Senior Director Of Sales International

Corning Incorporated

DUTIES AND RESPONSIBILITIES Sales Strategy

• Lead the INT L commercial team of Sales Managers and Sales Engineers
• Build a sales strategy and tactical sales plan for INT L region for both Carrier and Enterprise markets; Achieve global sales targets within the region.
• Understand the market: customer requirements, challenges and culture; Collaborate with Sales Managers and Sales Engineering Manager to implement sales plan and to deliver best-in-class presales and sales support.
• Support the elaboration of the strategy for the key accounts.
• Build the execution plan for the Key strategic business imperatives in the region.
• Actively pursue and close direct sales opportunities with specific strategic target accounts.
• Understand the evolution of the market to influence the evolution of the company products and marketing roadmaps.
• Define customer events strategy for the region to leverage and optimize sales opportunities.
• Leadership and management: Coach and direct Sales Managers and Sales Engineering Team, performance of VARs and Agents. Devise and deploy sales quotas and prepare sales forecasts and expense budgets.
• Insure follow-on sales and penetration within existing customer accounts.
• Build and manage the solution selling strategy for key accounts.
• Manage regional sales processes and set appropriate metrics to manage the sales funnel, using SalesForce.com as our corporate CRM tool.
• Execute sales activities with respect to the company& marketing plan and practices. QUALIFICATIONS AND SKILLS
• University business degree or equivalent
• 20+ years of experience evolving in a sales organization.
• Leadership & Management skills: 10+ years of experience managing a sales team and lead salespeople into closing sales.
• Track record of performance excellence meeting or exceeding objectives and expectations.
• Expertise in complex sales and solutions selling.
• Strong leadership, organizational, multi-tasking, and time-management abilities. General - iBwave (L4)
• Powerful interpersonal skills and an ability to work with diverse groups of people, with a proven ability to communicate effectively with C-Level management.
• Team player able to navigate internal organization and leverage other teams to support regional sales plan and commitments to customers.
• Proficiency with CRM-based software tools, preferably with Salesforce.com.
• Strong business acumen
• Demonstrated pro-activity, enthusiasm and self-directed abilities to thrive on challenges and fast growth.
• Good negotiation, written, communication and presentation skills.
• Excellent knowledge of the EMEA and APAC telecom market and culture.
• Cultural sensitivity to the different business practices in each country.
• Open to frequent travel anywhere worldwide, occasionally to Montreal for face-to-face meetings.
• Fluent in English and preferably in 2 more languages that are widely used in the region.
• Telecom and IT technical background and expertise
• Extensive experience selling technology products and services in the software and/or wireless telecommunication sectors, with a broad contact base in APAC and EMEA.
• Good knowledge of Wireless, Wi-Fi and Wireline technologies.