Industry: Telecommunications & Fiber Solutions (OSP and ISP)

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Target Customers: 

B2B clients with familiarity in cable & telecom industries, such as Comcast, Charter, and related entities. Please note this is Engineering / Technical Sales position within Telecom infrastructure.

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The ideal candidate should come from Engineering background, and will be responsible for overseeing the Sales teams' operations and strategies. By researching market trends and conducting competitor analysis, you will develop and implement sales strategies. Must be personable and has a good Rolodex with the major US / Canada Broadband carriers.

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Role Overview:

As the Tech Sales Director for Fiber Solutions, you will drive new business development and establish strategic partnerships within the fiber optic solutions space, focusing on Outside Plant (OSP) and Inside Plant (ISP) technologies. This is a hunter role where you’ll be identifying, targeting, and building relationships with key accounts, especially those familiar with major telecommunications providers like Comcast, Charter, and other cable and internet service companies. Your objective is to deliver compelling solutions that address the networking and infrastructure needs of clients, helping them enhance connectivity, capacity, and performance through high-quality fiber solutions.

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Key Responsibilities:

• Develop New Business Opportunities: Actively identify, prospect, and acquire new clients within the cable and telecom space, targeting enterprises with OSP and ISP infrastructure needs.
• Lead Sales Efforts: Own the entire sales process, from lead generation and qualification to contract negotiation and deal closure, ensuring a consultative approach tailored to each client’s requirements.
• Build and Manage Relationships: Establish trusted relationships with key decision-makers within targeted accounts, especially those familiar with Comcast, Charter, and similar industry leaders.
• Drive Revenue Growth: Meet or exceed quarterly and annual sales quotas, focusing on high-value deals within the fiber optics space, specifically targeting OSP and ISP implementations.
• Collaborate with Internal Teams: Partner with technical teams, solution architects, and marketing to align client needs with service offerings, ensuring solutions are robust and meet customer specifications.
• Market and Competitor Analysis: Continuously monitor market trends, competition, and customer needs to adapt sales strategies and maintain a competitive edge.
• Create Sales Plans and Forecasts: Develop and execute territory plans, quarterly business plans, and sales forecasts in alignment with organizational goals and revenue targets.

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Key Qualifications:

• Experience in Telecom Sales: Minimum 7-10 years in telecom sales, preferably in fiber optic solutions with a focus on OSP and ISP. Experience selling to major telecom providers (Comcast, Charter, etc.) or working with clients who understand their needs is highly preferred.
• Proven Hunter and Deal Closer: Demonstrated success in business development, consistently achieving or exceeding targets in a competitive environment.

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Qualifications

• Bachelor's degree or equivalent experience
• 5+ years' of sales leadership experience
• 10+ years' of experience in sales
• Strong leadership skills