Vice President Sales, Cellular & Ventus
Digi International - Newark, NJ
posted 17 days ago
About the position
Digi is a leader in the 4G/5G industrial IoT and networking industry, providing innovative solutions for system integrators, carriers, Managed Service Providers (MSPs), and enterprise customers worldwide. We are at the forefront of cutting-edge technologies, including secure 5G, edge compute, and AI-connected solutions, driving transformation and success for our clients. We are seeking an accomplished and dynamic Global Head of Field Sales to lead and manage our diverse field sales teams within Managed Solutions Business Unit (Cellular Routers and Ventus Managed Services). This role will be responsible for overseeing the leaders of our North American Digi cellular router business, European sales, and Ventus sales leader. The Global Head of Field Sales will be a hands-on coach with the ability to show the players skills necessary to play at their highest levels, driving predictable revenue growth while fostering a high-performance sales culture.
Responsibilities
- Lead, mentor, and develop the sales teams and leaders of our various field sales organizations, ensuring alignment with overall company objectives.
- Foster a collaborative and results-oriented team culture, focused on continuous improvement and professional growth.
- Develop and implement strategies to optimize the performance of each sales region, ensuring consistent and predictable revenue growth.
- Establish organizational structures, staffing, processes, and methods to ensure successful achievement of sales targets and objectives.
- Ensure NetSuite is always up to date with accurate opportunities, notes, and next steps.
- Set sales targets for each region and then deliver on those goals.
- Build sales quotas and manage major commissions with sales operations and finance.
- Provide hands-on support to sales leaders, including participating in key customer engagements and negotiations as needed.
- Collaborate with marketing, product, and engineering teams to ensure alignment of sales strategies with company goals.
- Drive the development and execution of sales strategies to achieve and exceed revenue targets provided by company leadership.
- Implement best practices in sales forecasting, pipeline management, and reporting to ensure accurate and predictable revenue outcomes.
- Monitor and analyze sales performance metrics, adjusting strategies and tactics to address any gaps or opportunities.
- Ensure that all field sales teams are deeply engaged with customers, understanding their needs, and delivering value-added solutions.
- Build and maintain strong relationships with key customers, partners, and industry stakeholders.
- Champion a customer-first approach across all field sales teams, ensuring high levels of customer satisfaction and loyalty.
Requirements
- 15+ years of experience in field sales or a similar role within the networking, telecommunications, or IoT industry.
- Minimum of 5 years in a leadership role, with proven experience managing and developing sales teams.
- Demonstrated ability to lead high performing sales teams, driving predictable revenue growth and achieving sales targets.
- Strong industry references.
- Deep understanding of the sales process, including pipeline management, forecasting, and closing large, complex deals.
- Excellent communication, negotiation, and interpersonal skills.
- Ability to travel as needed to support global field sales teams and customer engagements.
Nice-to-haves
- Experience working in a global organization with multiple sales regions and diverse product lines.
- Proven track record of success in a player/coach role, with the ability to lead by example while driving team performance.
- Familiarity with the 4G/5G industrial IoT, networking, SD-WAN, and secure edge-compute solutions markets.
Benefits
- Competitive salary
- Comprehensive benefits
- Commission program
- New hire stock award
- Paid parental leave
- Open (uncapped) PTO
- Hybrid work environment
- Medical, health & wellbeing offerings
- Compensation offerings
