Telecommunications – Chief Sales Officer
About the Company
Since 1984, our client is on the cutting edge of digital information technologies. Our client is a recognized market leader in providing end to end solutions for the point-to-multipoint distribution of broadband multi-media content. The company’s innovative solutions and products target a broad range of advanced and emerging applications including digital cinema, 3D and 3D-Live in-theatre systems, digital radio, IPTV, digital data, engineering and multimedia services.
Scope of Position
Reporting to the President & CEO, the Chief Sales Officer will be responsible for developing, directing and executing the company’s global sales strategy based on the applicability for the current and future system/product offerings. Driving top line results and gross margin, the CSO will act as the company’s primary sales interface and will be responsible for revenue growth across all customers, channels, geographic and market segments.
While the CSO will be expected to continue expanding the company’s market presence and product offering, he/she will also be tasked with defining the sales process
Functional Tasks
Channel Sales
• Build out an indirect global sales channel and distribution network that is complementary to our currently established direct sales strategy;
• Spearhead and nurture existing and new senior level relationships with channel partners. Of particular importance will be identifying and securing new channel relationships that will expand the company's coverage into its specialized, highly targeted markets;
• Work closely with the lead generation and marketing organizations to ensure that their efforts are effective and aligned to the sales organization's needs;
• Provide leadership in securing new customers and strategic channel partners; assume responsibilities for selected customers and channel partners and nurture those relationships in order to grow revenues and develop new revenue-generating opportunities; and
• Direct or delegate the development of operational policy, procedures and practices, both short and long term, as they pertain to customer service, quality control, product development, project management and sales.
Direct Sales
• Drive continued sales growth through our direct sales force;
• Manage the direct sales pipeline to compliment the channel sales strategy;
• Define and manage the sales processes that will become the primary tools that drive our revenues;
• Enhance existing sales processes & reporting capabilities to ensure efficient and effective monitoring, budgeting and forecasting to support the sales efforts and to provide better visibility and accuracy in our sales pipeline;
• Manage and deploy sales engineering resources to specific sales projects and functions and coordinate with our product group to ensure that our products are priced to meet our margin requirements; and
• Ensure effective management of customer support technical escalations to resolve customer issues.
Sales & Marketing
• Work with the senior management team and the CEO to clarify and refine the overall sales plan and strategy consistent with the company's overall objectives. Develop and implement low-cost, innovative customer acquisition/adoption strategies to meet those objectives;
• Develop effective coordinated well-rounded marketing programs, including product introduction plans and market penetration plans, that reflect the desired branding and differentiation of the company’s solutions in the market and that promote the company’s image and visibility;
• Develop and employ clear metrics for monitoring and analyzing the effectiveness of marketing and sales programs and initiatives;
• Provide our product marketing group with clear and prioritized requirements regarding product road map and features that are customer focused and channel specific with needs that are supported by strong business cases;
• Identify and secure niche market opportunities that will leverage the company's capabilities into value-added, high potential markets;
• Participate as an open, engaged and committed member of the Executive Team in the formulation and execution of the corporate vision, strategy and business objectives; and
• Foster a culture of team spirit and innovation into the longer and short-term operations of the organizations.
Preferred Experience / Education
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• A university degree in Engineering and MBA or equivalent with a
background in selling complex technical solutions
• A minimum of 12+ years sales experience in the telecom or digital multimedia Industries; experience in satellite, communications/content management, IPTV or broadcast technology with the emphasis on video.; Must have an extensive rolodex of contacts and access to people and prospective clients in the broadcast, satellite and digital video sectors.
• Entrepreneurial experience in scaling a company from $25M to $100M and understanding the issues around delivering standard products and customized integrated solutions to large enterprise customers and service providers.
• International sales success i with an understanding of the cultural nuances relevant to communication and marketing.
• An understanding of and experience in large system sales, bid response process, contract administration and long sales cycle; The successful individual should possess a strong track record in closing deals.
• Self-motivated with good interpersonal skills and ability to work in a dynamic, team-oriented environment
• Outstanding verbal and written communications skills and strong negotiation capability
• Able to make quick sound decisions even in the absence of concrete data
• Relevant experience with sales management tools such as Salesforce.com
• A track record of success distinguished by having cultivated positive working relationships with staff, peers and superiors.
