About GTT:

GTT is a leading global provider of secure cloud networking solutions for multinational organizations. We design and deliver solutions that leverage advanced cloud, networking and security technologies. We complement our solutions with a suite of professional services and exceptional sales and support teams in local markets around the world. We serve thousands of national and multinational companies with a portfolio that includes SD-WAN, security, Internet, voice and other connectivity options. Our services are uniquely enabled by our top-ranked, global, Tier 1 IP backbone, which spans more than 260 cities on six continents. The company culture is built on a customer-first service experience reinforced by our commitment to operational excellence and continuous improvement in our business, environmental, social and governance practices. For more information, visit gtt.net.

Role Summary:

The Business Development Manager, Government Sales role manages government sales accounts, driving revenue growth and building strong relationships with customers. This role is dedicated to prospecting new government customers and growing our existing accounts seeking new opportunities, understanding their challenges, matching their needs with GTT services, and managing the sales cycle from prospect to close.

Job Scope/Supervision:
Internal Departments they will interact with include Sales Operations, Finance, Product and Sales Engineering and Governmental Agencies

Duties and Responsibilities:

• Effectively targets new customers and further grows GTT’s government clients to understand their needs and provide effective solutions.
• Presents and sells GTT’s full suite of products and solutions to prospects and customers.
• Develops and implements sales strategies to achieve revenue targets and increase market share.
• Monitor market trends and competitor activity to identify new business opportunities and stay ahead of the competition.
• Builds and maintains strong relationships with government clients.
• Collaborating with cross-functional teams to ensure customer needs are met and exceeded.

• Building a prospect pipeline from a standing start via own initiatives and revive past and present customers.
• Collaborate with internal teams to drive further prospecting initiatives.
• Drive opportunities from discovery, through development to close.

Required Experience/Qualifications:

• 10+ years (government) sales experience in the global telecommunications/technology sector with a track record of securing large repeatable deals
• Demonstrate an understanding of the regulatory landscape and potential risks.
• Gather intelligence on competitors’ strategies and positioning within the Civilian government market.
• Position GTT products & services with federal Civilian agencies.
• Collaborate with marketing to lead and direct efforts to increase the organization’s visibility and name recognition throughout the Civilian federal government agencies.
• Demonstrated success in consistently meeting or exceeding a monthly sales quota

• Must be confident and hungry to engage with C level executives on their business challenges and translating needs into benefits.

• Knowledge of Cloud, Networking or Communications.
• A proven ability to generate leads, penetrate new accounts, and develop and manage a pipeline
• Excellent interpersonal and communication skills, verbal and written, facilitation and presentation techniques
• Strong leadership/team skills and a positive track record in executing sales process and coordinating among internal and external stakeholders
• Must reside in the US

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Technical Sales: Knowledge of the tasks, tools and procedures associated with providing technical guidance to the sales team and prospective customers; ability to produce positive results in sales-client interventions.
• Products and Services: Knowledge of major products and service groups; ability to apply knowledge of product and services appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Networking: Understanding of the business value of creating mutually beneficial relationships with individuals outside of incumbent's own organization and ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Cross-functional Collaboration: Knowledge of collaborative techniques and approaches; ability to promote a culture of continuous improvement and working together across functions to solve business problems and meet business goals.
• Prospecting: Knowledge of prospecting principles, processes and skills; ability to identify and engage potential customers in the market.
• Sales Closing and Agreements: Knowledge of sales closing and agreements related processes, techniques, and skills; ability to close deals and reach final sales agreements.
• Strategic Sales Planning: Knowledge of sales principles, processes, techniques, and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
• Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration and partnership. Ability to build an environment supporting customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.