Casa Systems, Inc. (Nasdaq: CASA) is 5G, delivering physical, virtual and cloud-native 5G infrastructure and customer premise networking for high-speed data and multi-service communications networks. Our core and edge convergence technology enables public and private networks for both communications service providers and enterprises. Casa Systems™ products deliver higher performance, improved network flexibility and scalability, increased operational efficiency and lower total cost of ownership (TCO). Commercially deployed in more than 70 countries, Casa serves over 475 Tier 1 and regional service providers worldwide. At Casa Systems, our mission is to deliver ultra-broadband solutions that keep families, communities and the world connected. We harness our passion for innovation to drive technological solutions that allow service providers to do amazing things that improve the way we live.
We are seeking to hire an experienced SALES ACCOUNT MANAGER, CABLE to join our US sales team, focused primarily on developing business with new customers. This position will be remote, preferably located in Atlanta, Georgia and will report to the Vice President of U.S. Cable
The SALES ACCOUNT MANAGER will impact the organization by identifying, pursuing, and closing net new business with strategic named MSO accounts, and by establishing and expanding customer relationships, particularly at the executive levels. The Strategic Sales Executive will lead by example in gathering and analyzing relevant market, customer and financial data, and by preparing and presenting compelling long-term business cases for Casa products, and providing outstanding customer engagement and relationship development at both the senior executive levels and within the appropriate engineering, product, and operations organizations in target customers. This position is directly measurable by sales orders & revenue, and the completion of defined key activities that will lead to future sales. This position requires travel within the US region to meet with current and prospective customers, while adhering to Casa’s and customer’s policies on travel and customer interactions.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Establish net new business for Casa within defined territory or named accounts.
- Meet with the customer to understand their long-term business plans and map the evolution of Casa’s technology and our roadmaps over time into the customer’s business plans.
- Become a trusted advisor to customer, clearly articulating to relevant audiences how Casa’s products and solutions can support the customer’s business and technology objectives & initiatives, and bringing global best practices to customer.
- Serve as a strong customer advocate, working internally to align Casa product plans, services/support, and commercial offers with customer needs.
- Gather account-specific data to identify and quantify opportunities for Casa products and solutions, including the long-term commercial outlook accruing from a close relationship with Casa. This includes, as appropriate, defining the problem, scenario/use case, cost-benefit analysis, competitive landscape and strategy, and commercial strategy.
- Identify and educate the customer on the net financial benefits of partnering with Casa, such as streamlining operational costs, moving from multiplatform to single platform, growing market share and enhanced revenue streams.
- Lead the response to Requests For Proposal (RFP) from a strategic, financially-based, business and technical approach.
- Structure commercial offers and win new business, consistently achieving targets and growing aggregate revenue across assigned territory or named accounts.
- Effectively communicate complex analytics to broader audiences in writing and presentation formats.
- Build and maintain high-level, cross-functional relationships with customer.
- Conduct contract negotiations.
- Maintain, communicate, and execute key account plans, and effectively secure cross-functional alignment for key initiatives and opportunities.
- Maintain and grow internal network across Sales, Systems Engineering, Product Management and Finance, providing real-time market feedback to drive product strategies, features and roadmaps. Conduct and share competitive analysis.
QUALIFICATIONS:
- Undergraduate degree in a related technical discipline or equivalent; Graduate degree preferred.
- 7+ to 10 years of related experience in sales including hunting/prospecting and successfully establishing new customers.
- Extensive experience with a range of Broadband and Wireless technologies in the MSO marketplace, including DOCSIS, Virtualization, Wi-Fi, RAN, fixed wireless access, and 4G/5G Core.
- Familiar with technical product, standard and solution specifications and be able to point out the specific technical merits of one product/solution over another.
- Able to draw from a wide range of financial and analytical skills, and a broad technology base, to identify opportunities, gather requirements, and conduct competitive analysis.
- Advanced communication, interpersonal and leadership skills including creating persuasive financial and strategic proposals at executive levels.
- Successful sales track record building relationships with C-Suite customers which result in sales.
- Comfortable working with cross-functional teams and providing thought leadership to various audiences.
- Able and willing to travel up to 40% of the time throughout the US to drive sales objectives for the region.
- Able to work remotely from a qualified home office or customer location.
Casa Systems, Inc. offers a great work environment, professional development, challenging careers, and competitive benefits and compensation package. Casa Systems, Inc. participates in the E‑Verify program. Casa Systems is committed to fostering a diverse workforce and inclusive work environment free from unlawful employment discrimination and without barriers to Equal Employment Opportunity (EEO).
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