Jobs
SALES/BUSINESS DEVELOPMENT MANAGER, FEDERAL MARKET
Our client is the leading optical transport equipment vendor in the metropolitan segment commanding 56% in market share and more then 300,000 network systems deployed in North America. They deliver next-generation optical transport solutions optimized for metropolitan, regional, long haul and ultra long haul, high capacity telecommunication applications. Their comprehensive consulting and network services offer support at any network development, deployment and operations stage.
This Sales position will focus on selling into the federal market, specifically the Government End Users.
A major focus for this sales manager is to be responsible for Business Development, support of the federal indirect sales initiatives, and support of the company’s equipment & services solutions to the Government End User. The sales manager will establish, develop and maintain relationships with qualified buyers and influencers in the government. S/he will generate initial interest in the company’s products and services and develop effective sales strategies and tactics to win these opportunities to achieve or exceed stated bookings and account development and growth objectives.
The ideal candidate will have experience selling optical transmission and data equipment into the government. S/He should also have In-depth Knowledge of the Army, Navy and Air Force, including established contacts and relationships. Technical knowledge is also required.
Summary of Primary responsibilities:
- Promotion of the company’s solutions to the government end users
- Lead the company in the capture of new business for its products and services
- Develop sales strategies and tactics to meet company objectives
- Provide representation at all levels of the customer base
- Meet bookings, revenue, product and account growth objectives
Must be based in the DC area.
Compensation in the high six figures with outstanding corporate benefits.
International Services Director
(Our client is the leading optical transport equipment vendor in the metropolitan segment commanding 56% of market share and more than 300,000 network systems deployed in North American alone. They deliver next-generation optical transport solutions optimized for metropolitan, regional, long haul and ultra long haul, high capacity telecommunication applications. Their comprehensive consulting and network services offer support at any network development, deployment and operations stage.)
Candidate Background
- 6-10+ years experience in telecommunications infrastructure equipment, building and managing an international services and support business for Central Office equipment commissioning.
- Must have established and/or operated an international service organization
Job Requirements
- Engage in-country firms that can provide EF&I services, spares warehousing and logistics, and maintenance support.
- Develop and present Business Case that addresses program investment requirements for resources, logistics, infrastructure, etc. as well as working with Corporate Finance to develop a pro forma P/L.
- Direct cross functional activities to deliver a quality programs to external customers with the overall focus to ensure customer satisfaction, mitigate corporate risk and achieve corporate financial expectations in order to generate growth for our international business and customers.
- Manage programs from initiation through delivery, constantly interfacing with the customer, our company, and partners on technical and business issues.
- Plan and manage project schedules.
- Maintain profitability by ensuring quoted margins are achieved, review key operating indicators and provide solution adjustments if they are outside margin target.
- Negotiate contracts with 3rd parties and partners to establish a global operational support plan. Ensure 3rd parties and partners adhere to contractual terms and conditions
- Consistently interact internally and externally with all management levels across many functions requiring negotiation of difficult and critical matters to influence favorable outcomes.
- Strategically develop methods to increase corporate awareness.
- Heavy international travel required
- Executive Compensation Package
VP MARKETING (US Location Open)
Our firm is searching for a VP Marketing for our successful start up client who is a provider of next-generation Optical Transport and DWDM solutions for service providers and private networks. Its carrier-grade solutions leverage expertise in optical networking to allow operators to cost-effectively increase data transport capacity over their networks. The company has been experiencing a dramatic growth in revenues since shipping its first product in 2004 (over 1500 systems sold and deployed in 3 years). We are searching for a seasoned marketing professional to join the nucleus of the Executive team to help maintain and continue this growth.
JOB DESCRIPTION:
This position is responsible for global corporate marketing – encompassing Public and Analyst Relations, Competitive Positioning, Market Research, Advertising and Trade Show participation. Responsibilities also include spearheading the introduction of new products and services into Tier 2 and 3 Carriers, MSO’s, Utilities, Enterprise and Muni Accounts in addition to developing and implementing strategies for alliances with the same. This position will interface with the VP Sales and a group of Sales Directors throughout North America and the EMEA Regions.
Further responsibilities include:
- Developing market strategy to achieve sales success
- Helping ensure proper distribution of resources across accounts and regions.
- Mentoring employees and provide one-on-one information relative to market issues as needed.
- Developing executive level relationships with customers to provide high-impact/strategic sales and marketing opportunities/alliances.
- Assisting in critical sales cycles and presentations where senior management is involved.
- Developing strategies to grow the customer relationship and business volumes.
- Reviewing and participating in developing sales initiatives, budgets and quotas.
- Developing comprehensive market strategy and territory sales plans for staff.
- Determining based on territory/region, market size, addressable market, etc. distribution of quotas. Tracking and implementing appropriate actions based on gaps identified.
- Effectively working across internal organizations and functions to coordinate company resources to help meet assigned targets, achieve customer satisfaction and or communicate new product requirements as required.
Job Qualifications:
- 7 or more years of experience in leading marketing initiatives for product/solution introduction to Tier 2 &3 Carriers, MSO’s, Utilities, Muni’s and Enterprise Markets
- Strong leadership and managerial experience. Able to lead technical and business oriented personnel in strategy and tactics for achieving objectives
- Able to establish and maintain customer relationships with client engineering, planning, architecture and operations directors and executives.
- Strong written and verbal skills, and a personality that supports collaboration.
Experience with Optical Transport and DWDM.
Executive compensation includes substantial stock option incentives.
Sales Director, Western Region (Denver, Seattle or San Jose location)
Our firm has been retained to search for a Sales Director for the Western Region with our startup client who is a provider of next-generation optical transport and DWDM solutions for service providers and private networks. Its carrier-grade solutions leverage expertise in optical networking to allow operators to cost-effectively increase data transport capacity over their networks. The company has been experiencing a dramatic growth in revenues since shipping its first product in 2004 (over 1500 systems sold and deployed in 3 years). We are searching for a seasoned sales professional to join the nucleus of the Executive Sales organization for North America to help maintain and continue this growth. The company is well funded by top tier European VCs and banks. In addition, current clients include some of the top carriers within the tier 2 and 3 classes.
Position Responsibilities:
- Develop direct sales opportunities with CLECs, MSOs (CATV companies), tier2 ILECs/service providers, large enterprise and state governments.
- Meet or exceed revenue objectives
- Prospect for new opportunities
- Promote the company’s products within the assigned region and accounts
- Develop sales strategy to identify and pursue opportunities
Qualifications:
- Successful track record of selling Optical and DWDM equipment to CLECs, MSOs (CATV companies, tier2 ILECs/service providers, large enterprise and state governments.
- Existing relationships with the aforementioned service providers
- Technical understanding and experience with optical technology and DWDM
- Top performance within previous sales positions
- Self-motivated with the ability to work independently
- Strong organizational skills
- Minimum of Bachelor's degree, or extensive demonstrated experience.
- Demonstrated ability to deliver against aggressive goals
- A hunter mentality, not a farmer; anxious to develop a strong region for future growth.
- Exceptional interpersonal, communication and presentation skills
- Possess integrity, self-motivation, professionalism, and an ability to work well with others
Extremely attractive compensation package includes outstanding stock options.
