Vice President of Sales REQ# - AO7293 AOptix Technologies
AOptix is seeking an exceptional Vice President of Sales to be responsible for all direct sales and channels for our Communications Division. This would include carrier enterprise and government sales, as well as strategic partnerships with VARs, SI?s and distributors. This person will actively engage with the executive team and the entire organization to ensure successful growth of the company?s revenues and market share for this critical division.
Provide leadership in the day-to-day operations of the sales department, while maintaining focus on the company?s revenue goals.
As a member of the senior management team, provides full collaboration and participation in the development, implementation and achievement of business goals and objectives.
Oversee the hiring, training, development and retention of a high-performing sales organization.
Drive the development of sales strategies for both domestic and foreign to attain the company's business and revenue goals, with a focus on sales productivity and market penetration.
Develop and provide a strategic direction to grow sales channels through VARs or distributors.
Develop and implement an annual sales plan in execution of the business goals, including the establishment of both annual and quarterly sales objectives.
Regularly monitor the sales plan, providing quarterly updates, revisions and corrective actions as necessary to ensure achievement of business and revenue objectives.
Develop and maintain key customer relationships.
Develop and implement strategies for expanding the company's customer base.
In coordination with the VP and General Manager, establish market and target customer strategies.
Works closely with Product Marketing to develop pricing policies, including volume discounts and terms and conditions for customers.
QUALIFICATIONS & EXPERIENCE:
Degree in Business Administration, Marketing, Communications or related field.
Minimum of eight years telecommunications related industry experience required. Microwave/MWM industry desired. Experience in selling products to carriers directly or through SI/VARs and enterprise customers both U.S. and International. Including five years in strategic sales management experience managing both in house and field sales personnel, VARs and distributors.
Proven experience selling to key stakeholders, a track record creating a direct sales process, metrics and success scaling a sales organization will be highly valued. The individual must be able to put in sales processes to allow AOptix?s explosive sales projections.
Demonstrated executive and sales leadership: people development, customer development, organizational excellence, exceptional sales management, sales operations, and executive leadership skills. Proven capabilities and desire to build and lead ?A? teams, close deals, ramp revenue, build consensus, resolve conflict, manage strategic accounts, build high-performing organizations, solve tough business problems, leverage limited resources, roll-up sleeves and aggressively drive revenue. Track record of hiring and retaining winning sales teams is a must.
Demonstrated experience in generating high levels of sustained sales activity both strategic and transactional, and for overachieving sales quotas. Measurable ability to close and grow large domestic and global accounts through direct sales, VARs, SIs and/or distribution channels. Strong capabilities in planning (strategy by segment and geography); creating and presenting sales plans. Must be able to execute a sales plan, set milestones, and manage intensive, metrics-driven compensation plans. The successful candidate will be expected to present results to the Board and the executive management team. Must have a track-record of meeting and exceeding sales targets.
IN ADDITION THIS PERSON MUST:
Be previously experience with a well-defined sales platform, implementation and use of automated CRM tools.
Demonstrate a strong record of successfully managing high levels of sales activities to direct customers and partners.
Possess financial savvy in understanding a variety of products sold in a complex sales environment.
Be experienced in sales leadership within the high-tech arena and have the aptitude to readily grasp AOptix?s product offering.
Highly responsive to internal and external customers.
IN PERSONAL CHARACTERISTICS
Strong organizational skills: ability to multi-task and juggle many accounts making each strong prospect feel important with timely follow-through.
Demonstrated energy and passion.
High degree of ethics and integrity is a must.
Eager to personally drive strategic accounts and sales teams in the field.
Autonomous, self-starter with start-up experience; comfortable working in a rapidly changing environment.
Strong interpersonal skills, including the ability to build relationships both internally and externally. Attributes would include natural leadership characteristics, sophisticated demeanor, nimble intelligence, a positive mental outlook, a take-charge presence, and a good sense of humor.
A quick study with excellent written and verbal communications and highly professional presentation skills and demeanor.
Strong leadership skills which incorporate a proactive management style.
An outstanding work ethic, with high-integrity and a team player mindset.
||695 Campbell Technology Parkway |
Campbell, CA 95008