Avaya Certification Sales Track Objectives
The ACA – Sales candidate will possess a broad knowledge of Avaya products. An
ACA – Sales will know the scope of Avaya solutions in terms of the hardware and
software that comprises the product. The Associate will not have in-depth
knowledge of the solutions. Self-directed learners who access product
documentation, white papers, marketing collateral, and training will gain this
knowledge.
An ACA – Sales will have the following competencies, based on the Strong
Performer level of proficiency:
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Competency
|
Performance Behaviors |
Customer Focus
Skills & Knowledge Required:
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Quantitative and Root Cause Analysis
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Listening Skills
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Questioning Techniques
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Industry Research Skills
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Relationship Mgmt.
|
-
Demonstrates ability to analyze the customers’ business requirements,
profitable drivers, and understand the customers business of both the end-user
and the channel partner.
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Demonstrates ability to track and assess prospects and customer relationships
using technology to research customer, market and industry data.
|
Financial / Business Acumen
Skills & Knowledge Required:
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Financial Analysis Skills
|
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Demonstrates the ability to read financial statements, i.e. understands profit
and loss statements, annual reports, and other financial data sources
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Value Added Selling
Skills & Knowledge Required:
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Data Collection Skills
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Questioning Technique
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Communication Skills
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Prospecting and Call Planning Skills
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Negotiation and Handling Objection Skills
|
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Demonstrates the ability to promptly react to leads, use existing relationships
to obtain referrals and completes a cost/benefit analysis to determine whether
to pursue potential business
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Demonstrates the ability to effectively utilize the components of the
Situational Matrix
|
Sales Communications
Skills & Knowledge Required:
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Presentation Skills
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Sales Writing Skills
|
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Demonstrates the ability to effectively communicate, formally and informally,
both orally and written so that others understand and are influenced to act
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Account/Opportunity Planning
& Mgmt.
Skills & Knowledge Required:
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Account and Opportunity Planning
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Organization Analysis
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Data Collection and Interpretation
|
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Demonstrate the ability to create, review and maintain account and/or
opportunity plans including information on projects, contract management and
up-selling opportunities
|
Technical Knowledge
Skills & Knowledge Required:
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Basic Product Knowledge
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Knowledge of Competition Product Offerings
|
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Demonstrates the ability to influence the customer of their need for our
products and services and how they compare to our competition
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Abitlity to explain how solutions enables firm reach business objectives
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Business Systems & Tools
Skills & Knowledge Required:
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Siebel Navigation Skills
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Internet and Intranet Navigation Skills
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SAP/GES Knowledge
|
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Demonstrates the ability to manage information systems related to customer
tracking and data generation
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Demonstrates the ability to input simple designs using the cost comparison tool
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Demonstrates the ability to input simple designs for quick quotes
|
Interpersonal Savvy
Skills & Knowledge Required:
|
-
Demonstrates the ability to be persistent in the pursuit of objectives and
initiatives; exhibits strength of purpose and determination in the face of
obstacles and challenges; converts problems into opportunities for success;
self-starter and enterprising with action orientation
|
-
The ACS – Sales candidate will be able to identify and analyze customer
business needs, requirements, and decision-making processes in terms of selling
Avaya portfolio.
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The ACS – Sales will solve client business problems by applying Avaya product
hardware and software capabilities.
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The ACS - Sales will be able to determine business drivers, build business
rationale, and create justification for utilizing the Avaya portfolio in
successful business processes.
-
The ACS – Sales candidate will have 3 to 5 years of Sales experience.
An ACS – Sales will have the following competencies, based on the High Performer
level of proficiency:
|
Competency
|
Performance Behaviors |
Customer Focus
Skills & Knowledge Required:
-
Business Process Knowledge
-
Customer, competitor and industry analysis
-
Market Knowledge/Competitive
-
Intelligence
|
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Demonstrates the ability to identify business improvement potential and
opportunities to add value to customers/ Business Partners/GSI
-
Understands how to leverage multi-channel strategy to secure opportunity -
(ability to select appropriate channel for each type of opportunity)
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Ability to balance and manage the competing needs of all stakeholders (customer
and channel partner)
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Ability to add value to all stakeholders.
|
Financial / Business Acumen
Skills & Knowledge Required:
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ROI Analysis Tools
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TCO Charts
|
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Demonstrates the ability to use financial performance analysis tools and knows
how they are used by executives
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Identify the key metrics that drive/define final decision
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Ability to develop a business case consistent w/financial requirements of both
the end-user and channel partner
|
Value Added Selling
Skills & Knowledge Required:
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Consultative Selling Skills
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Relationship Management
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Interpersonal Skills
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Presentation Skills
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Channel Management Knowledge
|
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Demonstrates the ability to effectively manage the buying and selling process
by involving a network of key players to solve the customers’ business needs
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Ability to leverage the position of both Avaya and channel partners key players
to influence decisions
|
Sales Communications
Skills & Knowledge Required:
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Public Speaking Skills
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Persuasive Speaking
|
-
Demonstrates the ability to give clear and precise presentations that convey an
understanding of market trends, issues and solutions/offers
|
Account/Opportunity Planning & Mgmt.
Skills & Knowledge Required:
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Project Planning Skills
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Sales Process Knowledge
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Resource Management
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Forecasting/Funnel Management
|
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Demonstrate ability to manage all aspects of the sales process, project plans,
including contracts and billing
-
Demonstrate the ability to coordinate appropriate resources to effectively act
on account/opportunity plan business objectives
|
Technical Knowledge
Skills & Knowledge Required:
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Extensive Product Knowledge
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Customer Business/Industry Expertise
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Competetive Positioning
|
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Demonstrates the ability to provide customers with customized products and
services through providing a value hypothesis/proposition into a sales
presentation framework
|
Business Systems & Tools
Skills & Knowledge Required:
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ROI Tool Skills
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Quote-to-cash Process Knowledge
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SAP/GES Knowledge
|
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Demonstrates the ability to effectively utilize sales tools and processes, i.e.
ROI Tool and Sales Funnel Process
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Demonstrates the ability to input simple designs using the cost comparison tool
|
Interpersonal Savvy
Skills & Knowledge Required:
|
-
Demonstrates the ability to maneuver through complex political situations
effectively and quickly. Is sensitive to how people and organizations function;
anticipates where the land mines are and plans his/her approach accordingly
-
Views corporate politics as a necessary part of organizational life and works
to adjust to that reality
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FAQ