Vice President, Sales (Telco/ISP/Carriers)

Herndon, VA
Jul 31, 2021
Aug 03, 2021
Full Time
As a VP, Sales (Telco/ISP/Carriers), you will be responsible for leading a team that builds and manages a portfolio of Telco/ISP/Carrier partners to expand upon our fast-growing business in the B2B2C security space, selling Consumer value added services to our partners and/or prospects to provide to their Consumer end-users. We expect you to have in-depth knowledge of and past experience and relationships in the Telco/ISP/Carrier vertical, as well as a credible network to support initial sales meetings and the build-up of your team's pipeline. As this is a relationship-focused position in a high-touch, high-impact world. The role requires extensive travel and networking to engage potential clients once safe to do so. You will oversee the strategic sales activities for your team's portfolio, targeting senior executives and key decision-makers at brand-name Telco/ISP companies across the US, while driving the execution of business development initiatives. With an eye on balancing short-term revenue generation efforts with long-term sustainable growth, you will work with our team to develop effective sales tactics to strategically grow our business. To be successful in the role, you will be a superb people leader, an involved relationship manager, a compelling thought leader, and a proud team player. Responsibilities A proven track record of selling Consumer products through Telco/ISP's as part of their value added services business. Must have a thorough understanding of crafting a joint value proposition with a Telco/ISP to drive maximum customer adoption and life time value Demonstrated familiarity with all major functions of the Telco/ISP organizational value chain, including strong insight into the organizational value chain and their financial structures(P&L and balance sheets) Respected thought leader for concepts, trends, and emerging technologies in the consumer software space, ideally in security Experience selling and negotiating complex Enterprise deals, and thorough understanding of "sell to" and "sell through" - selling to the key enterprise stakeholders and decision makers and selling through to Consumer end users Exceptional social skills and leadership abilities, able to collaborate with diverse groups, and persuade, influence, and encourage their peers A keen understanding of businesses from end to end, and the ability to match value propositions to specific Telco/ISP client needs The ability to enable prospects and drive understanding through a combination of hard analytical skills and interpersonal excellence Commercial creativity and the entrepreneurial spirit to close sales prospects effectively while preserving profitability Familiarity with CRM applications, and proficiency with presentation tools We are seeking ambitious and driven sales leaders who thrive in a high-energy environment, and who are excited by the opportunity to stake their claim in a fast-growing sector and business Traits You are a business leader with sales urgency and not just a sales leader You are a self-starter and never wait for direction - you own the process and outcome and willing to roll your sleeves up when needed You drive relationships and opportunities forward You thrive in ambiguity and fast-paced environments You mentor and coach your team members and colleagues to achieve higher levels of performance Qualifications Must have solid experience in selling Consumer subscription based value-added services through name-brand North American Telco's/ISP's (Comcast, Verizon, AT&T, Rogers, etc.). A background in Consumer security is helpful, but not essential. Experience in selling only internal Enterprise solutions is not sufficient. Bachelor's degree required, MBA desired 15 years of proven experience in driving highly scalable partnerships History of quota over-achievement Must have a proven track record in developing businesses with 3rd party organizations and building comprehensive GTM sales plans Must have an entrepreneurial mindset towards building a strategic set of partners This role can be located anywhere in North America. However, you must have legal residency and authorization to work in the US or Canada. Relocation and visa sponsorship are not provided.

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