Sales Lead, Mission Critical Comms Solutions, (One Connect -Non Fi)

IPC Systems•New York City, NY

1d•Hybrid

About The Position

IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions. Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency. Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success. www.IPC.com You’ll join the Enterprise Communications – Non-Financial line of business, responsible for delivering real-time, fail-safe team communications for mission-critical environments (e.g., command-and-control, operations centers, field coordination). The function is led by one GM with a global remit and collaborates tightly with Channel/Distributors, Marketing, Product, Customer Success, Sales Operations, Finance and Legal. The Non-FI motion leverages IPC’s existing distributor network to scale efficiently while migrating legacy customers to subscription. This Senior Director/VP-level Sales Lead owns the Non-Financial mission-critical communications go-to-market for North America/EMEA. You will (1) drive adoption of IPC’s products in Non-FI accounts, (2) expand and enable the indirect distribution channel using our established distributors, and (3) convert installed-base customers to paid subscription maintenance . You’ll operate as a builder—opening lighthouse wins, codifying repeatable plays, and laying the foundation for future team growth. Day-to-day, you will: Be a player-coach : run strategic pursuits while establishing the operating rhythm (territory plans, partner motions, pipeline targets, forecasting). Activate and grow the channel/distributor route to market—recruit, onboard, enable, and co-sell to accelerate coverage and lower CAC (Customer Acquisition Cost). Lead complex opportunity cycles (RFI/RFP, security/procurement diligence) and negotiate commercial terms aligned to value and SLA (Service Level Agreement) expectations. Partner with Product on Non-FI use cases and roadmap feedback; influence pricing & packaging to support subscription migration. Collaborate with Marketing on vertical narratives and demand programs; with Customer Success on adoption/renewals and expansion plays. Establish metrics, governance, and reporting with Sales Ops for forecast accuracy , pipeline coverage , and channel productivity .

Requirements

10+ years enterprise/B2B sales experience with cloud/SaaS communications, collaboration, or mission-critical software ; consistent attainment at Senior Director/VP scope.
Demonstrated success building a new vertical or geography as a player-coach; ability to progress from IC to team leadership as the book of business grows.
Channel/distributor GTM expertise : recruiting, enabling, and co-selling with distributors/resellers; proven partner-sourced pipeline and bookings.
Track record migrating customers to subscription/support contracts , including pricing, packaging, and commercial negotiation.
Mastery of complex sales (public/private procurement, security reviews, multi-stakeholder buying groups); MEDDIC/MEDDICC or equivalent methodology.
Strong command of forecasting and pipeline management (Salesforce + standard enterprise cadences); data-driven decision-making.
Executive presence and communication skills to influence operations, IT, and security leaders in mission-critical environments.
Bachelor’s degree or equivalent experience.
Travel: as needed for customers, partners, events, and team on-sites.

Nice To Haves

Domain knowledge across command-and-control/operations centers , public sector or regulated enterprise environments.
Familiarity with voice recording, compliance, high-availability communications , and uptime/SLA constructs.
Experience with subscription migrations , channel rebates/discounting , and partner incentive design.
Hands-on with Salesforce , and common sales enablement/forecast tools (e.g., Gong, Clari, Outreach).
Prior success landing lighthouse customers and building vertical references.
MBA or relevant postgraduate study.

Responsibilities

Be a player-coach : run strategic pursuits while establishing the operating rhythm (territory plans, partner motions, pipeline targets, forecasting).
Activate and grow the channel/distributor route to market—recruit, onboard, enable, and co-sell to accelerate coverage and lower CAC (Customer Acquisition Cost).
Lead complex opportunity cycles (RFI/RFP, security/procurement diligence) and negotiate commercial terms aligned to value and SLA (Service Level Agreement) expectations.
Partner with Product on Non-FI use cases and roadmap feedback; influence pricing & packaging to support subscription migration.
Collaborate with Marketing on vertical narratives and demand programs; with Customer Success on adoption/renewals and expansion plays.
Establish metrics, governance, and reporting with Sales Ops for forecast accuracy , pipeline coverage , and channel productivity .