Jobs
Our firm specializes solely in executive search for companies that develop, manufacture and sell Optical Transport, Access, DWDM, WDM and Ethernet systems. We are currently conducting search for some of clients who rank in the top 10% of companies involved in development of these systems. All these clients have met or exceeded their sales quotas and are financially profitable. In addition, career growth is assured with every one of the following 4 searches:
Job Title: SR. SALES ENGINEER - CANADA
Our client is leading the transformation to Carrier Ethernet services and infrastructure at the network edge. Starting with the broadest range of products, they develop and manufacture efficient, high-value Carrier Ethernet edge and aggregation solutions that help service providers multiply revenues and streamline operational costs. Their systems offer features, flexibility and consistent customer experiences from 1Mbps to 10Gbps over any transport infrastructure – including fiber, copper and TDM. Consistently recognized for “Best in Class” they have met or exceeded quotas for the past 7 years and are currently undergoing significant growth both internally and externally.
Our firm is seeking a Sales Engineer for direct support of the field sales team. This Sr. Sales Engineer will report directly to the VP Sales Engineering and work closely with the RVP Sales (Country Manager) and Director of Sales who own the accounts, as well as identify and assist in development of new customers. The chosen candidate will be responsible for assisting in responses to RFI's, RFP's and RFQ's. They should be able to demonstrate the equipment, coordinate and oversee lab trials and successfully position and sell the overall value of the company’s solution to the customer. Position can be located anywhere in Canada.
Primary Responsibilities:
- Support Sales team to meet quota goals.
- Respond to technical issues and coordinates and oversee resolution of problems. Coordinate resolution of problems/issues with equipment.
- Provide Pre and Post Sales support by responding to RFP's and delivering technical presentations to generate customer interest.
- Prepare high quality, accurate and timely responses to quotes received from customers in the field.
- Oversee post-sales activities including installation, product shipment and delivery, and invoicing.
- Call on customers in order to answer questions, obtain forecasts, insure customer satisfaction and increase market share.
- Obtain technical expertise for all products supported.
- Develop engineering system plans and diagrams.
- Work primarily in structured assignments with sales team.
- Prepare and deliver presentations to existing customers to provide technical training and to generate interest in new products.
- Provide post-sales support including first office application (FOA) installations and product introductions, product migration support, field training, documentation and upgrades, and distribution of technical materials and software. Troubleshoots as necessary.
- Responsible for quality reporting and documentation on engineering methods and procedures, product customization and first office application.
Requirements:
- Bachelor's degree, preferably in Engineering or Computer Science or equivalent experience.
- 5+ years experience in one or more of these areas: Sales, Sales Engineering, System Engineering, Design Engineering, Product Management.
- Proficiency in Ethernet technology.
- Sales ability and the ability to develop business relationships.
- Effective written/oral communication including strong presentation skills.
Outstanding base salary as well as commission and bonus incentives along with stock options in a successful pre-IPO company. Contact minnie@mfbranch.com
Job Title: Sales Director – Eastern Canada
Reports To: RVP Sales, Canada
Job Summary: This position reporting to the RVP Sales (Country Manager) for Canada will have responsibility for developing and managing sales activities primarily in the Eastern corridor of Canada. will essentially have responsibility as the our client’s “country manager” for Canada. This candidate will be fully responsible for generating revenue and driving new account development for Eastern Canada and should have a demonstrated track record of success in Canada as a strong sales professional. In addition a strong Rolodex within the Service Provider, MSO and Cable Provider markets of Canada is essential along with knowledge of and experience in selling Carrier Ethernet systems.
Key Responsibilities:
- Help develop and maintain the sales strategy and tactical plan for the region, including account/territory coverage, target market segments/prospects, key account/prospect sales plans and channel partner strategy.
- Maintain and manage the opportunity pipeline for the region with detailed tracking of sales activities and opportunities within salesforce.com.
- Consistently provide product input to PLM to drive product enhancements for long term success with territory accounts.
Education, Knowledge, Skills and Experience
- 10+ years of strategic sales experience required.
- Previous sales management experience required.
- Proven track record of exceeding sales goals.
- Strong technical understanding of telecommunications networking and Carrier Ethernet.
- Recent experience selling into the Service Provider, MSO and Cable markets in Canada.
- Self starter, hard working, dependable and responsible.
- Excellent written and verbal communications skills.
- Prior start-up or young company experience preferred.
- Willing to travel 50%+ of the time
- Four year BA/BS degree, or equivalent, preferred.
Geographic Location
- Candidate should be located in Eastern Canada within reasonable proximity to a major airport.
Outstanding compensation includes stock options with a preIPO company.
Please contact Minnie Branch, mf Branch Associates, Inc., at 828-273-2257 or email minnie@mfbranch.com
Job Title: ACCOUNT MANAGER, NORTH AMERICA (NY/NJ location desired)
Our client has been a leading global provider of innovative Optical + Ethernet transport solutions for over 15 years. Their portfolio includes over 200 global carriers and service providers and over 10,000 enterprise customers worldwide. As a $350mil company they have maintained significant and consistent growth over the past 12 years.
Reporting to the Sr. Director Sales, North America, this position will be responsible for continuing development and evolution of the overall relationships for our client in the Northeast. The main responsibility will be to drive sales and customer satisfaction within existing accounts while also prospecting, qualifying and closing new accounts within the Enterprise (Financial, Healthcare and Fortune 500) Vertical either through direct sales to the end user or through managed service wins through carriers.
Responsibilities include:
- Development and Executions of Account Strategies and associated business plans including revenue and resource projections.
- Targeting, establishing and maintaining key relationships in all appropriate functional areas and operational units such as procurement, engineering and operations.
- Developing partner relationships with companies like IBM, Brocade, EMC to jointly position solutions.
- Sustain/build sales-to-sales relationships with carriers to ensure the company remains a strong presence in this market.
- Overall revenue and margin maintenance.
- Develop the necessary understanding of trading networks and low latency applications in the Enterprise to include Storage.
- Help lead the team providing pre-sales support.
- Implement and control the sales processes including forecasting, timely receipt of purchase orders, monthly program reviews and strategic visits by key executives in the company.
- Identify client service and product requirements, competitive analysis and market dynamics and directions for inclusion in overall business development planning processes to drive future product enhancements or development.
- Project manage the introduction and certification of new products.
- Educate accounts on new products as they roll out.
- Develop the necessary relationships with senior management.
- Drive ongoing customer events to build relationships.
- Manage regular updates for sales management and account teams on developing business.
- Utilize Salesforce.com as the depository for contact and status information to enable productive collaboration..
Qualifications:
- Engineering Degree, MBA desirable but not mandatory
- 5 – 10 years of strategic sales experience preferably with Financial, Healthcare, Fortune 500 Enterprise, and Tier 2/3 carriers in the Northeast
- Understanding of DWDM/ Optical applications in High Frequency Trading, Corporate Networking, and Datacenter Connectivity
- Proven track record of growing existing account base (farming) and winning new logos (hunting)
- IBM/ Brocade/ EMC partnering experience desired
- In depth understanding of optical networking, Ethernet and metro markets (technology, equipment as well as market situation)
- Excellent interpersonal skills
- Excellent presentation and verbal / written communication skills
- Most be located in the assigned area
- Global Account experience.
- Excellent organizational skills
- Must be willing to travel both domestically and internationally as required
Compensation in the high six figures.
Please contact Minnie Branch, mf Branch Associates, Inc., 828-398-0057, minnie@mfbranch.com
