Specialized Sales II - NAAS

About Lumen

Lumen 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.

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 Role

The NaaS Specialized Sales Team has three areas of focus: 

• The NaaS Specialized seller 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 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. To grow pipeline and increase the mix of solutions sold. 

The Main Responsibilities

• Will support early-stage customer development, with particular focus on our Network as a Service (NaaS) platform. Working alongside the sales team positioning Lumen services directly, with the customer.
• A virtual member of the team, accountable for technology outcome vison for customers. Works closely with the account teams to form part of the early opportunity pursuit function: early stage engagement, opportunity discovery and development through to pilt and adoption on NaaS.
• Requires knowledge and understanding of customer’s business, industry, technology trends and competitors. To facilitate the pursuit strategy, identification, and development of opportunities for Sales and customer success reps.
• Establishes business relationships at senior levels of a customer which facilitate the introduction of how NaaS aligns to customer 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.
• Interface to the product organization, to capture customer input on areas of improvement that is needed to drive greater adoption of Lumen NaaS.
• Will continually evaluate and deploy new improved enablement methods and initiatives. Typically collaborates with Product, Marketing and Sales Operations to create content. Drive initiatives and track and measure performance. Designs and leads Solutions Development/Unfreezing/ Advisement Workshops. Track and measure the results of enablement programs, and regularly report results to key business stakeholders 

What We Look For in a Candidate

• Ability to speak, articulate and collaborate with the c-suite of customers on NaaS
• Strong Technical knowledge of XaaS and its applications
• 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

Preferred skills: 

• Bachelor's degree or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred.
• Strong relationship skills
• Experience selling managed services and applications 
• Exceptional strategic planning, solution management
• Experience at being a strategic member of sales team who contributes significantly to growth and development of the business
• High energy level and demonstrated drive to succeed. 

Compensation

This 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.

Location Based Pay Ranges

$119,900 - $159,863 in these states: AL  AR  AZ  FL  GA  IA  ID  IN  KS  KY  LA  ME  MO  MS  MT  ND  NE  NM  OH  OK  PA  SC  SD  TN  UT  VT  WI  WV  WY  
$125,906 - $167,864 in these states: CO  HI  MI  MN  NC  NH  NV  OR  RI  
$131,891 - $175,854 in these states: AK  CA  CT  DC  DE  IL  MA  MD  NJ  NY  TX  VA  WA  

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.

Learn more about Lumen's:

• Benefits
• Bonus Structure

What to Expect Next

Based 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 your application date.

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Requisition #: 337930

Background Screening

If 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. 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 Opportunities

We 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.

Disclaimer

The 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.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

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.