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Director, Sales Execution (Cox Private Networks)
Job Description
The Director of Sales Execution for Cox Private Networks (CPN) will act as a catalyst of growth within our Wireless Private Networks business line. CPN is a next-generation private wireless network solution to enable secure, reliable connectivity for commercial customers in support of the devices, use cases, and applications, that run on top of these private network solutions.
CPN will pursue business development through multiple channels - (i) leveraging our internal Cox Business salesforce to build on existing customer relationships (ii) forging new strategic relationships with external channel partners (e.g., OEMs, SIs, Application Providers, etc.), and (iii) proactively pursuing high-priority private network opportunities.
This role is pivotal in the development and execution of the sales for our Private Network solutions. Their primary role will be to lead a team of sales professionals and be responsible and accountable for consistently achieving and exceeding Sales quotas. They will work alongside the broader Cox Private Networks team to educate our potential customer base and uncover potential commercial opportunities to build our sales funnel. Additionally, they will conduct customer discovery, define the customer/boundary partner requirements, and develop an appropriate set of solution(s) for each opportunity. Finally, they will have ownership of all projects in the sales pipeline - ensuring that deal flow is accurately tracked, efficiently managed, and consistently delivered for our customers both internally and externally.
The Director Sales Execution role is both strategic and tactical in nature. The ideal candidate will have an an entrepreneurial mindset and passion for consultative technology sales who can work with ambiguity and take ownership in building a solid sales team for this high-growth and high-potential business.
PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS:
* Lead the Sales function by collaboratively developing and executing a scalable sales plan.
* Develop an Annual Sales Plan focused on the most strategic, high value opportunities and segments.
* Drive consistent attainment of revenue goals across all sellers and GTM segments by maintaining an active pipeline greater than 3X the annual revenue target.
* Expand and accelerate growth across direct and indirect channels.
* Hire, train, develop and lead a team of sales professionals to deliver against stated financial targets.
* Consistently reach and exceed 100% of sales and revenue goals associated with the Private Networks budget.
* Create sales activity tracking methodology and documentation and manage sales opportunities through the sales stages. Develop a 90-day running funnel.
* Oversee and support direct reports sales efforts, manage seller performance, and adjust as necessary to curate optimal performance and outcomes for the business.
* Recommend approval or disapproval of business cases for capital investment, based on the return on investment, for opportunities rolled up by the management team. Review commission policies, reports, and payments as required.
* Develop targets and accountability models for Sales activity among team members, inclusive of performance benchmarks and an appropriate performance management and improvement model.
* Develop, manage, and monitor the Department's Sales and Retention Plans. Take proactive measures to keep the Sales Department on track. Act quickly with corrective action when sales are not meeting expectations.
* Oversee and prioritize the CPN opportunity funnel to optimize team resources and focus. Analyze the productivity of the overall sales organization and recommend adjustments to staff, quotas, commissions, and resources to maximize results.
* Drive strategic relationships and accounts to revenue-generating outcomes. Leverage wireless expertise to foster strategic customer and partner relationships built on trust.
* Champion ongoing customer and boundary partner education through market visits and workshops.
* Host and manage weekly sales meetings to inform and empower boundary partners, align areas of immediate focus, and ensure timely cycle times for customer responses.
* Engage, advocate for, and maintain consistent quality deliverables for our customers.
* Collaborate across engineering, product, and delivery to consistently provide positive customer outcomes and marginal future revenue.
* Understand current customer needs and develop working relationships that position CPN as a "first call" for future opportunities.
* Coordinate regular training and in-market engagement opportunities with internal and external sellers to build relationships and obtain local market as well as specific customer feedback.
* Drive pipeline reporting, maintain and evolve templates and materials, and ensure effective communication channels.
* Understand the opportunity process flows, what is needed to deliver effective proposals, and develop pertinent stage gates and KPI metrics to inform and align the broader opportunity teams.
* Develop and operationalize effective proposal templates, financial models, presentation decks, and customer deliverables.
* Collaborate with other functional areas to shepherd projects from proposal to contract to execution.
* Refine processes accordingly based on demand, timelines, and customer feedback.
* Aid in the assessment and valuation of new business opportunities and potential threats to the sustainability of current business plans.
* Understand the evolving technology landscape and developing technology that may adequately solve customer needs via partner discovery and close collaboration with internal wireless experts and external wireless technology providers - especially as it pertains to unmet customer needs.
* Serve as a thought leader in the Private Networks space: Work with industry peers, partners, suppliers, and key organizations, etc. to understand, influence, and communicate technology trends related to CPN products and services.
