Senior Director Carrier Sales (Remote, US)

Security People • Hopkins, MN

304d • $232,000 - $362,500 • Hybrid

About The Position

Digi is a leader in the 4G/5G industrial IoT and networking industry, providing innovative solutions for system integrators, carriers, Managed Service Providers (MSPs), and enterprise customers worldwide. We are at the forefront of cutting-edge technologies, including secure 5G, edge compute, and AI-connected solutions, driving transformation and success for our clients. We are seeking an accomplished and dynamic player/coach to drive and head the US carrier sales to-and-through US carriers such as AT&T, Verizon, T-Mobile, Charter, Comcast, and Cox, for our Managed Solutions Business Unit (Cell Router Products and Ventus Managed Services). This role will be responsible for winning managed services and resale channel business with these carriers and coordinating all business activities, marketing, business strategy, and revenue producing activities for the assigned carrier(s). This role will be a player/coach with direct reports. This role will have the opportunity to hire a larger sales team as carrier revenue grows.

Requirements

• 10+ years of experience in field sales and sales leadership or a similar role within the SD-WAN and/or cellular-WAN networking industry
• Demonstrated ability to sell to strategic customers in this industry, ideally to an MNO
• Proven history of exceeding quota and driving predictable revenue growth
• Strong understanding of the sales process, including pipeline management, forecasting, and closing large, complex deals
• Excellent communication, negotiation, and interpersonal skills
• Ability to travel 40%-60% of time, as needed, to support customer engagements, marketing activities and more
• Experience selling to AT&T, Verizon, and T-Mobile
• Proven track record of success in a player/coach role, with the ability to lead by example while driving team performance
• Extreme familiarity with the 4G/5G industrial IoT, networking, and secure edge compute solutions markets
• SD-WAN experience
• Experience selling similar solutions to DIGI routers and/or managed services with hardware enabled offerings

Responsibilities

• Lead small carrier sales team to achieve unbelievable growth
• Individually manage sales activities and revenue hunting with managed network operator (MNO): Verizon
• Partner with field, channel, and marketing groups to drive a company strategy with the MNO
• Lead and mentor others within the company on what it takes to be successful with MNO to drive revenue
• Align strategy to meet overall company objectives
• Drive sales meetings which will increase forecast accuracy and own forecast accuracy for the assigned territory/team
• Be collaborative and results-oriented, focused on continuous improvement and professional growth
• Develop and implement strategies to ensure consistent and predictable revenue growth
• Attend MNO trade shows and any MNO marketing that can drive significant revenue for Digi
• Collaborate with marketing, product, and engineering teams to ensure alignment of sales strategies with company goals
• Drive the development and execution of sales strategies to achieve and exceed revenue targets provided by company leadership
• Implement best practices in sales forecasting, pipeline management, and reporting to ensure accurate and predictable revenue outcomes
• Ensure that all field sales teams are deeply engaged with MNO wherever possible
• Build and maintain strong relationships with key customers and industry stakeholders

Benefits

• Competitive salary
• Comprehensive benefits
• Commission program
• New hire stock award
• Paid parental leave
• Open (uncapped) PTO
• Hybrid work environment
• Medical, health & wellbeing offerings

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Computer and Electronic Product Manufacturing