Director of Cable Sales - North America Minerva Networks
Headquartered in Alviso, CA, Minerva Networks is a privately owned infrastructure software company developing end-to-end TV over IP delivery platforms for the service provider market.
Play a key role in expanding the Company's penetration into the North American cable market. The successful candidate will join Minerva's worldwide sales team and will drive all sales activities for the top 25 cable customers in the region.
The role of the Director ? Sales will provide strategic direction to the growth plans of Minerva Networks Inc. in North America by establishing and growing in-market business relationships. As Minerva?s lead employee in North America, the Director will work closely with Minerva Corporate to identify business opportunities and drive and execute strategies to grow Minerva?s revenues in the region. Operating at both a commercial level and technical level, this individual will successfully promote Minerva products and technologies within the region.
Grow and maintain business within the 25 cable customers in North America.
Engage and grow relationships with all constituents of the TV over IP industry and ecosystem including content providers, operators, networks, set top box and security providers.
Monitor competitor activities and market potential to identify opportunities for Minerva?s xTVFusion products and technologies in North America.
Present Minerva and Minerva technologies to the channel partners, potential customers and establish presence at industry events.
Engage with Minerva?s Product Development teams to make recommendations on new business opportunities and the expansion of existing product and lines of business.
Responsible for establishing relationships, driving revenue and owning the customer relationship.
Develop, execute, and own the sales plan for Minerva?s penetration into the North American top 25 cable market.
Establish and maintain customer executive level relationships.
Create and maintain sales funnel information, weekly, monthly, quarterly, board of directors and other sales reports as needed.
Interact with potential partners / customers, industry groups, and other key external stakeholders to understand and evaluate business opportunities, and to develop and execute sales activities.
Provide local market competitive analysis, market mapping and monitoring of the marketplace to ensure we have the most up-to-date competitive and market information with which to make sound business decisions and determine our best business and growth opportunities.
Influence the Americas marketing team to implement local marketing strategies: build and develop marketing relationships.
Work with Corporate Communications and Marketing Services in US headquarters to maximize partner marketing and branding opportunities in SEA.
Provide weekly forecast updates on status and progress.
Cable Sales Experience; Experience in other industries aligned to Minerva?s TV over IP business.
A proven track record of selling to cable customers through channel partners. Working on technology commercialization with demonstrated results is essential.
The ability to develop, present, and sell a complex solution. The ideal candidate needs experience in high ASAP solution sales.
This is an individual contributor position that will have the opportunity to influence the future direction of Minerva?s business in the North American cable market.
Clear and Effective Communication Skills
Strong cultural fit ? proven track-record of success at a Silicon Valley based high tech corporation.
Skills and Education:
8-10 years overall industry experience
Well-networked in the cable space in North America with an understanding and existing relationships throughout the North American region.
Strong technical background in networking technology, middleware or related industry.
Commercially savvy with a proven track record in negotiating and closing deals.
Good presentation skills, at events internal and external to the company.
Minimum of 7 years? experience in a capacity that demonstrates the potential to meet the above responsibilities in a sales role. An understanding of software licensing would be an advantage.
BSEE, Business or the equivalent in experience.
Position will require 40 to 60% percent travel.
Fluency in English.
Capability to understand and pursue the strategic objectives of the organization.
Creative problem solver capable of developing, proposing and executing on business concepts and deal proposals that are consistent with Minerva?s business objectives and operating procedures.
Self-motivated with an ability to maintain high standards and of excellence and results while working independently.
Ability to engage with key leadership along with good influencing/facilitating skills thereby able to work collaboratively with business/technology groups across the organization and region.
Naturally able to network, build and maintain relationships
Excellent communication/interpersonal skills both written and verbal.
Ability to think and act strategically with strong problem solving and analytical skills.
Diplomatic and able to execute in a dynamic deadline-driven environment.
Equal Opportunity Employer:
Minerva Networks is an Equal Opportunity Employer. We recruit, train, compensate and promote without regard to race, religion, creed, color, nation origin, sexual orientation, marital status, or disability.
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