CHIEF REVENUE OFFICER (CRO)

Network Wireless Solutions•,

4d•$300,000 - $350,000

About The Position

The Chief Revenue Officer (CRO) is a member of the executive leadership team responsible for developing and executing the company's overall revenue strategy and delivering sustainable, profitable growth across all customer segments, sales channels, products, solutions, and geographic markets. The CRO will lead the organization's revenue-generating functions, including direct sales, indirect/channel sales, strategic accounts, solutions sales, data center and digital infrastructure sales, business development, sales operations, and commercial strategy. This executive will establish a high-performance revenue organization that aligns market strategy, sales execution, customer relationships, supplier partnerships, pricing, pipeline management, and operational discipline to maximize revenue, gross margin, customer retention, and market share. The CRO will work closely with the CEO, President, CFO, COO/CAO, and other executive leaders to translate corporate strategy into measurable revenue objectives and a scalable go-to-market model.

Requirements

Bachelor's degree in Business, Marketing, Telecommunications, Technology, Engineering, or related discipline.
15+ years of progressive sales and commercial leadership experience.
8+ years of senior executive sales leadership experience.
Demonstrated experience leading complex B2B sales organizations.
Experience in telecommunications, technology distribution, digital infrastructure, networking, data center, connectivity, or related industries.
Demonstrated experience managing direct and indirect sales channels.
Experience managing revenue, gross margin, forecasting, pricing, and sales operations.
Proven experience building and scaling sales organizations.
Strong executive-level customer and supplier relationship skills.

Nice To Haves

Master's degree or MBA.
Experience with telecommunications distribution.
Experience with data center and digital infrastructure markets.
Experience managing national or multi-regional sales organizations.
Experience with private-equity-backed or high-growth organizations.
Experience with M&A integration and commercial transformation.
Experience developing channel-partner ecosystems.

Responsibilities

Develop and execute the company's comprehensive multi-year revenue and go-to-market strategy.
Establish annual revenue, gross-margin, bookings, customer acquisition, retention, and profitability objectives.
Identify new markets, customer segments, technologies, products, and services capable of generating incremental revenue.
Balance short-term revenue performance with long-term strategic growth initiatives.
Establish revenue priorities across telecommunications, connectivity, wireless, fiber, data center, cloud, networking, security, and digital infrastructure markets.
Translate corporate strategy into actionable revenue plans for each business unit and sales channel.
Monitor competitive, technological, supplier, and market developments and adjust commercial strategy accordingly.
Lead and develop the company's overall sales organization, including: Direct Sales, Indirect/Channel Sales, Strategic Accounts, Enterprise Sales, Carrier and Service Provider Sales, Data Center Sales, Digital Infrastructure Sales, Solutions Sales, Business Development, Partner/Reseller Sales, Sales Operations and Administration.
Establish clear organizational accountability, sales territories, quotas, compensation structures, reporting relationships, and performance expectations.
Develop a disciplined sales culture focused on: Revenue growth, Gross-margin expansion, New customer acquisition, Customer retention, Cross-selling and upselling, Pipeline generation, Forecast accuracy, Strategic account development, Supplier and partner expansion.
Develop and execute the direct-sales strategy across enterprise, carrier, data center, infrastructure, and strategic accounts.
Establish account segmentation and customer-specific growth strategies.
Build executive relationships with key customers and strategic accounts.
Develop large-account and national-account strategies.
Ensure sales teams effectively position the company's products, services, technical capabilities, and value proposition.
Establish sales methodologies, qualification standards, opportunity-management processes, and closing disciplines.
Drive expansion within existing accounts while continuously developing new business.
Develop the company's indirect-channel strategy encompassing distributors, resellers, dealers, agents, integrators, contractors, VARs, MSPs, and other channel partners.
Recruit, enable, manage, and grow strategic channel relationships.
Establish channel segmentation, partner tiers, incentives, rebates, and performance standards.
Develop programs designed to increase partner loyalty, wallet share, and recurring revenue.
Establish channel conflict-management policies between direct and indirect sales.
Create joint business plans with strategic partners and suppliers.
Measure partner productivity, revenue contribution, profitability, retention, and growth.
Drive commercial growth across relevant infrastructure markets, including: Fiber optic infrastructure, Broadband, Wireless infrastructure, 5G infrastructure, Data centers, Edge computing, Structured cabling, Networking, Connectivity, Cloud infrastructure, Network security, Power and electrical infrastructure, Outside plant infrastructure, Enterprise communications, Digital infrastructure solutions.
Partner with technical and operational leadership to develop solutions that address evolving customer requirements.
Develop executive-level relationships with key manufacturers, suppliers, technology providers, and strategic partners.
Negotiate commercial programs that improve revenue opportunities and gross-margin performance.
Establish joint go-to-market initiatives with strategic suppliers.
Develop preferred-supplier strategies based on market demand, product availability, pricing, technology, and customer requirements.
Collaborate with suppliers on new product introductions and emerging technologies.
Monitor supplier performance and address commercial or service issues affecting customers.
Establish a rigorous revenue-management discipline across the organization. Responsibilities include: Pipeline management, Sales forecasting, CRM discipline, Opportunity management, Territory management, Quota allocation, Sales productivity, Revenue analytics, Customer segmentation, Pricing analytics, Sales compensation, Win/loss analysis, Forecast accuracy.
Establish standardized dashboards and executive reporting that provide visibility into: Revenue, Gross margin, Bookings, Pipeline, Pipeline coverage, Forecast, New customers, Customer retention, Average customer value, Sales productivity, Channel performance, Supplier performance, Pricing, Margin & Commercial Management.
Establish pricing strategy in partnership with the CFO and executive leadership.
Protect and improve gross-margin performance.
Establish pricing governance and approval thresholds.
Monitor market pricing and competitive pressures.
Develop discounting policies and approval procedures.
Identify opportunities for margin expansion through product mix, supplier negotiations, services, and value-added offerings.
Ensure sales incentives align with profitable revenue rather than revenue volume alone.
Establish a customer-centric revenue strategy.
Maintain executive relationships with the company's largest and most strategic customers.
Develop key-account plans and executive sponsorship programs.
Establish customer-retention and expansion strategies.
Monitor customer satisfaction, service issues, churn, and competitive threats.
Work with operations and customer service leadership to resolve issues affecting strategic accounts.
Identify and develop new revenue opportunities through: New geographic markets, New customer segments, New product categories, Strategic partnerships, Supplier relationships, Acquisitions, Joint ventures, Technology partnerships, New distribution models, Value-added services, Recurring-revenue opportunities.
Evaluate emerging telecommunications and digital infrastructure markets and translate market trends into actionable commercial opportunities.
Serve as a principal member of the executive leadership team and provide the CEO and Board with clear visibility into revenue performance and market opportunities.
Participate in corporate strategy development.
Establish revenue priorities.
Present revenue performance to executive leadership and the Board.
Collaborate with Finance on revenue and profitability planning.
Collaborate with Operations on inventory, fulfillment, service levels, and customer requirements.
Collaborate with Marketing on demand generation and market positioning.
Collaborate with Human Resources on organizational development and sales compensation.
Support M&A and strategic-investment initiatives.
Build a scalable, high-performance revenue organization.
Recruit, develop, coach, and retain high-performing sales executives and leaders.
Establish clear career paths and succession plans.
Create performance-management standards for the sales organization.
Develop sales leadership capabilities throughout the organization.
Establish a culture of accountability, collaboration, ethical conduct, and continuous improvement.