Vonage

Role Description Join Vonage and help us innovate cloud communications for businesses worldwide! Why this role matters: - Applies talented sales techniques and strong interpersonal and communication skills to build, maintain and deepen customer relationships across an assigned territory. - Provides face-to-face customer contact with a focus on understanding and developing creative solutions to business problems. - Collaboratively partners across Vonage teams to ensure a unified and holistic approach to solution development, implementation and ongoing management. - Assumes shared-ownership of customer satisfaction, account retention, renewal and revenue growth. - Represents the entire range of company products and services to assigned customers, working with customers through the entire planning cycle to ensure their needs and expectations are met. What you'll bring: - Collaborate across sales organization to ensure timely and accurate quote provision and order processing. - Work with engineering and technical team. - You will be selling into Enterprise companies. - You will execute on the account plan to deliver maximum revenue potential. - Manage complete and complex sales-cycles often presenting to C-level executives the value of our cloud-based applications. - Forecast sales activity, pipeline management and revenue achievement using Salesforce. - Create satisfied customers. - Support implementation through ongoing and supportive customer contact, ensuring a smooth transition to account management and customer success management post-implementation. Qualifications - 4+ years of quota carrying software or technology sales and account management experience. - Experience managing the sales cycle - from business champion to C-Suite level. - Industry experience is preferred. - Track record of over-achieving quota, club, awards in past position. - Experience managing and closing complex sales cycles, demonstrated ownership of all aspects of territory management managing the sales cycle from business champion to C-Suite level. - Have executed a minimum $1M+ quota. - Previous sales methodology training, Salesforce/CRM experience, and strong customer references. - Bachelors degree preferred. - Self-motivated and driven. - Able to work collaboratively within different teams and with differing levels of seniority. - Passionate about delivering excellence. - Self-starting and able to self-manage. Benefits - Company Bonus or Commission Structure (depending on the role). - Medical, Dental, and Vision Coverage Options. - 401(k) Savings Plan. - Company-Paid Basic Life and AD&D Insurance. - Short-Term Disability (STD). - Long-Term Disability (LTD). - Maternity/Parental Leave. - Flexible Spending Accounts (FSA). - Health Savings Account (HSA). - Employee Support Program (EAP). - Voluntary Supplemental Insurance. - Lifestyle Benefits. - Volunteer Time Off (VTO). - Tuition Reimbursement - available for select positions; full details will be shared during the interview process. Company Description Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.

• Drive end-to-end ownership of high-priority strategic projects for the Network API business • Act as a strategic advisor to senior leadership • Develop and maintain a rigorous view of the competitive landscape • Construct GTM strategies for new and emerging Network API opportunities • Build reusable frameworks, playbooks, and analytical models

• Execute strategic, research-driven outbound prospecting through phone/video calls, emails, LinkedIn Sales Navigator, and other channels, delivering 30-50 highly personalized touches per day to Fortune 500 enterprises and key decision-makers. • Discover and develop new leads through creative internet research, social media monitoring, and CRM-documented outreach to build a qualified, measurable pipeline. • Lead multi-call consultative discovery processes that assess both business and technical requirements, qualifying opportunities based on solution fit, ROI, stakeholder mapping, and technical environment. • Create Healthcare industry-specific messaging and use-case-driven outreach with quantified business impact. • Maintain strong working knowledge of Vonage's API product suites — specifically our Video API — to accurately qualify prospects and articulate technical capabilities and competitive differentiation. • Deliver fully sales-ready opportunities with comprehensive profiles (use case details, technical environment, business context, and stakeholder maps) that enable Account Executives and Solutions Engineers to move directly to solution design. • Partner closely with Solutions Engineers, Account Executives, and Account Managers in a collaborative team-selling model, supporting opportunity transitions and maintaining engagement for continuity post-handoff. • Collaborate cross-functionally with Marketing, Product Management, and Sales Leadership to optimize performance, support marketing campaigns, and provide active market intelligence including competitive insights and feature gap feedback.

