Senior Director of Critical Infrastructure Sales – North American Region
Responsible for sales and the go-to-market strategy for Ceragon Networks in North America (NA) for the Critical Infrastructure Vertical Markets which includes Public Safety, Federal Government and Utilities customer. This strategic leader will have profit and loss (P&L) accountability for this vertical business including sales, revenue and operating profit KPI’s annually. In addition, this role will lead a team of sales, technical, services and operation resources both in a direct and matrix management capacity for the NA region.
Develop and execute comprehensive Go-To-Market sales strategy for Critical Infrastructure (Utility, Public Safety and Federal Government vertical markets) to achieve revenue, profit and growth targets.
Responsible for sales, strategic account planning and overall relationship management for a number of strategic customers in these verticals.
Direct manager for sales team with matrix management of pre-sales, services/program and operations teams.
Lead the Critical Infrastructure sales team, providing input and guidance to the team members and supporting them in cultivating and closing sales opportunities.
Act as a trusted advisor to influence customer’s technology platform decisions and develop preference and loyalty for Ceragon solutions.
Proactively engage and lead channel partners in selling Ceragon Solutions to drive sales and provide coverage in these vertical markets.
Identify new channels and routes to market and partner with channel team to recruit, enable and develop these new partners.
Develop, manage, and report on KPI’s including sales funnel and provide accurate and timely forecasts to management.
To use the tools available, such as Sales Force, to provide business information in support of sales activities.
Work internally with Product Management, Services & Customer Service teams to exceed partners and customer expectations.
To manage “cross-functional” activities involved in the sales cycle such as pre-sales, services, customer support and finance.
Sales support including solution selling, value argumentation, responding to technical part of tenders, technical hands-on demonstrations.
Provide guidance to Ceragon sales teams and partners in relation to vertical knowledge, technical specification and design parameters.
Attends Trade shows and drive marketing strategy and participation in other sales/marketing events as required
10+ years of sales in Critical Infrastructure Market including Utility, Public Safety and Federal Government experience.
3+ years’ experience in selling and/or designing wireless (Microwave) communications systems
5+ years’ sales management experience, leading sales and/or business development managers
Development of sales and execution of go-to market plan for Critical Infrastructure business in North America.
Excellent communication skills required (oral, written & presentation).
Excellent negotiation skills.
The ability to close complex sales must be demonstrated.
Ability to develop and maintain relationships with a C-Level executives.
Proven stakeholder management and managerial skills.
Ability to lead a matrix management teams in addressing customer requirements.
An understanding of the utility, federal and public safety proposal process with proposal assembly experience.
Technical background and experience in telecom industry and data networks through knowledge in RF, Microwave and wireless products is desired.
Strong process orientation; well-structured and well organized, ability to manage multiple tasks.
Ability to adapt quickly to changing situations and adjust models in response to business events.
Ability to manage time and resources effectively, meet deadlines and execute on strategic objectives.
Self-motivated, high integrity, professionalism, and with the ability to work well with others and eager to be a successful, resourceful problem-solver.
Experience working with an international company headquartered outside of NA.
Requires extensive travel 60~70% as needed.
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