Regional Sales Representative

Plano, TX


  • Manage the premium accounts within the assigned territory through initiated sales activity
  • Improve ESI’s share of telecom spend from multi-vendor resellers
  • Increase quarter-over-quarter results from premium resellers in regards to CPE revenue, SIP trunks, and Cloud PBX seats
  • Achieve the Region’s assigned sales objectives – improve revenue production year over year
  • Recruit new partners in targeted markets – take the lead with inside sales to ensure continual prospecting and lead generation is being completed. Have a continual pipeline of prospects.
  • Serve as face-to-face contact for premium reseller site visits
  • Interface with ESI partners to determine and secure ESI product sales commitments
  • Pre-plan sales call/agenda prior to every field visit
  • Set ESI sales volume level expectations with partners
  • Frequently and consistently engage in end user contacts with sales reps -to help close deals
  • Engage partners sales teams to ensure ESI products are top of mind in their daily sales activities
  • Focus on application selling and ESI’s specific competitive strengths – proactively provide competitive data to resellers
  • Communicate current ESI marketing programs, drive and track their utilization to the appropriate level in the organization
  • Communicate all other pertinent information regarding ESI, its products, pricing and policies
  • Train owners, technicians and sales people to understand the ESI products, how they operate, their features and applications. This includes conducting training and product/application discussion roundtables, frequently
  • Determine volume of outstanding ESI sales opportunities and drive growth (sales funnel)
  • Develop and implement account and territory management strategies and tactics for their region
  • Take the lead with the inside sales rep as to any performance gaps or other issues which need to be addressed
  • Be an expert on the entire ESI product line including the 900, Comm Servers, SIP Trunks, Cloud PBX, operation of the ESI demo kit and you must be able to translate that knowledge to the ESI partner through application identification, feature operation description and feature/benefit analysis
  • Stay technically competent on all future ESI technologies
  • Facilitate interdepartmental communications to resolve reseller issues as needed

Physical Requirements

  • Good command of the English language and an understandable in-person and telephone speaking voice
  • Professional demeanor and appearance
  • Ability to travel by airplane and automobile up to 4 days per week

Additional Requirements

  • Minimum high school education or equivalent
  • Must have a minimum of four years experience in Telecom
  • Good written and verbal skills
  • Expert knowledge of the sales process/ proven closer
  • Excellent prospecting skills
  • Good face-to-face negotiation skills
  • Excellent organizational skills
  • Powerful motivator
  • Working knowledge of computer software, i.e. Outlook, Excel, Word, ACT, Power Point, file creation/management and internet navigation
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