• Define project scope, objectives, and deliverables in alignment with the business project sponsor and senior stakeholders. • Independently develop and maintain comprehensive project plans, timelines, and roadmaps for complex, cross-functional initiatives. • Drive projects autonomously in critical phases, proactively managing risks and resolving issues to ensure timely delivery. • Track and report on key project milestones, status, risks, and budget considerations, providing clear visibility to all stakeholders. • Select, combine, and tailor project delivery approaches (Agile, Scrum, Waterfall, hybrid) to best fit the needs of each initiative. • Lead project retrospectives, capture lessons learned, and drive continuous improvement across the project lifecycle. • Build strong, trusted relationships with senior stakeholders across different departments, establishing non-formal authority through credibility and consistent delivery. • Navigate and resolve conflicts between stakeholders with competing interests, facilitating alignment and consensus on complex issues. • Craft and deliver persuasive, clearly structured communications to gain buy-in from functional leads and business leadership. • Clearly articulate project purpose, business rationale, and value to the team, stakeholders, and leadership. • Align project execution with the company's governance framework, ensuring compliance with PMO standards, tools, and processes.

Role Description We are looking for a Credit and Collections Analyst to work alongside our team, reaching out to customers across regions to collect on overdue balances, reconcile accounts, assist with Collections Analyst escalations, and work cross-functionally to ensure disputes are raised and resolved in a timely manner. The role also involves credit assessments of new and existing customers to decrease financial exposure and support revenue growth. This is a fast-paced position for an excellent communicator who thrives on cross-functional collaboration and is comfortable being managed remotely. Your key responsibilities - Support cash collections for delinquent customers by reaching out directly to resolve unpaid balances. - Assist with Collections Analyst escalations by providing guidance and support, serving as the secondary escalation point for API collections issues. - Conduct credit assessments for customers to support revenue growth while minimizing financial risk. - Liaise with Sales, Carrier and Customer Support teams to assist with internal and external Finance-related queries. - Perform periodic and ad hoc reconciliation of customer accounts to resolve variances and payment delays. - Manage account netting processes, collaborating with AP and customers to reconcile transactions. - Partner with the tax team to support and coordinate local tax and withholding tax requirements. - Ensure Finance-related processes are adhered to for SOX compliance and efficient business operations. - Generate weekly and monthly Accounts Receivable (A/R) reports for executive review. - Assist with process improvement projects to enhance collections outcomes. Qualifications - Minimum 5 years of relevant experience in Finance and Collections, preferably for a US company. - Demonstrated expertise in managing and reconciling complex netting accounts. - Experience in multi-currency billing and the full order-to-cash (OTC) cycle. - Experience in robust control environments, preferably SOX. - Proficiency with BI tools, preferably Tableau, and comfort working with high volumes of financial data. - Advanced user of Microsoft Excel and Google Sheets for ad hoc reporting. - Strong problem-solving skills with the ability to prioritize, multitask and communicate effectively. Requirements - Fluency in Mandarin, in addition to English (considered a plus). - Experience in communications products or similar complex, high-volume transaction businesses (considered a plus). - Experience using Zuora and/or Oracle Fusion Advanced Collections (considered a plus). - Commercially minded with a sense of humour and a can-do attitude (considered a plus). Benefits There’s no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you. Company Description Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.

