ICP Sales Director

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Job Overview: We are seeking a highly motivated and results-driven Sales Executive to lead our efforts to expand existing and win new customers in the hyperscale and cloud sector.  This role will also focus on companies that are scaling organically and expanding due to the increasing demand for networking infrastructure.  In this role, the Sales Director will be responsible for driving sales of Optical Networking, synchronization equipment and services to meet the evolving demands of this high-growth industry.

Key Responsibilities:

• New Business Acquisition: Lead the sales efforts necessary to grow existing hyperscale customers and acquire new accounts within hyperscale and cloud services sector.   
• Market Penetration: Identify and pursue new sales opportunities in emerging areas, with a focus on companies scaling optical bandwidth due market demands and AI-driven networking infrastructure build outs. 
• Customer Engagement: Build and nurture long-term relationships with key decision-makers, including CTOs, network architects, and other technical stakeholders, ensuring a deep understanding of their needs and challenges.
• Sales Strategy & Execution: Develop and execute a tailored sales strategy to position our optical networking equipment and services as critical enablers for the client’s growth and technology infrastructure needs.
• Competitive Positioning: Leverage the market movement away from large hyperscale players to differentiate our offering.
• Solution Selling: Partner with internal Product and Business Development teams to present customized networking solutions that meet the specific business objectives and technical requirements of this market segment.
• Negotiation & Closing: Drive complex negotiations, manage sales cycles, and close deals that result in new business for the company.
• Collaboration: Work closely with the marketing, product, and technical teams to ensure a unified approach and the delivery of best-in-class solutions and services.
• Forecasting & Reporting: Accurately forecast sales activities and opportunities within Salesforce.com.
• Key Qualifications:

• Experience: Minimum of 8+ years of experience in sales or business development, with a proven track record in selling Optical networking equipment.  An understanding of L2 and L3 product applications plus understanding of data centers. 
• Industry Knowledge: A good understanding of the hyperscale, cloud services, and data center markets. A broad understanding of AI compute, edge computing, and disaggregated data center designs.
• Sales Expertise: Strong ability to identify, pursue, and close new business opportunities, with experience navigating long sales cycles and managing complex sales processes.
• Technical Acumen: A solid understanding of optical networking solutions, AI-driven compute infrastructures, and edge networking technologies is essential to effectively communicate the value of our offerings.
• Relationship Building: Excellent communication, interpersonal, and networking skills to effectively engage with senior executives and technical leaders within target accounts.
• Results-Driven: Strong track record of meeting or exceeding sales targets and KPIs.
• Self-Motivated: Highly proactive with the ability to work independently in a remote environment while managing nationwide accounts.