Phonon - Director - Sales

Position: Sales Director

Reporting to: Managing Director

About Us:

- Phonon Communications Pvt Ltd, located in Vadodara, is a pioneer in cloud telephony (CPaaS).

- Our telecom applications, including click-to-call, hosted inbound IVR systems, automated outbound dialer systems, virtual number services, SMS-to-call, and hosted Cloud PBXs, are utilized by leading enterprises in India.

- Our flagship product, Phonon Central is a rapid flow designer with powerful AI/ML capabilities to design omni-channel customer communication workflows.

- We are focused on the BFSI and Travel & Aviation Sector.

Role Description:

- This is a full-time on-site role for a Sales Director at Phonon and the job location will be based out from Mumbai with frequent travel to our HQ at Vadodara.

- The Sales Director will be responsible for driving the company's revenue growth by overseeing the Sales, Pre-Sales, and Customer Success functions.

- This role involves developing and executing strategies to increase sales, improve customer satisfaction, and ensure seamless pre-sales processes.

- The Director of Revenue will work closely with other departments to align revenue-related activities with the company's overall goals.

Responsibilities:

Sales Management:

- Develop and execute a comprehensive sales strategy to drive revenue growth.

- Lead, mentor, and manage the sales team to achieve and exceed sales targets.

- Identify new market opportunities and develop plans to capitalize on them.

- Monitor and analyze sales performance metrics to optimize sales processes.

Pre-Sales:

- Oversee the pre-sales team to ensure technical solution design, demonstrations, and BoQs for leads.

- Ensure the pre-sales team participates actively in closing deals.

- Maintain adequate specification documentation and project controls for successful customer project delivery.

- Deliver manuals, presentations, how-tos, and videos for ease of customer acceptance.

- Coordinate with customers for successful project deliveries and obtain positive feedback.

Customer Success:

- Develop and implement customer success strategies to maximize customer satisfaction and retention.

- Lead the customer success team to ensure customers achieve their desired outcomes using the company's products.

- Monitor customer success metrics such as NPS, customer satisfaction, and retention rates.

- Act as a customer advocate within the company, providing feedback to product and development teams.

Strategic Planning:

- Collaborate with the executive team to develop and implement business plans and strategies.

- Align revenue-related activities with the company's overall goals and objectives.

- Provide strategic input and leadership on decision-making issues affecting the organization.

Cross-Functional Collaboration:

- Work closely with Marketing, Product, and Operations teams to ensure alignment and support for revenue-generating activities.

- Guide the marketing team regarding product positioning and GTM strategies.

- Take feedback from the market to continuously refine and improve products and services.

Regulatory Compliance:

- Ensure compliance with regulatory requirements in technical design and service delivery.

- Stay updated on regulatory changes and provide timely updates to the management and technical teams.

Qualifications:

- Bachelor's degree in Engineering and an MBA.

- Minimum of 15 years of experience in sales, pre-sales, or customer success, with a proven track record in complex enterprise sales.

- Experience in Cloud Telephony and / or Complex Telecom Solution Sales is a must.

- Strong knowledge of sales processes, customer success strategies, and pre-sales activities.

- Experience in developing and executing revenue growth strategies.

- Excellent analytical, strategic thinking, and problem-solving skills.

- Strong leadership and team management abilities.

- Excellent communication and interpersonal skills.

Technical Skills:

- Sales and Pre-Sales Management: Expertise in developing and executing sales and pre-sales strategies.

- Customer Success: Strong understanding of customer success metrics and strategies.

- Strategic Planning: Experience in developing and implementing business plans and strategies.

- Regulatory Compliance: Knowledge of regulatory requirements and compliance.

KPIs:

Sales:

- Revenue Growth

- Sales Target Achievement

- New Market Penetration

Pre-Sales:

- Lead Conversion Ratio

- New Business Added

- Customer Feedback and Testimonials

Customer Success:

- Net Revenue Retention (NRR)

- Customer Net Promoter Score (NPS)