Please email Catherine Pan at the StoneWood Group
Since 1984, our client is on the cutting edge of digital information technologies. Our client is a recognized market leader in providing end to end solutions for the point-to-multipoint distribution of broadband multi-media content. The company’s innovative solutions and products target a broad range of advanced and emerging applications including digital cinema, 3D and 3D-Live in-theatre systems, digital radio, IPTV, digital data, engineering and multimedia services.
Scope of Position
Reporting to the President & CEO, the Chief Sales Officer will be responsible for developing, directing and executing the company’s global sales strategy based on the applicability for the current and future system/product offerings. Driving top line results and gross margin, the CSO will act as the company’s primary sales interface and will be responsible for revenue growth across all customers, channels, geographic and market segments.
While the CSO will be expected to continue expanding the company’s market presence and product offering, he/she will also be tasked with defining the sales process
Functional Tasks
Channel Sales
• Build out an indirect global sales channel and distribution network that is complementary to our currently established direct sales strategy;
• Spearhead and nurture existing and new senior level relationships with channel partners. Of particular importance will be identifying and securing new channel relationships that will expand the company's coverage into its specialized, highly targeted markets;
• Work closely with the lead generation and marketing organizations to ensure that their efforts are effective and aligned to the sales organization's needs;
• Provide leadership in securing new customers and strategic channel partners; assume responsibilities for selected customers and channel partners and nurture those relationships in order to grow revenues and develop new revenue-generating opportunities; and
• Direct or delegate the development of operational policy, procedures and practices, both short and long term, as they pertain to customer service, quality control, product development, project management and sales.
Direct Sales
• Drive continued sales growth through our direct sales force;
• Manage the direct sales pipeline to compliment the channel sales strategy;
• Define and manage the sales processes that will become the primary tools that drive our revenues;
• Enhance existing sales processes & reporting capabilities to ensure efficient and effective monitoring, budgeting and forecasting to support the sales efforts and to provide better visibility and accuracy in our sales pipeline;
• Manage and deploy sales engineering resources to specific sales projects and functions and coordinate with our product group to ensure that our products are priced to meet our margin requirements; and
• Ensure effective management of customer support technical escalations to resolve customer issues.
Sales & Marketing
• Work with the senior management team and the CEO to clarify and refine the overall sales plan and strategy consistent with the company's overall objectives. Develop and implement low-cost, innovative customer acquisition/adoption strategies to meet those objectives;
• Develop effective coordinated well-rounded marketing programs, including product introduction plans and market penetration plans, that reflect the desired branding and differentiation of the company’s solutions in the market and that promote the company’s image and visibility;
• Develop and employ clear metrics for monitoring and analyzing the effectiveness of marketing and sales programs and initiatives;
• Provide our product marketing group with clear and prioritized requirements regarding product road map and features that are customer focused and channel specific with needs that are supported by strong business cases;
• Identify and secure niche market opportunities that will leverage the company's capabilities into value-added, high potential markets;
• Participate as an open, engaged and committed member of the Executive Team in the formulation and execution of the corporate vision, strategy and business objectives; and
• Foster a culture of team spirit and innovation into the longer and short-term operations of the organizations.
Preferred Experience / Education
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• A university degree in Engineering and MBA or equivalent with a
background in selling complex technical solutions
• A minimum of 12+ years sales experience in the telecom or digital multimedia Industries; experience in satellite, communications/content management, IPTV or broadcast technology with the emphasis on video.; Must have an extensive rolodex of contacts and access to people and prospective clients in the broadcast, satellite and digital video sectors.
• Entrepreneurial experience in scaling a company from $25M to $100M and understanding the issues around delivering standard products and customized integrated solutions to large enterprise customers and service providers.
• International sales success i with an understanding of the cultural nuances relevant to communication and marketing.
• An understanding of and experience in large system sales, bid response process, contract administration and long sales cycle; The successful individual should possess a strong track record in closing deals.
• Self-motivated with good interpersonal skills and ability to work in a dynamic, team-oriented environment
• Outstanding verbal and written communications skills and strong negotiation capability
• Able to make quick sound decisions even in the absence of concrete data
• Relevant experience with sales management tools such as Salesforce.com
• A track record of success distinguished by having cultivated positive working relationships with staff, peers and superiors.
Please email Catherine Pan at the StoneWood Group