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Job Summary
The Sales Director (SD) for North America is responsible for driving and growing new business revenue in the territory. The SD’s primary focus is developing the business in the assigned territory by seeking new customers, prospecting qualifications, and meeting sales targets.
Key responsibilities
Understand and position Optiva’s solutions and value proposition to telecom operators
Focus on new logo acquisition and new business with existing customers
Develop and manage sales pipeline to move a large number of strategic transactions through the sales process and execute sales plans for the territory to meet and exceed quota through prospecting, qualifying, managing, and closing sales opportunities
Building a business case and establish value, develop and present proposals to customers with information that demonstrates Optiva’s value to meet the customers’ business objectives
Drive account strategies and coordinate team selling efforts to close business on a quarterly and annual basis.
Generate accurate forecast and sales activity reports, keeping CRM up to date
Knowledge, Skills & Experience
Bachelor’s Degree in Business, marketing or Engineering (Master’s preferred)
7+ years’ experience of successful quota-carrying sales / sales management in BSS, OSS, or other Telecom / IT complex solutions
Strong Rolodex of C-level contacts in telecom operators in North America
Proficient in finding opportunities by self-prospecting into net new accounts
Strong leadership and interpersonal skills
Excellent written and verbal communication skills
Team player who can work collaboratively with solutions engineers, professional services, marketing and Executives
Travel as required by the business needs
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