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The Account Executive - Voice Specialist is responsible for driving net-new revenue and expansion opportunities within CCS's Unified Communications and Voice portfolio. This individual will serve as a subject matter expert in cloud telephony, Microsoft Teams voice enablement, and enterprise collaboration platforms, positioning CCS as a strategic voice transformation partner.

This role is quota-carrying and focused on selling recurring revenue solutions (MRR/TCV), including Operator Connect, Webex Calling, SIP Trunking, Contact Center, CCS Connected Voice and eFax. The ideal candidate understands both legacy telecom environments and modern cloud UCaaS architecture and can translate business outcomes into technical solutions. Familiarity with Managed Solutions environments is a plus.

What You'll Do: 

1. Revenue Generation & Quota Achievement

• Own and exceed annual gross margin quota aligned to recurring Voice/UC solutions.
• Drive new logo acquisition and expand voice footprint within existing CCS accounts.
• Sell multi-year agreements with focus on MRR growth and long-term TCV expansion.
• Maintain a healthy 3-5x pipeline coverage ratio.

 2. Voice & Unified Communications Expertise

• Position CCS Voice portfolio including:
  • Microsoft Teams Operator Connect
  • Webex Calling
  • SIP Trunking
  • Cloud PBX - CCS Connected Voice
  • Contact Center solutions
• Conduct voice environment assessments and migration roadmaps.
• Translate legacy PRI/SIP/analog environments into modern cloud-first architecture.
• Partner with Sales Engineering to scope technical requirements and solution design.

3. Target Market Development

• Focus on mid-market and upper mid-market organizations (100-2,500 seats).
• Prioritize Microsoft 365 environments ideal for Teams voice enablement.
• Identify vertical opportunities in K-12, Healthcare, SLED, and SMB markets.
• Drive campaigns aligned with CCS Managed Services and Security cross-sell motions.

4. Strategic Selling & Process Discipline

• Utilize MEDDPICC methodology to qualify and advance opportunities.
• Maintain accurate CRM hygiene, forecasting, and pipeline documentation.
• Collaborate with RevOps, Marketing, and Client Success for seamless lead-to-cash execution.
• Present ROI models that demonstrate telecom cost savings and productivity gains.
• Ability to assist in developing an agent/channel pipeline.

5. Cross-Sell & Portfolio Integration

• Bundle voice solutions with:
• Managed Services
• Security & Compliance (CMMC, vCISO)
• Network modernization
• Position CCS as a single-provider strategy versus fragmented telecom vendors.
• Perform other job-related duties as assigned

Key Performance Indicators (KPIs)

• Annual Gross Margin Quota Attainment
• Monthly Recurring Revenue (MRR) Growth
• Total Contract Value (TCV) Closed
• Pipeline Coverage Ratio (3-5x)
• Win Rate %
• Average Deal Size
• Multi-Year Agreement Penetration
• Cross-Sell Attach Rate

What You Bring: 

• 5+ years of B2B technology sales experience
• 3+ years selling UCaaS, telecom, or cloud voice platforms
• Experience selling Microsoft Teams voice or similar collaboration ecosystems
• Strong financial acumen (GM%, TCV, MRR models)
• Proven track record of exceeding quota in recurring revenue models
• Experience selling into mid-market and enterprise accounts

Bonus Points If You Have:

• Experience with MSP sales models
• Familiarity with Microsoft 365 licensing ecosystem
• Understanding of SIP, SBCs, Direct Routing, and cloud migration strategies
• MEDDPICC trained or certified
• Background in consultative/solution-based selling

Competencies

• Executive-level communication skills
• Business outcome-driven positioning
• Technical fluency without overcomplication
• High urgency and disciplined pipeline management
• Competitive mindset with "refuse to lose" mentality
• Cross-functional collaboration

Compensation Structure

• Base + Commission (50/50 OTE model recommended)
• Commission based on Gross Margin
• Accelerators for multi-year contracts and MRR-heavy deals
• SPIFs tied to strategic vendor initiatives (e.g., Microsoft, Cisco)

Why This Role Matters

Voice is often the entry point into deeper client relationships. This role directly supports CCS's strategy of expanding recurring revenue, productizing managed voice offerings, and positioning Microsoft Teams as a full telephony platform within existing M365 accounts. The Voice Specialist will serve as a growth catalyst for both new logo acquisition and cross-sell expansion across the CCS portfolio.

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