Hybrid BUSINESS DEVELOPMENT - SEGMENT LEAD at Canoga Perkins

BUSINESS DEVELOPMENT - SEGMENT LEAD

WHO WE ARE:

Canoga Perkins is not just participating in the future of connectivity—we're defining it. With over five decades of engineering excellence, we've consistently led the charge in delivering mission-critical network solutions that empower industries to innovate and thrive.

Our groundbreaking SyncMetra® platform exemplifies our commitment to innovation. This software-defined, IT-operated 5G transport solution integrates Time-Sensitive Networking (TSN) to provide ultra-reliable, low-latency communications essential for industrial automation, enterprise AI, and AR/VR applications. By simplifying the deployment and management of networks, SyncMetra® enables organizations to harness the power of next-generation technologies with unprecedented ease and efficiency. 

Trusted by leading service providers, industrial enterprises, utilities, military branches, and government agencies, Canoga Perkins combines a rich legacy with a relentless drive for innovation. We lead with AI whenever possible, designing intelligent solutions that are not only reliable and secure but also scalable and adaptable, ensuring our clients are always at the forefront of technological advancement.

At Canoga Perkins, we're not just building networks—we're building the infrastructure that powers the future.

TITLE, SALARY & WORK LOCATION:

Business Development – Segment Lead

$177,650 to $196,350 + Bonus | Compensation within this range is determined based on the candidate’s experience, education, and degree of alignment with the role requirements

Onsite

ROLE OVERVIEW:

We are seeking a dynamic Business Development – Segment Lead to join our team. As the segment leader, you focus on developing and executing strategies to capture early market opportunities for applications, industrial monitoring, transportation, and training. 

As a Go-to-Market Segment Manager, your role is to drive market success by identifying, prioritizing, and capturing opportunities for networks through effective market segmentation, value proposition development, and partner engagement.  You will be the Canoga Perkins prime driving these partnerships.  Your role will be to drive all 5G solution partners from initial engagement through customer sales made in conjunction with these partners.

ROLE REQUIREMENTS:

• Market Research and Analysis: Conduct market research to understand the landscape of applications and industries that can benefit from networks. Analyze market trends, competitive offerings, customer needs, and regulatory requirements to identify target segments and prioritize opportunities.
• Segmentation & Tiering of Target Accounts: Identify and prioritize target segments within the market where networks can offer significant value propositions. This may include industries such as manufacturing, transportation, logistics, healthcare, smart cities, agriculture, and utilities.
• Value Proposition Development: Collaborate with product development, engineering, and marketing teams to develop compelling value propositions tailored to the specific needs and requirements of target segments. Highlight the unique benefits of networks, such as low latency, high reliability, security, and scalability.
• Go-to-Market Strategy: Develop comprehensive go-to-market strategies for each target segment. Define messaging, positioning, pricing strategies, distribution channels, and promotional activities to effectively reach and engage target customers. Align go-to-market plans with overall business objectives and revenue targets.
• Partnership Development: Identify and cultivate strategic partnerships with ecosystem players, including device manufacturers, system integrators, software developers, and industry solution providers. Collaborate with partners to create integrated solutions that leverage networks to address specific use cases and industry challenges.
• Customer Engagement and Relationship Management: Engage directly with key customers and prospects within target segments to understand their pain points, requirements, and use cases. Build and nurture relationships with customers to drive awareness, trust, and adoption of solutions.
• Sales: Create and curate the necessary tools, resources, and training to effectively sell solutions to early adopter customers. Develop sales collateral, presentations, case studies, and demo kits that highlight the value proposition and benefits of networks.
• Performance Monitoring and Optimization: Monitor the performance of go-to-market initiatives and campaigns to track progress against key performance indicators (KPIs) and objectives. Analyze market feedback, sales data, and competitive insights to refine strategies and optimize go-to-market approaches for maximum effectiveness.
• Thought Leadership and Industry Advocacy: Establish yourself and your organization as thought leaders in the field of networks. Participate in industry events, conferences, and forums to share insights, best practices, and success stories that showcase the value of networks in driving digital transformation and innovation.
• Continuous Learning and Innovation: Stay abreast of emerging technologies, industry trends, and regulatory developments related to networks. Continuously seek opportunities for innovation and differentiation to maintain a competitive edge in the market.

PHYSICAL AND MENTAL REQUIREMENTS:

• Ability to remain in a stationary position for extended periods
• Capacity to operate a computer and other office equipment
• Effective communication skills for team collaboration
• Ability to analyze complex technical information

If a candidate requires additional information with regard to which role requirements are considered essential pursuant to the Equal Employment Opportunity Commission (EEOC), they may request clarification via email at:  [email protected]

QUALIFICATIONS:

• BA/BS Degree in Business, Marketing, or related field.
• 8+ years of experience in business development or sales leadership, preferably in telecommunications & technology sectors.
• Deep understanding of complex sales processes, account management, and business development best practices.
• Strong executive presence and relationship management skills, with the ability to influence and engage C-suite decision-makers.
• Expertise in CRM tools and sales performance tracking.
• Demonstrated ability to develop and execute strategic growth initiatives, expanding company market share and client base.
• Strong industry network, with active engagement in professional societies, industry associations, and executive roundtables.
• Exceptional negotiation, presentation, and communication skills, with a focus on complex deal structuring.

PREFERRED QUALIFICATIONS:

• MBA degree is preferred.
• Proven experience as a Director of Business Development or similar role.
• Excellent leadership skills with the ability to inspire and motivate a team.
• Ability to hit the ground running and exceed expectations.
• Share the excitement and passion about bringing a groundbreaking product to market.
• Exceptional organizational and planning skills with the ability to prioritize, manage deadlines and thrive under pressure.
• Ability to lead and communicate cross-functionally with other departments.
• Great interpersonal and communication skills
• Strong written and verbal communications skills
• Superior organizational and time management skills
• Able to work with in-house management and employees as well as remote employees in different time zones.
• Works well under pressure to ensure deadlines are met.
• Have a can-do attitude.
• Superior attention to detail.

Canoga Perkins is an Equal Opportunity and Affirmative Action Employer. We are steadfast in our commitment to equal employment opportunities and pledge that these objectives are reflected in all aspects of our daily operations. We will continue to recruit, hire, train, and advance in employment qualified individuals in all job titles without regard to race, color, national origin, gender, sexual orientation, gender identity, religion, age, status as a protected veteran, criminal history, or status as an individual with a disability; and shall not discriminate against any individual, any such characteristic, nor any other classification protected by local, state and|or federal law.