- Senior
Directing the sales strategy for your territory, you will be responsible for the tactics and action plans to attract, engage, and win net new business for the organisation within NORAM.
Your duties will include developing leads predominantly within key account as well as new logos, and working together with clients to understand their challenges, you’ll create strategies for change, win buy-in for recommendations and collaborate with your established network and intra company resources to deliver positive outcomes.
Requirements:
Strong experience working within IP Video, CDN, Telecommunications or adjacent technology fields with high technical aptitude for mapping business challenges and objectives to technical solutions
7+ years working within software sales or carrier sales/product environments.
Business Development skillsets with proven track record of prospecting, engaging and acquiring New Logos through direct and indirect channels.
Demonstrable evidence of leading the commercial direction of customers, with a history of overachieving targets.
Experience managing and selling to large enterprises.
Familiarity with best practice forecasting and strategic sales planning processes.
Very comfortable with using CRM systems (Salesforce advantageous).
Languages spoken: English
Location: Remote (US)
Interpersonal skills:
Excellent communication skills; oral and written communications to technical, business and executive audiences. Including effective remote and in-person demonstration and presentation techniques.
Strong facilitation skills, with an ability to collaborate and drive change and progress with individuals and teams across large complex organisations
Comfortable selling into and collaborating with leadership across Engineering, Product, Business Development/Partnerships, Finance, Legal and Procurement
Ability to influence change, challenge the status quo and articulate the desired outcomes achievable through technical solutions
Role and Responsibilities:
Oversee regional territory activities, ensuring consistent execution of strategic initiatives and fostering strong customer engagement at every touchpoint. Ensure alignment between company objectives and business unit priorities, while building lasting relationships that support growth and long-term success.
Drive new logo acquisition by identifying and developing enterprise sales opportunities through strategic use of industry insights, professional networks, and close alignment with cross-functional teams..
Informing and reviewing territory/customer sales playbooks and attack plans, and implementing appropriate sales and marketing strategies to achieve them.
Projecting expected sales volume and profit for existing and new products, and regularly reviewing/forecasting performance.
Maintaining sales volume, product mix, and selling price by keeping current with changing trends, economic indicators, and competitors.
Monitoring the competitive landscape and informing marketing, product and other relevant internal teams.
Forging strong internal business partnerships to deliver customer expectations and solutions.
Developing and negotiating contracts with customers and their procurement teams.
Working with partners in relation to lead and revenue generation.
Qualifications:
Bachelor’s or master’s degree in computer science, engineering, business or related fields
Eligibility Requirements:
Candidate must be eligible to work in the countries specific to the position.
Travel as a when required to meet business and customer commitments.
