Strategic NAM Sales Mgr Enterprise Routers, Diversity Candidates - Abba Wireless Executive Search Group

Position Description

Work from your home office. Fortune 200 company needs experienced diversity candidates who are sales “farmers” to manage and grow revenues with up to 15 established Strategic and Major Account segments of the North America Enterprise end user market. Nice base salary, comprehensive benefits, and nice commission targeted to total compensation in the $200-$240k range.

Successful candidate will develop winning customer sales strategies by understanding customer needs and applications, solution alternatives, product capabilities and competitive offerings for these Major Accounts. Success in this role depends on strong account penetration/competitive positioning, customer relationship building and complex deal closing skills in working with large, high-opportunity Enterprise accounts, both mature and emerging.

Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations. Advise superiors on competitive position, delivery risks and product positions within accounts. Prepare product presentations to end users. Team with Sales Engineers and distributors to facilitate pre-sale support for key sales opportunities as appropriate. Provide RFP support for large sales opportunities and make joint sales calls to help the channel partner close sales in specialized areas for designated accounts, following the rules of engagement. Aid in new product introduction process by seeking field trials, introducing new technical information via informal and formal content delivery vehicles such as non-disclosure presentations, technical briefings, and casual information sessions. Identify, monitor and provide timely and accurate forecast for future sales within assigned module and specialized product areas

The ideal candidate is preferred to be a “diversity” candidate. A broad understanding of voice and data technologies is needed. Understanding of business systems, business process and customer viewpoint. Success in this role is heavily dependent upon strong prospecting and rapid engagement/closing skills with a wide variety of accounts and market sub segments.

Requires a BSEE or BSCS or equivalent experience selling $300k+ or above sale with at least 5+ years in successful National or Major Account Sales of enterprise network systems. Knowledge of the key players’ products, pricing and selling tactics is a MUST! Prior background prior to sales as an enterprise voice and/or data networks management, engineering, or product/ marketing management is a plus!

Highly prefer candidates who have sold voice and data products/solutions for Foundry, 3Com, Nortel, Motorola, Extreme, Juniper, etc. (Please note – we will not consider candidates who have primarily sold voice services for a wireless carrier or sold primarily to telecom carriers – you must have a solid background in selling to enterprise markets (healthcare, transportation, banking/finance, automotive, retail, call centers, IT, etc. to name just a few). Must have demonstrated closing skills, along with success in prospecting and generating leads. Initiative and strong self-motivation are required. Effective presentation skills to small and large groups, clear and coherent technical and customer-focused written and verbal communications.

Local candidates only living in Richmond, VA; Tampa, FL; Baton Rouge, LA; and Birmingham, AL. Must be US citizen or US permanent resident. Compensation is $85k to $120k base DOE + commissions = $200-240k.

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