* Develop a sales culture through the targeting of high intent-to-buy prospective clients, performance management of sales activities, training, goal setting, running weekly sales meetings and achieving 100% of the budgeted targets.
* Perform other duties as requested.
QUALIFICATIONS AND EXPERIENCE:
Minimum
* Bachelor's degree in a related discipline and 10 years' experience in a related field (i.e. Wireless Sales, Network Sales, Wireless Sales Engineering, Engineering, Business, IT, etc.)
* Demonstrated ability to think strategically and execute tactically to develop and launch sales efforts that support our strategic vision.
* Demonstrated experience in wireless/telecommunications vertical, preferably with related experience in both licensed and unlicensed wireless technologies.
* Demonstrated experience leading and developing successful consultative sales teams as a quarterback coach.
* Strong and demonstrable experience closing large complex deals.
* Strong team player and ability to collaborate with colleagues and navigate relationships in growth verticals and the broader technology ecosystem.
* Genuine intellectual curiosity, ability to learn new facts and concepts quickly and comprehensively, and to synthesize and communicate effectively to others in both verbal and written forms.
* Ability to operate independently to navigate tight deadlines, juggle a long list of competing priorities, and operate in a dynamic environment without compromising sharp attention to detail.
* Intellectual horsepower, desire, and proven ability to learn new domains and technologies quickly, energetic "can-do" attitude, and commitment to excellence.
* Strong analytical and problem-solving skills, in addition to excellent verbal and written communication skills
Preferred
* MBA strongly preferred.
* Understanding of licensed, unlicensed, and lightly licensed wireless mediums.
* Understanding of network architectures and the wireless OEM landscape.
* Experience developing and selling large, custom wireless network solutions.
* Understanding of related industries in the ecosystem and how they impact the wireless network space, e.g., Smart City, Broadband Expansion, IoT, Edge Computing, Industry 4.0, and Neutral Host.
* Experience in start-up businesses and/or end-to-end new process development/process management experience, with an entrepreneurial spirit.
USD 127,000.00 - 190,600.00 per year
Compensation:
Compensation includes a base salary of $127,000.00 - $190,600.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $60,000.00.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.
About Cox Communications
Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That's a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you're interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.
CPN will pursue business development through multiple channels - (i) leveraging our internal Cox Business salesforce to build on existing customer relationships (ii) forging new strategic relationships with external channel partners (e.g., OEMs, SIs, Application Providers, etc.), and (iii) proactively pursuing high-priority private network opportunities.
This role is pivotal in the development and execution of the sales for our Private Network solutions. Their primary role will be to lead a team of sales professionals and be responsible and accountable for consistently achieving and exceeding Sales quotas. They will work alongside the broader Cox Private Networks team to educate our potential customer base and uncover potential commercial opportunities to build our sales funnel. Additionally, they will conduct customer discovery, define the customer/boundary partner requirements, and develop an appropriate set of solution(s) for each opportunity. Finally, they will have ownership of all projects in the sales pipeline - ensuring that deal flow is accurately tracked, efficiently managed, and consistently delivered for our customers both internally and externally.
The Director Sales Execution role is both strategic and tactical in nature. The ideal candidate will have an an entrepreneurial mindset and passion for consultative technology sales who can work with ambiguity and take ownership in building a solid sales team for this high-growth and high-potential business.
PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS:
* Lead the Sales function by collaboratively developing and executing a scalable sales plan.
* Develop an Annual Sales Plan focused on the most strategic, high value opportunities and segments.
* Drive consistent attainment of revenue goals across all sellers and GTM segments by maintaining an active pipeline greater than 3X the annual revenue target.
* Expand and accelerate growth across direct and indirect channels.
* Hire, train, develop and lead a team of sales professionals to deliver against stated financial targets.
* Consistently reach and exceed 100% of sales and revenue goals associated with the Private Networks budget.
* Create sales activity tracking methodology and documentation and manage sales opportunities through the sales stages. Develop a 90-day running funnel.
* Oversee and support direct reports sales efforts, manage seller performance, and adjust as necessary to curate optimal performance and outcomes for the business.
* Recommend approval or disapproval of business cases for capital investment, based on the return on investment, for opportunities rolled up by the management team. Review commission policies, reports, and payments as required.
* Develop targets and accountability models for Sales activity among team members, inclusive of performance benchmarks and an appropriate performance management and improvement model.
* Develop, manage, and monitor the Department's Sales and Retention Plans. Take proactive measures to keep the Sales Department on track. Act quickly with corrective action when sales are not meeting expectations.
