Specialized Sales II-NAAS (Remote, US)

The Role

The Advanced Solutions Consulting Team has three areas of focus: 

• The Advanced Solutions Consultant is a change champion with a strong passion for coaching, industry and consultive sales experience. Providing consistent best practice reinforcement and mentoring sales professionals. This position involves shifting mindset, elevating skills, and ensuring teams are leveraging proper resources to feel supported and set-up for success. 
• To create a foundation for outcome-based solutions by evangelizing and advocating Lumen’s business impact and thought leadership to customers. They Identify what business outcomes can be realized and demonstrate how Lumen’s growth services can deliver those outcomes. The goal is to uncover and enable new opportunities for the Lumen account teams to pursue. 
• Coach and enable the sales and customer success organization, through local enablement programs working with stakeholders to mentor the teams to increase knowledge and capability, supporting the transformation of the organization. Key KPI around growing pipeline and increase the mix of solutions sold. 

The Main Responsibilities

• Will assist early-stage customer development, focusing on our Network as a Service (NaaS) platform, and collaborate with channel partners, sales, and support teams to position Lumen services directly to customers.
• Acts as a virtual team member who helps define technology outcomes for customers. Works with account teams to identify opportunities, engage early, and support initial NaaS pilots and adoption.
• This position entails a thorough understanding of the customer's business objectives, industry landscape, technological trends, and competitive environment. Such expertise enables the formulation of effective strategies to identify and pursue opportunities for sales and customer success teams. It also involves building business relationships with senior customer stakeholders to facilitate discussions on how NaaS can support their desired outcomes.
• Orchestrate and deliver content, information, and tools to prepare sellers to deliver on Lumen business goals including building client relationships, identifying client need, how Lumen’s NaaS platform can meet client needs. Support thought leadership to generate new areas (NaaS) for the Lumen to up-sell and cross-sell.
• Serve as a liaison with the product organization to collect and relay customer feedback on areas requiring enhancement, in order to foster increased adoption of Lumen NaaS.
• Continually assesses and implements improved enablement methods. Works with Product, Marketing, and Sales Operations to develop content. Drives and measures initiatives, reports outcomes to stakeholders, and leads solutions workshops.  

What We Look For in a Candidate

• Ability to speak, articulate and collaborate with the c-suite of customers around Network and Cloud and Applications.
• Strong Technical knowledge of As A Service and its applications
• Possess experience and a background in sales through Partner Channels, Wholesale, Federal, and Government sectors.
• Ability to orchestrate and provide the “bridge” between Product, Enablement, Sales and Customers.
• Consultative, inquisitive approach to customer engagement (listen to understand, not to respond)
• Proven track record of managing successful GTM programs, especially as they relate to the launch of Minimum Viable Products (MVPs)
• Ability to translate the high-level vision to customer use-cases and, ultimately, case studies
• Similarly translate Lumen’s technical capabilities to the application of the technology to the customer
• Technical understanding of the digital marketplace/workflow 
• Strong consultative selling expertise with ability to lead with questions and curiosity, not product
• Program management experience as it relates to sales enablement and business development motions
• Understanding of the financial models and commercial benefits of the XaaS model
• Ability to extract customer feedback (in a consultative manner) on Lumen’s direction and provide same to product

Compensation