MBR Partners is searching for a VP Sales North America for a major Telco vendor with a wide portfolio of solutions for Telco Service Providers across RAN, CORE, NFV, VOLTE, Messaging and 5G. The client has 2500+ staff globally and many of their largest accounts globally are in North America, where it headquartered. It's won major new deals with its NFV and EPC solutions. There are many examples globally of it replacing the larger vendors like Cisco, Ericsson, Nokia and Amdocs.
This role would involve managing the sales teams responsible for all the Service Providers in the USA & Canada (with the exception of T-mobile). The client is looking for a proven sales VP with experience of managing large account teams (this will be in the range of 30-40 people etc). In particular, they are looking for someone with a track record of sales into AT&T and a strong personal network at executive level there. AT&T is already a major customer but they would like someone to position their new solutions and use cases at C-level and VP level (whilst being supported by the account teams etc).
? Builds and develops direct senior level relationships with customers and continuously seeks out
opportunities to grow the Company’s business in North America
? Develops plans and strategies for achieving the company’s sales targets set for the region
? Develops individual annual goals for the regional sales team in coordination with the annual corporate
? Establishes quarterly targets to assure attainment of annual sales objectives, revenue growth and
? Actively participates in weekly, monthly, quarterly and annual sales forecast meetings to assure
production levels accurately reflect opportunity within the regionand are delievered according to
? Leads the development of deals and negotiates to closure using resources across the organisation as
? Works closely with product marketing to provide input to ensure the development of appropriate
messages to market, campaigns, the availability of collateral and the optimisation of lead generation
? Provides input to Product Management to help shape the ongoing development of the roadmap for
the Enterprise business
? Defines sales processes that drive desired sales outcomes and identify improvements
? Hires, develops and leads effective sales and sales engineering team
? Collaborates with marketing staff to ensure alignment in support of sales efforts
? Extensive travel throughout the region, meeting with customers, and mentoring the regional sales
? Successful track record in Sales in the North America wireless communications industry/region.
Proven ability to grow business with Tier 1 U.S. carriers.
? Proven experience of strategic account planning and execution; experience of driving the sales process
from pipeline building, forecasting, through to delivering results
? Solid understanding of software defined solutions for mobile networks, NFV, LTE and wireless
technologies product landscape. Successful experience selling/leading sales teams in Radio Access
solutions strongly preferred.
? Highly proficient listener & consultative sales style with the ability to shape customer thinking
? Ability to draw on, engage and corral resources in a multi-national environment. Experience of
managing remote sales teams will be an advantage
? Commercially astute with knowledge of a range of commercial business models and platforms
? Excellent communications skills in verbal, written and presentation forms at senior levels
? Acute attention to detail & organization
? Energetic and creative with an upbeat, positive attitude
? A team player who works well with others, who has strong influencing skills, and is creative and