GSE310 Director of Sales 07 oct

Job Description

This position is responsible but not limited to managing all aspects of 2Wire's lines of business within Telmex and CALA territory. Working with Executive Sales Management, the Director will help guide a cross functional account team comprised of sales engineers, professional services consulting engineers, project managers, and product managers. This position is responsible for managing all customer interaction, driving solution level sales, and engaging key influencers and decision makers.

Qualifications

· 7+ years of successful large account, solution sales experience required.

· Successful experience selling telecommunications equipment and solutions to Telmex and CALA territory or equivalent is a must.

· 7+ years of strategic alliance and business development in the telecommunications industry.

· 3-5 years of successful project / program management a plus.

Education

· BS / BA or equivalent required.

· MBA or advanced technical degree preferred.

Responsibilities

· Help translate complex technical and operational requirements into quantifiable product solution descriptions and demonstrate the business / economic value in those solutions.

· Monitor and help manage all aspects of the 2Wire / Telmex and CALA territory business relationship: technical, operational, and financial.

· Align 2Wire solutions and product designs with Telmex and CALA territory's strategic initiatives and business goals and the reverse when possible.

· Manage forecasting, procurement, delivery, and post sales processes.

· Drive revenue growth from both existing and new channels.

· Manage customer and partner expectations, relationship development, customer and partner advocacy from the Vice President level and below.

· Drive / manage the negotiation and closing of complex deals with Telmex and CALA territory and other partners to include formal direct sales agreements, reseller agreements, and co-marketing agreements.

· Translation of both 2Wire and Telmex and CALA territory strategic goals and objectives into actionable programs, operations or projects.

· Manage activities of the larger focused "account team", to include Finance, Product Marketing, Engineering, Marketing Communications, Operations, Manufacturing, Legal, QA and other internal departments, as well as those from 3rd party OEM / partners.

· Work with these internal and external departments to understand their strategic priorities and creatively identify partnership opportunities to support these priorities while addressing Telmex and CALA territory's needs and requirements.

· Oversee / manage the completion of requirements definitions, solution compliancy matrixes, system and technical architectural definition.

· Monitor and drive to closure all critical account situations until resolved.

· Conduct regular account reviews.

Skills

· Broad-based understanding of data networking concepts and products.

· Business insight, specific to telecommunications.

· Value / Consultative / Solution level selling.

· Strong technical project and program management skills.

· Must be aggressive self-starter with results-oriented and customer success mindset.

· Able to initiate and develop strong customer relationships.

· Strong understanding of Large Carrier Class networks, VoIP, IMS, triple play, and other advanced IP based applications preferred.

• Familiarity with xDSL, broadcast video, and other broadband networking equipment strongly preferre