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Job description

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role purpose

To drive excellence and productivity in the sales function globally by ensuring the most effective sales methodology and processes are embedded, best practice is provided and adhered to and training is prioritised and delivered globally to support the sales teams success.

This role has broad responsibilities and weekly direct engagement with Sales VP, Segment SD, Regional SD and Sales Engineer leadership teams. It requires close collaboration and alignment across all key functions outside sales eg marketing, portfolio, market development, L&D, HR in order to focus and filter priorities to support the sales teams success. Proactively sharing new ideas and championing change in lock-step with other Sales Enablement Leadership Team members is critical to delivering colts new strategy.

Key accountabilities
  • Management of a global team and budget (Effectiveness and Training) and their development through regular coaching, a cadence of weekly review and commitment to continual learning
  • Improve the overall effectiveness and efficiency of the sales team through close collaboration with senior sales leadership, continually assessing strengths to reinforce as global standards and also capability or skills or discipline gaps to address
  • Build a roadmap and execute change programmes to address near, mid and long-term requirements; underpinned by specific plans that help defend, grow and acquire business to support colts growth and deliver tangible outcomes and KPIs
  • Review and implement processes which simplify, prioritise and re-define how Sales Directors and Managers lead, coach, train and develop their teams week in week out. Also re-set how functions across the business launch initiatives to sales eg new Playbooks for shifting market opportunities
  • Work with Sales Leadership and HR to establish a sales competency and assessment framework, baseline current and future needs in early 2021 and define the future target operating model
  • Colts evolving strategy means there will be materially higher expectations and requirements on the sales effectiveness team to work with a wide range of large strategic partners. Building a robust plan and designing the right internal and external operating models will be key in 2021
  • Definition and documentation of sales best practices in our content management platform, and achieve this by orchestrating how subject matter experts across the business collaborate to create brilliant content, and make it easy to access to use each day with customers and prospects
  • Work with Strategic Programmes team and sales leadership to design and drive new Segmentation Models, with ownership of key pillars through Q4 and into Q1 2021
  • Work with Sales Enablement Systems and Processes teams to identify, implement and drive adoption of technology tools and analytics that measurably increase sales productivity
  • Ensure discipline and adoption and consistency of best practice by the sales teams globally, with a fresh approach in conjunction with the new Global Strategic Sales team on large pursuit opportunity planning and GAM strategic account management
  • Ownership of the Sales Methodology and sales best practices, and embed them into how sales and system engineer professionals engage and add value to customers, prospects and partners each week; and record that through their use of CRM and other tools adoption.
  • Define and develop good habits through training and coaching on Weekly 121's, Account Planning, Opportunity Planning, Engagement Models particularly given remote working; and Qlik using actionable insight - driving continuous improvement and adoption by the sales teams, ensuring regular cadence of reviews and reporting available.
  • Identify opportunities working closely Sales Operations and Systems/Processes teams to drive focussed quarterly initiatives that move the need most across sales in all regions
  • Working closely with our L&D team, understand the output of sales assessments and competency frameworks in order to define and deliver appropriate training for the global sales teams on coaching, sales excellence, colt products and tools, and sales soft skills (leveraging external training providers)
  • Definition and delivery of Segment/Regional Sales Director and Sales Manager training and coaching frameworks (leveraging external training providers)
  • Engage and encourage the use of new ideas and best practice from across the entire colt sales team, and drive the same from outside colt from partners
  • Management of the colts On-boarding programme for new joiners in Sales and Sales Engineering
  • Running of the colt Sales Induction programme, collating collateral for use across regions and to share with non-sales roles. Creation and maintenance of a library of eLearning content to serve needs globally
  • Ad-hoc training requirements

Other accountabilities (optional)
  • Identify areas for improvement based on analytics from the Sales Enablement Sales Ops team and build a proposal / plan to implement
  • Ad hoc requirements as defined by the fast paced environment

Key performance indicators (financial and non-financial)
  • On-boarding / Induction - Time to Quota
  • Adoption of the sales methodology
  • Cadence and Quality of account plans
  • Indirectly - productivity improvements

Relationships and key contacts
  • Segment and Regional Sales Directors (all regions)
  • Sales Managers (all regions)
  • Head of Talent (HR)
  • External network of trainers / training providers
  • Other Sales Enablement functions

Role specific requirements

Skills & Experience
  • Over 10 years Senior Sales Leadership experience in a B2B sales environment, in addition to extensive track record in sales or sales enablement roles ( ideally in the technology / telecoms sectors )
  • Track record of delivering organisational, strategic and sustainable change and capable of shaping how best practice can be embedded in colt
  • Experience of quickly identifying, designing and executing strategies and plans that can move the needle in the short term and mid-term as part of a long term vision for colt sales globally
  • Deep understanding of the customer buying process and how to map the sales process to it and drive sustainable results
  • Working knowledge of a broad range of sales tools and best practice methodologies and proven experience of embedding them with results
  • Strong leadership, management and coaching skills, with a passion for developing direct and indirect reports within and outside sales
  • Strong organisational skills that reflect ability to perform and prioritise multiple tasks seamlessly with excellent attention to detail
  • Very strong interpersonal skills and the ability to build relationships with stakeholders, including employees and external contacts in a variety of countries with extreme sensitivity to cultural nuances
  • Ability to work with individuals of different nationalities, backgrounds and levels within the organisation
  • Expert levels of written and verbal communication skills. Ability to deliver other languages a plus.
  • Demonstrated proactive approaches to problem-solving with strong decision-making capability
  • Highly resourceful team-player, with the ability to also be extremely effective independently
  • Proven ability to handle confidential information with discretion, be adaptable to various competing demands, operate under pressure and demonstrate the highest level of customer service and response
  • Demonstrated ability to achieve high performance goals and meet deadlines in a fast paced and ever changing environment where there is often uncertainty demonstrating flexibility to work after hours if required

  • Ideally to degree level
  • Excellent written and presentation communication skills - ability to manage senior stakeholders in a blue chip organisation
  • Experience of a sales organisation and sales processes

What we offer:

Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location.

In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.

Some benefit examples are:
•Flexible working and relaxed dress code
•Two days annually to spend on volunteering opportunities
•Pension and insurance options
•Access to a virtual business school for on-going learning
•Business mentoring
•Discounts with local hospitality and retail providers

We strongly encourage candidates of all different backgrounds and identities to apply. We are committed to making Colt an inclusive and supportive workplace

Learn more about Colt

Be unique. Be authentic. However you prefer to say it, we really mean it. Our culture embraces people’s diverse perspectives and creates a positive environment where everyone belongs. We’re determined to build a better, more connected world for everyone.

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