Director Retention Sales - UCC
About LumenLumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress.Lumen’s commitment to workplace inclusion and employee support shines bright. We’ve made the Newsweek 2024 Greatest Workplaces for Diversity list and achieved a perfect score of 100 on the Human Rights Campaign Corporate Equality Index (CEI) for the fifth consecutive year. Plus, we’re the top employer in the communications and telecom industry, ranking 12th overall across all industries in The American Opportunity Index.We’re looking for top-tier talent and offer the flexibility you need to thrive and deliver lasting impact. Join us as we digitally connect the world and shape the future.The RoleThe Director of UCC Life Cycle and Retention is accountable for the overall revenue retention and upsell and cross selling the UCC Portfolio in support of all Business Unit and its customers. This role establishes go-to-market plans for UCC sales, which include talent selection and development, sales forecasts, sales strategies, and partner positioning. The role aligns the UCC sales teams to the BU sales teams to meet those forecasts and is 100% accountable for meeting sales goals as defined by this person in conjunction with management and overarching Lumen sales goals. This role manages and leads sales teams focused on selling Lumen’s UCC products and services in the market by expanding business within the customer base and growing the overall Enterprise business by winning new deals with new customers. This role is also responsible for achieving sales goals, while concurrently achieving requisite margin targets associated with those sales goals. This role oversees the Retention team’s performance, costs, required investments all with an ultimate focus on generating profitable retention and sales with the right customers.The Director of UCC Life Cycle and Retention is accountable for the overall revenue retention and upsell and cross selling the UCC Portfolio in support of all Business Unit and its customers. This role establishes go-to-market plans for UCC sales, which include talent selection and development, sales forecasts, sales strategies, and partner positioning. The role aligns the UCC sales teams to the BU sales teams to meet those forecasts and is 100% accountable for meeting sales goals as defined by this person in conjunction with management and overarching Lumen sales goals. This role manages and leads sales teams focused on selling Lumen’s UCC products and services in the market by expanding business within the customer base and growing the overall Enterprise business by winning new deals with new customers. This role is also responsible for achieving sales goals, while concurrently achieving requisite margin targets associated with those sales goals. This role oversees the Retention team’s performance, costs, required investments all with an ultimate focus on generating profitable retention and sales with the right customers.LocationThis is a work from home position within any US StateThe Main Responsibilities
Create and implement a comprehensive one and three-year Go to Market Retention Plan for UCC
Drive business with clear management routines, solution selling methodology, and complex selling
Manages the structure, vision, and organization to ensure the effective fulfillment of retention objectives with the infrastructure necessary to support and maintain clients spend.
Provide direct leadership to Company's retention team comprised of field sales, regionally based, and business development team.
Leverage data and analytics to drive insights. Modify or redirect business intelligence strategy
Stimulate a productive and motivating work environment within the organization that drives excellent performance
Responsible for account management, developing retention account strategies, and establishing, and maintaining strong relationships with all customers and ecosystem partners
Make decisions and provide direction to sales support/marketing staff members in activities that support sales promotion, product launches, and sales training
Ensure that sales team and internal management are up to date on industry, competitor, and product marketplace knowledge
Achieve budgeted revenue and gross margin goals for the business while operating within policies/procedures and assigned expense budgets
Manage compensation, and incentives for sales, and account management. Partner closely with all other senior functional executives to form a strong, mutually supportive, and effective business team
Build and Maintain Relationship with Critical 3 rd Party Partners
What We Look For in a Candidate
Bachelor’s degree with 8-10 years’ experience with 3+ years of managerial level experience.
Preferred Master's Degree with 8+ years’ experience with 1+ years of managerial experience.
Demonstrated experience leading a sales force team with proven results in driving revenue, profit, and market share growth through designing and executing effective sales plans for UCC sales.
Demonstrated success expanding product adoption (new and existing products) in competitive, changing, and current market conditions.
Demonstrated experience in establishing and maintaining vendor alliances and teaming initiatives
Experience in product marketing, building, and maintaining interactions with Key Opinion Leaders and top customer executives.
Proven ability to be a hands-on, strategic leader, build synergistic teams both internally and externally
CompensationThe starting salary for this role differs based on the employee's primary work location. Employees typically do not start at the top of the range, though compensation depends on each individual's qualifications.Location Based Pay Ranges$119700 - $159600 in these states: AR, ID, KY, LA, ME, MS, NE, SC, and SD.$126000 - $168000 in these states: AZ, AL, FL, GA, IN, IA, KS, MO, MT, NM, ND, OH, OK, PA, TN, UT, VT, WV, WI, and WY.$132300 - $176400 in these states: CO, HI, MI, MN, NV, NH, NC, OR, and RI.$138600 - $184800 in these states: AK, CA, CT, DE, DC, IL, MD, MA, NJ, NY, TX, VA, and WA.As with the pay range variety that's based on the region of a country, specific offers are determined by various factors such as experience, education, skills, certifications and other business needs.What to Expect NextBased on your job application information you may be given the opportunity to complete a video interview immediately after applying. This will include a set of questions for you to record a response to in addition to Game Challenges. Completion of this video interview is a requirement in order to be considered for our open position. Now not a good time? No worries, we will also send you an email with a link to complete the video interview. We strongly recommend that you complete this within 5 days of yours application date.Requisition #: 335003Background ScreeningIf you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page (https://jobs.lumen.com/global/en/faq) . Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Equal Employment OpportunitiesWe are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.DisclaimerThe job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.Salary RangeSalary Min :119700Salary Max :184800This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.This position is eligible for either short-term incentives or sales compensation. Director and VP positions also are eligible for long-term incentive. To learn more about our bonus structure, you can view additional information here. (https://jobs.lumen.com/global/en/compensation-information) We're able to answer any additional questions you may have as you move through the selection process.As part of our comprehensive benefits package, Lumen offers a broad range of Health, Life, Voluntary Lifestyle and other benefits and perks that enhance your physical, mental, emotional and financial wellbeing. You can learn more by clicking here. (https://centurylinkbenefits.com)Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.Note: For union-represented postings, wage rates and ranges are governed by applicable collective bargaining agreement provisions.Application Deadline09/10/2024