Senior Director of Technical Sales, Photonics

Jabil•San Jose, CA

2d•$234,500 - $422,100•Onsite

About The Position

Responsible for generating sales from new and existing customers within the Photonics industry. This role requires deep technical expertise in Optical Transceivers & Silicon Photonics Solutions, including knowledge of optics, transceivers, NPO, CPO, scale up, scale out, and scale across, along with existing industry relationships. The candidate will also have 5+ years of experience selling into hyper-scale data center customers. The position focuses on ensuring customer trust and satisfaction by maintaining high-level executive contact, focusing on the strategic nature of the relationship, and working with senior management to develop target customers and secure business. The sales approach is consultative rather than transactional, involving complex and long purchase decisions where value and solutions are key.

Requirements

Thorough technical knowledge of photonics, transceivers, and optical networking.
Ability to read, analyze, interpret, and communicate regarding common scientific and/or technical journals, financial reports, and legal documents.
Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
Ability to effectively present information to top management, public groups, and/or boards of directors.
Advanced PC skills, including training and knowledge of Jabil’s software packages.
Ability to tailor advanced quality tools training to all levels of the organization.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts of basic algebra and geometry.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Strong knowledge of global and regional logistics operations and industry.
Strong proficiency in determining logistics requirements to enable company’s business goals and objectives with ability to devise and implement strategy to achieve targets.
Strong financial and analytical ability.
Proficiency in managing business analytics to determine optimum company footprint.
Strong knowledge of international direct and indirect taxes as well as global customs regimes.
Proven track record of successful change management accomplishments, implementing and management of continuous productivity and cost reduction programs.
Strong and convincing communication skills.
Proficiency in use of personal computers, Microsoft Office products (Excel, Word and PowerPoint) and e-mail skills required.
10-15 years’ experience preferred or a combination of education, experience and/or training with 10+ years in photonics specifically.
5+ years' experience in selling into hyper scale data center customers.
Knowledge of optics including transceivers, NPO, CPO, scale up, scale out, and scale across with existing relationships within the industry are a must.

Nice To Haves

MBA and EE preferred.
Prior contract manufacturing sales experience highly preferred.
Multilingual preferred.

Responsibilities

Define, develop and implement a sales strategy that contributes to the corporate sales strategic direction.
Develop trust with customers or potential customers.
Understand and execute the Jabil selling process: Prospecting; Pre-approach-planning the sale; Approach; Need Assessment; Presentation; Meeting Objections; Gaining commitment; and Follow-up.
Qualify new potential customers with guidance from Sr. Management, Sector VP’s, and Business Development.
Ensure customer satisfaction and maintain good client relationships.
Develop an understanding of the workcell and business unit strategies as they pertain to sales.
Work closely with Business Development, Operations, and legal groups for quote and contract development.
Utilize Salesforce for targeting new customers.
Provide regular updates to the VP of sales and marketing team on strategy execution.
Prepare timely forecasts for the sales department.
Provide expense budgets when required.
Compare forward forecast results to historical actual results for trend assessment and analysis.
Create customer/product penetration strategies and deploy them for new accounts.
Interpret and communicate customer requirements to enable the development of services and operational capabilities to support new customers and business opportunities.
Develop RFQ analysis and present formal presentations to customers, ensuring key financial measures, including profitability and RONA targets, are achieved within each quote.
Promote Jabil’s capabilities, footprint, and services to new customers.
Lead commercial negotiations with new customers.
May perform other duties and responsibilities as assigned.