Description
Role Summary:
The Regional Sales Account Manager serves in a senior capacity with broad strategic and commercial responsibilities. This role is accountable for defining the regional sales strategy, owning a regional revenue/quota target across a U.S. region/territory, leading revenue growth initiatives, managing key customer relationships, and ensuring alignment with the company’s global business objectives.
Location Requirement
This is a fully remote position. At this time, applicants must reside in and be authorized to work in one of the following states: California, Florida, Georgia, Massachusetts, North Carolina, New Jersey, Oklahoma, Texas, Washington or Wisconsin, due to business and compliance requirements.
Key Responsibilities
Own and expand executive-level customer relationships to drive business expansion, acting as a trusted advisor from opportunity discovery through close.
Develop and manage the regional account/territory sales plan, including pipeline and forecast reviews, quarterly business reviews, and strategic account planning, to maintain pipeline coverage and deliver YoY growth.
Collaborate closely with the Product and Marketing team to define, develop and improve corporate positioning within the market.
Analyze the competition, market trends, and customer base to formulate a sales & marketing go-to-market strategy.
Partner with Product and Service Teams to deliver on-time, in-scope execution and achieve customer satisfaction targets.
Conduct onsite and virtual customer/prospect meetings frequently to capture requirements and produce accurate, timely quotations.
Present product & service proposals/solutions to the customer’s key decision-makers and influencers to win competitive opportunities.
Collaborate with peer regional sales account team members, coordinating closely with technical sales/solutions engineering and supply chain delivery teams.
Own weekly, monthly, quarterly, and annual forecasting, with a best-practice focus on forecast accuracy and reporting progress against quota targets.
Use Salesforce (CRM) to manage pipeline, customer activity, and forecasting.
Requirements
10+ years of progressive Telecom Industry sales experience, including Service Provider and Enterprise commercial sales regional/territory leadership.
Prior sales experience selling both Fixed Wireline (FTTx/xPON access and subscriber products/solutions) and Wireless (fixed and mobile) products/solutions.
Prior sales experience selling DWDM transport products/solutions.
Prior sales experience selling Management & Control cloud-based software platforms.
Proven success managing a multi-state, regional territory or multi-region sales coverage across the United States.
Strong background in telecommunications, networking, SaaS, or similar technology-related industries.
Demonstrated ability to lead complex commercial negotiations and close high-value opportunities.
Strong executive communication skills, presentation skills, including the ability to influence and align cross-functional stakeholders.
Bachelor’s degree as educational requirement.
Ability to travel frequently across the U.S. region.
Preferred Skills:
Experience working within global, matrixed organizations.
Experience with similar, like-OEM product/solution providers.
M.B.A. or similar advanced technical engineering degree.