exceed aggressive revenue targets while accomplishing the following:
• Responsible for selling ChinaDirect IP, ChinaDirect IPLC, ChinaDirect MPLS VPN and other data products in the US market, meeting quarterly and annual sales targets.
• Develop long-term relationships with Chinese-based Enterprise customers.
• Identify sales leads, provide sale support (including working with engineering and operations for the successful cutover of sold services), manage sales processes, close sales deals, and negotiate terms and conditions.
• Manage against branch budget goals relating to direct and indirect expenses.
• Review and organize business case documentation for Bid Reviews and/or other requests requiring approval from senior management.
• Take overall leadership position on contract negotiations and coordinate Executive, Legal and Operational resources to drive process to timely completion.
• Develop and document a formal territory plan that clearly analyzes and defines the target customers and articulates the strategies and tactics to develop new business.
• Manage and document adequate sales pipeline (estimated 5X annual revenue target).
• Provide accurate weekly activity, and various monthly and ad hoc reports to senior management .
• Act as an escalation point for customers to remove any and all obstacles to developing business in the target markets

Essential Skills, Qualification and Education Needed:

• A minimum of two years’ sales experience selling to multinational corporations
• Fluent verbal and written communication in Chinese and English required
• Experience selling both business and technical solutions preferred
• Experience in selling global network solutions between United States and Asia Pacific regions a plus
• Proven selling techniques and strong account management skills; able to conduct prospecting and manage customers independently
• Good understanding of global telecom / IT solutions industry and sound knowledge of the market trend
• Solid individual network with telecom industry and/or corporate community within region a plus
• Flexibility to work seamlessly with global sales team in different time zones
• Self-motivated, customer-focused, result-oriented
• Excellent interpersonal and communications skills; verbally, written, face-to-face and over the phone with customers and co-workers
• Impressive proposal writing skills and presentation skills
• Bachelor’s Degree or equivalent education; STEM preferred concentration in Telecom, IT or business-related discipline
• Travel availability daily within region to customers, and with notice to other locations worldwide