* Oversee and prioritize the CPN opportunity funnel to optimize team resources and focus. Analyze the productivity of the overall sales organization and recommend adjustments to staff, quotas, commissions, and resources to maximize results.
* Drive strategic relationships and accounts to revenue-generating outcomes. Leverage wireless expertise to foster strategic customer and partner relationships built on trust.
* Champion ongoing customer and boundary partner education through market visits and workshops.
* Host and manage weekly sales meetings to inform and empower boundary partners, align areas of immediate focus, and ensure timely cycle times for customer responses.
* Engage, advocate for, and maintain consistent quality deliverables for our customers.
* Collaborate across engineering, product, and delivery to consistently provide positive customer outcomes and marginal future revenue.
* Understand current customer needs and develop working relationships that position CPN as a "first call" for future opportunities.
* Coordinate regular training and in-market engagement opportunities with internal and external sellers to build relationships and obtain local market as well as specific customer feedback.
* Drive pipeline reporting, maintain and evolve templates and materials, and ensure effective communication channels.
* Understand the opportunity process flows, what is needed to deliver effective proposals, and develop pertinent stage gates and KPI metrics to inform and align the broader opportunity teams.
* Develop and operationalize effective proposal templates, financial models, presentation decks, and customer deliverables.
* Collaborate with other functional areas to shepherd projects from proposal to contract to execution.
* Refine processes accordingly based on demand, timelines, and customer feedback.
* Aid in the assessment and valuation of new business opportunities and potential threats to the sustainability of current business plans.
* Understand the evolving technology landscape and developing technology that may adequately solve customer needs via partner discovery and close collaboration with internal wireless experts and external wireless technology providers - especially as it pertains to unmet customer needs.
* Serve as a thought leader in the Private Networks space: Work with industry peers, partners, suppliers, and key organizations, etc. to understand, influence, and communicate technology trends related to CPN products and services.
* Develop a sales culture through the targeting of high intent-to-buy prospective clients, performance management of sales activities, training, goal setting, running weekly sales meetings and achieving 100% of the budgeted targets.
* Perform other duties as requested.
QUALIFICATIONS AND EXPERIENCE:
Minimum
* Bachelor's degree in a related discipline and 10 years' experience in a related field (i.e. Wireless Sales, Network Sales, Wireless Sales Engineering, Engineering, Business, IT, etc.)
- The right candidate could also have a different combination, such as a master's degree and 8 years' experience; a Ph.D. and 5 years' experience in a related field; or 14 years' experience in a related field
- 5+ years' experience in a management or leadership role
* Demonstrated ability to think strategically and execute tactically to develop and launch sales efforts that support our strategic vision.
* Demonstrated experience in wireless/telecommunications vertical, preferably with related experience in both licensed and unlicensed wireless technologies.
* Demonstrated experience leading and developing successful consultative sales teams as a quarterback coach.
* Strong and demonstrable experience closing large complex deals.
* Strong team player and ability to collaborate with colleagues and navigate relationships in growth verticals and the broader technology ecosystem.
* Genuine intellectual curiosity, ability to learn new facts and concepts quickly and comprehensively, and to synthesize and communicate effectively to others in both verbal and written forms.
* Ability to operate independently to navigate tight deadlines, juggle a long list of competing priorities, and operate in a dynamic environment without compromising sharp attention to detail.
* Intellectual horsepower, desire, and proven ability to learn new domains and technologies quickly, energetic "can-do" attitude, and commitment to excellence.
* Strong analytical and problem-solving skills, in addition to excellent verbal and written communication skills
Preferred
* MBA strongly preferred.
* Understanding of licensed, unlicensed, and lightly licensed wireless mediums.
* Understanding of network architectures and the wireless OEM landscape.
* Experience developing and selling large, custom wireless network solutions.
* Understanding of related industries in the ecosystem and how they impact the wireless network space, e.g., Smart City, Broadband Expansion, IoT, Edge Computing, Industry 4.0, and Neutral Host.
* Experience in start-up businesses and/or end-to-end new process development/process management experience, with an entrepreneurial spirit.
USD 127,000.00 - 190,600.00 per year
Compensation:
Compensation includes a base salary of $127,000.00 - $190,600.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $60,000.00.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.
About Cox Communications
Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That's a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you're interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.
Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Salary and Benefits
USD 127,000.00 - 190,600.00 per year
Required Education
Bachelor's Degree
Required Experience
10+ years
Security Clearance Note
Sales
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