• Ensure the team effectively quantifies and communicates the ROI of our platform, transforming commoditized use of our products and reactive customer interactions, into frictionless partnerships. • Establish proactive, customer-centric risk-identification frameworks and playbook methodologies to flag and rescue at-risk accounts early. • Drive a robust commercial motion focused on identifying up-sell and cross-sell opportunities that genuinely align with the customer’s evolving business goals. • Directly manage a diverse, matrixed regional team and foster a culture of empathy, high performance, and accountability. • Manage a high-performing team of 6–10 Senior Customer Success Managers handling your most complex, high-touch strategic accounts. • Oversee a Team Lead managing 5–6 Junior CSMs, ensuring customer-centric, digital-touch methodologies deliver high satisfaction even at scale. • Oversee a Team Lead managing 5–6 Technical Solution Managers (TSMs), ensuring seamless implementation and aligning technical health with the customer's broader business objectives. • Act as the ultimate advocate for AMER enterprises, ensuring a customer-first mindset permeates every layer of the regional organization. • Systematize the collection of regional customer insights, pain points, and market trends. Actively bring this Voice of the Customer to Executive leadership, Product, Engineering, and Marketing to directly influence the global product roadmap and corporate strategy. • Champion and drive the adoption of an AI-first mindset within the CS organization. Encourage continuous experimentation with AI tools to optimize productivity and eliminate administrative overhead. • Partner with CS Operations to implement AI-driven tooling for automated call summaries, predictive sentiment analysis, and automated proactive outreach playbooks. • Train and guide the management layer to leverage AI diagnostics for faster root-cause analysis of customer health and churn risks.

• Lead and scale enablement function across large segments of the business • Set the strategic direction for enablement programmes • Manage relationships with training vendors • Oversee multiple enablement specialists • Ensure training courses and materials are updated • Work with Sales and Product leadership to identify capability gaps • Maintain consultative relationships with stakeholders • Report programme performance to senior stakeholders

• Oversee enablement specialists across large segments of the business, ensuring alignment to a common standard of quality and effectiveness • Create training objectives and define the metrics framework used to assess programme effectiveness across all areas of delivery • Ensure training courses, materials, and delivery methods are continuously updated to reflect changes in product, customer needs, and business priorities • Work with Sales and Product leadership to identify the highest-priority capability gaps and shape the enablement roadmap accordingly • Work with Vonage's regional sales resources to define and develop training solutions that are fit for purpose in each context • Ensure internal and external programmes align with stated product, customer, and business objectives — not just training best practice • Establish and evolve the overall framework for how needs are assessed, solutions are designed, and outcomes are evaluated across the function • Maintain and nurture consultative relationships with key Vonage and partner stakeholders, operating as a trusted adviser at a senior level • Play a lead role in cross-functional working groups, helping to address and resolve enablement-related issues that span multiple teams or functions • Represent the enablement function in senior forums and deliver high-profile presentations to Sales and business leadership on programme performance, priorities, and recommendations • Lead, coach, and develop a team of enablement specialists, setting clear expectations and creating the conditions for high performance • Establish overall work processes, standards, and priorities across the team — building a culture of rigour, accountability, and continuous improvement • Address and resolve issues escalated from specialists and audiences; support specialists in building their own capability to handle issues at their level • Identify, retain, and develop strong talent within the team; address performance gaps directly and early • Define and own the measurement framework for enablement effectiveness — from completion rates and learner feedback through to manager-reported behaviour change and business impact indicators • Identify patterns across programmes and teams that signal systemic issues or improvement opportunities, and lead the response • Report programme performance, trends, and risks to the Director of Enablement and senior stakeholders, with clear recommendations attached

• Applies talented sales techniques and strong interpersonal and communication skills to build, maintain and deepen customer relationships across an assigned territory. • Provides face-to-face customer contact with a focus on understanding and developing creative solutions to business problems. • Collaboratively partners across Vonage teams to ensure a unified and holistic approach to solution development, implementation and ongoing management. • Assumes shared-ownership of customer satisfaction, account retention, renewal and revenue growth. • Represents the entire range of company products and services to assigned customers, working with customers through the entire planning cycle to ensure their needs and expectations are met.

• Own end-to-end commission management for the API Business Unit - calculation, processing, plan transitions, and UAT testing in Xactly Incent • Maintain HR commission file weekly - new joiners, LOAs, promotions, transfers, and terminations • Support quota planning and management - quota assignments by region and rep, adjustments, and ramp-up configurations • Prepare and distribute reports and analytics - commission payouts, attainment summaries, and budget vs. actuals for Sales and Finance leadership • Act as primary point of contact for Sales, Finance, and HR on all commission and quota matters; drive process improvements and ensure compliance