Introduction to Red Box
Red Box is the leading dedicated voice specialist, empowering organisations to capture, secure and unlock the value of enterprise wide voice. With the most open and connected platform, we capture and transcribe voice communications from over 55 systems (legacy and new), across global enterprises and SMEs. Our customers retain complete data sovereignty and we connect them to the broadest partner ecosystem to maximize the value of captured voice data.
Working with our global reseller channel and direct enterprise customers, we are trusted by leading organisations across financial, contact centre, government and public safety sectors (including six of the world’s top banks, 85% of global interdealer brokers, 1,700 call centres and over 70% of UK police forces) and we capture and secure millions of calls daily for over 3,400 customers around the world.
Over the past 2 years, the business has been working on its next generation enterprise voice platform (Conversa), giving clients:
- Open access and control over their Voice data
- The ability to capture high quality real-time data from anywhere
- The freedom to use the data with any application anywhere
- A significant reduction in their TCO
Conversa is now limited release to enterprise customers and has generated significant interest and momentum. We are looking for a passionate and driven technology sales executive to support us in driving forward sales of Conversa at this exciting time.
Department Description
Enterprise sales at Red Box is responsible for identifying, developing and winning direct enterprise new business. The team focuses specifically on sales of Conversa to major accounts with >2000 seat opportunities, predominantly targeting financial services, insurance, and healthcare verticals.
Role Description
The business wishes to build on its enterprise success to date by targeting enterprise opportunities from both a strong pipeline of existing prospects as well identifying and developing new prospects. We are seeking a highly experienced and successful Enterprise Sales Executive to join our team. The role represents a unique opportunity for the right candidate to make their mark in an ambitious, successful and rapidly transforming business.
Reporting Line
This role reports to the CRO.
Primary Responsibilities
- To build new relationships and secure new enterprise revenue growth in North America through a variety of methods, including own network and self-generated, marketing prospects and references
- To demonstrate understanding of how enterprise customers can satisfy their required business outcomes and generate ROI through the sales cycle
- To report / share progress and update senior team and stakeholders as to progress
- To engage closely with internal Red Box departments as required to support the enterprise sales cycle and to ensure customer requirements are managed appropriately
- To encourage the wider Red Box teams in helping to delight the customer
- To build 3x coverage of enterprise pipeline forecast and to exceed annual sales revenue target
- To align with channel partners where required to support joint opportunities and to leverage partner capabilities in proposing solutions to meet desired customer use cases
Requirements
The role is likely to require 50% travel across North America.
Qualifications, Skills & Experience
Essential:
- Educated to degree level or relevant business experience
- At least 5 years’ track record of technology sales success working with financial services, insurance and/or healthcare verticals
- Demonstrable experience of identifying and securing complex enterprise accounts
- Highly competent in identifying and managing multiple client stakeholders at all levels in the enterprise
- Strong experience of enterprise contact center telephony and applications or alternatively, strong experience of voice recording
- Strong attention to detail and the ability to support the progression of complex customer agreements
- Powerful communicator and able to convey relevant benefits and overcome objections
- Considerable commercial acumen
Desirable:
- Experience of customer experience technology vendors
Key Performance Indicators (KPIs)
- Target of 100 dials each per day, measured from CRM reporting, performance monitored by VP of Sales;
- Target of 5 appointments per week, performance monitored by VP of Sales using CRM reporting;
- Capture of all Lead generation activity in the CRM tool, performance monitored by VP of Sales using CRM reporting;
- Follow-up of all click-through and opened e-shots with 2 days, performance monitored by VP of Sales using CRM reporting;
- Target of generating 5 net-new opportunities per month resulting from outbound calling activity, performance monitored by VP of Sales using CRM reporting.
We value people who can support our Red Box employee value proposition ‘courageous, competitive, collaborative’
Closing date: Friday 12th March 2021
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