Senior Director, North American Private Networks - East

AVIAT US INC

16d

About The Position

The Sr. Director Sales, North America Private Networks - East is the sales lead for all private networks’ opportunities in the North American region and reports to the Senior VP Sales & Services, Americas. The Sr. Director is responsible for achieving the primary Bookings targets but also Revenue, Margin and other Key Sales Objectives. This role is responsible for developing the sales team and implementing sales strategies to achieve/exceed the assigned targets under an Annual Operating Plan (AOP) – particularly growth into new accounts. The Sr. Director Sales will work with marketing and PLM to fully understand the Voice of the Customer (VOC) and create effective product roadmaps. Additionally, this individual will provide leadership to the team, monitor their activity level, and support them to be successful and productive.

Requirements

College graduate preferred; advanced degree desirable (e.g., MBA)
Minimum of 5 to 7 years’ experience selling telecom solutions & services with more than 15 years of overall sales experience
Minimum of 3-5 years in sales management roles
Leadership quality to drive sales force to get desired results.
Firm understanding of relationships and consultative selling. Excellent communication skills a must.
Working knowledge and relationships within the public safety and energy markets with specific relationships developed with Motorola, L3/Harris and EF Johnson.
Demonstrated experience developing and executing strategic plans.
Track record of past success leading sales teams.
Demonstrated maturity in managing the business.
Demonstrated ability to work collaboratively across organizational boundaries - finance, legal, procurement, customer operations, product and marketing, business leaders.
Must be organized and technically proficient in telecom networking and fixed wireless.
Track record of past success leading sales teams.
Team Oriented Mindset.
Frequently demonstrates the ability to work effectively with Customers, Partners, Vendors.
Ability to travel 25-50%.

Responsibilities

Meet and exceed AOP sales targets.
Develop an annual strategic plan that includes maintaining current accounts and several growth initiatives that will result in increased annual revenue results.
Maintain clear understanding of market dynamics with State, Local, and Utility funding sources; competitive roadmaps; and overall macroeconomics of markets.
Participate in the preparation of strategic account plans, vertical sales and business plans, and product development plans.
Identify new market opportunities and create/implement plans to grow share of demand.
Lead the sales team to penetrate, maintain, and upsell into the North American Public Safety & Utility markets.
Lead, coach and support each team member to achieve their individual sales quotas.
Review and analyze team activities, individual pipeline, forecast and performance data on a regular basis.
Coordinate with finance, legal, procurement and customer operations team as and when needed – especially during contract negotiations.
Fill vacant positions and ensure that new hires get productive within 3-6 months’ time.
Provide senior management with all requested and required information, including preparation of business plans, sales forecasts, projects, staffing, and any supporting justification required.
Other duties as assigned.