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.
Casa Systems, Inc. seeks to hire a DIRECTOR, TECHNICAL SALES to join its sales team. As a member of the team, the Director, Technical Sales will impact the organization by ensuring the entry and sales of the Company’s fixed wireless access products into the mobile market segment within the U.S. region. The Director, Technical Sales will work remotely from their home office and travel throughout U.S. market to carry out the essential duties and responsibilities of the position.
ESSENTIAL DUTIES & RESPONSIBILITIES:
- Maintain and build relationships and strategic partnerships with all levels of customers’ work force including management and executive decision makers.
- Develop and implement strategic sales programs to increase revenue and meet assigned targets. Create and maintain a sales budget. Obtain critical information regarding customer and competitors to aid in sales, marketing of current and future products.
- Drive sales by developing opportunities and driving to close with understanding of value proposition relative to the market. Refine selling strategies based on industry experience, client’s corporate culture, competitive awareness and ongoing customer feedback.
- Develop and close business opportunities with strategic accounts to meet assigned business objectives. Lead and influence customers in network decisions.
- Identify and develop new business opportunities. Develop strategy, provide oversight and lead responses in coordination with our Australian CAD product team to address the customer and potential customer RFX.
- Troubleshoot problems regarding product deliveries and deadlines. Answer questions from clients and handle complaints.
- Responsible for building the Company’s Access Devices business with U.S. based service providers. Attainment of sales targets for FWA products and solution sets. Responsible for devising and executing sales strategy to achieve assigned sales targets by managing and coordinating the overall sales activities.
- Work with internal management to identify, qualify, and develop FWA opportunities; deliver value proposition, sales presentations, competitive positioning.
- Develop strategic sales plans to be able to clearly convey such plans to executive team verbally and in writing.
- Prepare successful offers (pricing proposal, PS, CS, marketing).
- Collaborate with product, technical, operations and marketing teams to develop new products and services.
- Provide accurate and timely sales forecast and pipeline reporting (weekly), which would include utilization of Sales Force planning.
- Clear understanding of consumer good supply chain, reverse logistics processes and procedures.
- Advocate company overall vision and strategy.
- Represent and prioritize customer requirements with internal solutions development/cross functional team.
- Prepare sales presentations for assigned accounts with account strategies, territory planning and administrative responsibilities to ensure high levels of customer satisfaction is maintained.
- Manage revenue goals for the given account(s) and provide regular updates to senior sales/operations staff concerning account issues, forecasting, etc.
- Independently demonstrate the ability to provide direction to company-wide resources in support of account strategies and proposals.
- Engage in professional networking, customer and trade communication and contact to identify growth opportunities and manage business relationships.
- Be able to package and articulate Casa’s value proposition of our FWA portfolio and create an overall sales strategy to execute on FWA business objectives for the U.S. market
- Provide detailed weekly reports on activities, progress and concerns. Participate on multiple weekly calls requiring management updates.
- Update all account related opportunities on a weekly basis without exception.
- Keep informed of new products, services and other general information of interest to customer. Check on competitive active and develop new methods of attaining company goals.
QUALIFICATIONS:
- Undergraduate degree in Marketing or Business or equivalent.
- 7+ to 10 years of relevant sales, marketing, technical and operations experience in telecommunications including consistent delivery of results.
- Results driven and oriented with proven sales background in breaking into new business/accounts.
- Able to live Casa’s core values: fun work environment, innovation & risk taking; passion, dedication & perseverance; and honesty & loyalty.
- Experience working with Service Providers on the consumer side of their business (ex: CPE, Home devices, etc.)
- Must possess knowledge of the wireless industry and its ecosystem with strong mobility product industry knowledge and aptitude.
- Must have good understanding of basic RF principles.
- Experience and knowledge with the mobile ecosystem as it relates to Regulatory, Subscriber Management, Provisioning, and Value-Added Services.
- Proficient with Microsoft Word, Excel, PowerPoint and SFDC.
- Understanding of key business challenges facing the mobile operator wireless/wireline communities.
- Ability to proactively anticipate business concerns and effectively address prompt resolutions.
- History of overachievement of revenue targets.
- Ability to work and lead in a highly matrix organization, collaborative environment breaking down barriers between cross-functional organizations.
- Strong business acumen and the ability to effectively manage multiple projects simultaneously; self-starter.
- Highly motivated and capable of operating effectively from remote locations.
- Exceptional customer facing skills, in partnership with sales, technical and product leads
- Excellent ability to influence internal and external stakeholders and build consensus.
- Strong organizational and time management skills, attention to detail, and the ability to work under tight deadlines.
- Demonstrated in-depth solution sales abilities and understanding of financial principles.
- Excellent oral and written interpersonal communication skills, and the ability to interact with clients, employees, contractors and vendors.
- Experience with sales leadership, and market/ecosystem knowledge in the customer base.
- Experience with building internal relationships across functions; including R&D, Service & Support, Supply Chain, Reverse logistics, and Marketing to build alliances ensuring successful proposals/offers to the mobile service provider customer.
- Ability to coach and motivate selling teams with a positive approach.
- Able and willing to travel 50% of the time to visit with prospective/current clients at their workplaces and to Casa Systems, Inc.'s corporate facility located in Andover, MA for scheduled meetings.
- Extensive relationships with Canadian carriers (Bell, Rogers, Etc.) and a history of successful selling mobility products into s service providers.
- Proven ability to collaborate with and influence, without direct management responsibility, a team of sales and systems engineer professionals to develop, execute sales strategies and drive sales growth.
- Must have a proven track record of leading new business development initiatives in large/medium accounts.
- Must be comfortable presenting technical material and engineering network solutions.
- Must be able to work with product and business management teams effectively to promote development and business models, which specifically benefit large customers.
- Ability to grow and adapt as business needs dictate.
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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