Director of Sales, Telecom Infrastructure

The Director of Sales - Telecom Infrastructure is a senior leadership role responsible for driving revenue growth, expanding strategic accounts, and building long-term partnerships with Tier 1 Telecom Carriers. This role owns the US region telecom sales strategy, leads a high-performing sales organization, and ensures cross-functional alignment to deliver profitable growth. The Director will manage and develop a team of 5–8 sales professionals while maintaining executive-level relationships with key customers.

Key Responsibilities

Strategic Leadership & Revenue Growth

• Define and execute the regional telecom infrastructure sales strategy aligned with corporate growth objectives.
• Own regional revenue, margin, and growth targets; ensure consistent achievement or over performance of annual budgets.
• Develop deep expertise in market dynamics, customer investment cycles, competitive positioning, and industry trends to inform strategy.
• Lead executive-level engagement with Tier 1 Telecom Carriers to expand footprint and drive long-term strategic partnerships.

Account & Business Development

• Oversee the development and execution of multi-year Key Account Strategies across assigned Tier 1 accounts.
• Lead complex RFQs, pricing strategies, contract structures, and commercial negotiations.
• Drive solution-based selling in collaboration with product management and business units.
• Secure and close large-scale design wins and strategic infrastructure programs.
• Ensure customer satisfaction, retention, and sustainable account growth.
• Directly manage, coach, and develop a team of 5–8 Sales Managers / Account Managers.
• Establish clear performance expectations, sales KPIs, and accountability across the team.
• Conduct regular performance reviews, pipeline inspections, and forecast reviews.
• Build a high-performance sales culture focused on collaboration, execution excellence, and continuous improvement.
• Support talent development, succession planning, and recruiting to scale the organization as needed.

Cross-Functional & Operational Leadership

• Provide senior-level leadership for design reviews, system engineering evaluations, and integration analyses.
• Partner closely with engineering, operations, factories, and headquarters to scale revenue while protecting margins.
• Lead New Product Introduction (NPI) planning, execution, and milestone alignment with product lifecycle requirements.
• Oversee NPI production and operations strategies, including demand planning, scheduling, and issue resolution with global partners.
• Ensure timely escalation and resolution of customer, technical, or operational challenges.

Performance Management & Forecasting

• Drive pipeline growth, deal quality, and forecast accuracy across all accounts and product lines.
• Monitor, analyze, and report regional sales performance metrics; implement corrective actions when required.
• Consolidate account-level business plans into a cohesive regional operating plan aligned with stakeholder objectives.

Key Competencies and Behaviors

• Executive-level selling and negotiation skills with large, complex telecom customers.
• Strong leadership presence with the ability to influence internally and externally.
• Proven experience building, leading, and scaling high-performing sales teams.
• Strategic thinker with strong financial acumen and operational discipline.
• Excellent communication, presentation, and stakeholder management skills.
• Results-driven, adaptable, and effective in a fast-paced, global environment.

Required Skills and Qualifications

• Bachelor’s degree required;
  Engineering degree and/or MBA strongly preferred.
• Minimum of 8–10 years of telecom infrastructure sales experience, including direct engagement with Tier 1 Telecom Operators.
• Demonstrated people-management experience leading and developing sales teams.
• Strong technical understanding of wireless, wireline, and data networks, including DC power systems, cabinets, batteries, and thermal/cooling solutions.
• Willingness to work extended or flexible hours to support global coordination with teams and manufacturing partners in Asia.
• Ability to travel domestically and internationally as required.