Small & Medium Business Development & Sales Leader

NetCareers • Milpitas, CA

2d

About The Position

Tarana is seeking an upbeat, self-motivated, driven sales and business development leader to lead its expansion into new small and medium-sized accounts. The role leads a matrixed team of account executives to grow revenue in established markets and evaluate and enter new markets. Tarana develops fixed wireless access technology that delivers gigabit residential broadband at a fraction of the cost of fiber trenching.

The leader will oversee the sales process from lead creation through closed deals, manage lead-generation and prospecting processes, coordinate internal and channel sales resources, and support strategic customers deploying large networks. The role also works with marketing to manage lead flow and tracking, identifies and tests potential markets, and monitors sales effectiveness and forecasting.

Requirements

• At least 5 years of sales experience; the description states the ideal candidate has 5–10 years.
• Experience selling broadband to small and medium-sized service providers.
• Experience managing lead-generation campaigns using distribution channels and matrixed internal inside- and outside-sales teams.
• Experience defining measurable, effective, and flexible outbound-calling sales efforts based on leads.
• Proven track record managing a sales team toward exceeding sales goals.
• Demonstrated experience selling to technology and business-oriented stakeholders.
• Experience using com, Sales Loft, or similar platforms.
• Experience using LinkedIn and other prospecting tools to contact prospects.
• Demonstrated written and verbal communication skills.
• Ability to solve problems and think critically.
• Bachelor’s degree in business or marketing, or equivalent experience.

Nice To Haves

• Experience selling telecommunications equipment and services.
• Experience managing the end-to-end sales process, including lead generation, outbound calling, accurate forecasting, product positioning, and exceeding sales goals.

Responsibilities

• Define and manage processes from lead generation through account sales, including tracking effectiveness over the short and long term.
• Manage a matrixed team comprising inside sales executives, distributors, VARs, and Tarana’s outside sales team.
• Work with marketing to manage lead generation, lead flow, and tracking.
• Identify and test new markets for potential investment and growth.
• Adapt sales approaches to changing market dynamics and pursue growth opportunities.
• Manage customer qualification and appointment scheduling for phone, web, or onsite meetings.
• Manage targeted prospecting campaigns using email, phone, and other communication tools to create interest and advance prospects through the sales process.
• Develop processes to generate and qualify new leads.
• Stay current on product capabilities and clearly articulate the overall sales proposition.
• Understand and optimize available sales tools.
• Develop and execute a lead-generation plan with the matrixed team, and generate sales quotations that meet or exceed quota targets.
• Support strategic customers rolling out large networks, including managing sales forecasts and product delivery.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager