Sales Director - Americas

Division/Department: Sales, Canada

Location: Canada (remote WFH)

Reports Into: Head of Sales

Company Overview:

We at TOMIA, offer transformative connectivity solutions to service providers worldwide, servicing over 400 operators including 30 Tier-1 and six of the industry’s largest groups.

Our innovative offerings enable customers to manage a unified optimization process of both roaming and interconnect while driving the future of connectivity through new technologies and services such as VoLTE, NFV, and 5G. With regional headquarters in the US, Israel, Luxembourg, India, and a presence in over 30 countries we are looking for a dedicated sales director to work in the roaming business unit to nurture and grow from within our extensive existing customer base. TOMIA we differentiate ourselves by creating innovative technical solutions, packaging them in ways that simplify operational complexity, increase revenue opportunities and reduce cost of business.

As a member of the TOMIA team, you will share a passion for being part of an exciting team of talented individuals, with a focus on building sustained long-term growth, and a fantastic place to work. Surrounded by individuals of exceptional ability and commitment, you will have the opportunity both to contribute to our continued business success, and to also invest in your own personal development.

We are TOMIA. Our results are improved, our productivity increased, our creativity accelerated, and our rewards and job satisfaction are maximized by hiring only the right people to join our team. Are you one of them?

Position Summary:

Directing the sales strategy in their region, this person will develop key growth sales strategies, tactics and action plans, to ensure TOMIA products are at the forefront of our customer priorities. The role will be focused on the roaming and VAS services products and services portfolio for the Americas region. Sales director duties will include market penetration, pipeline growth, hitting annual targets, building relationships and understanding customer needs and trends. The role is crucial to drive profitability and commercial growth strategies.

Main Responsibility Areas:

• Forges strong internal business partnerships to deliver customer expectations and solutions.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Developing and negotiating contracts with customers and their procurement teams.
• Establishes sales objectives by accurate forecasting and developing annual sales for the territories; projecting expected sales volume and profit for existing and new products and regular review/forecast performance.
• Drives territory activities and ensures strong customer engagement on all fronts
• Monitors costs, competition, and supply and demand.
• Establishes consistent sales development to maximize competitive position and generate strong margin contributions across customer brand(s).
• Responsible for territory / customer sales attack plans by implementing sales and marketing strategies.
• Confers with leadership to review achievements and discuss required changes in product and sales strategies and tactics utilized in achieving sales goals or objectives.
• Identifies new sales opportunities by leveraging contacts, industry knowledge, and working closely with TOMIA teams.
• Work with partners in relation to roaming lead and revenue generation.
• Holds all employees accountable for territory sales objectives.
• Ensures accountability from all sales professionals and support staff.

Key Skills & Competencies:

• Comfortable working with and understanding complex business solutions.
• Strong ‘people skills’ for successful working with individuals from different teams.
• Degree qualified.
• Excellent communication skills; oral and written communications to technical, business and executive audiences. Including effective demonstration and presentation techniques.
• Strong facilitation skills.

Obsessed with Customer Success:

• Proven ability to develop customer relationships by listening to their feedback, understanding & anticipating future needs, and providing solutions to customer stated requirements.
• Having a proactive, goal-oriented approach to decision making.

Collaborating:

• Ability to interface with technical teams and internal departments to ensure customer success.
• Proven team player with excellent communication and interpersonal skills who can effectively work with all levels of a global matrixed organization
• Having respect for colleagues; leading teams with clarity and accountability.

Being Accountable & Radically Honest:

• Able to detect and challenge bad decisions
• Drive continuous improvement in all aspects of the business
• Have clear objectives and strives to exceed them

Making Rock Stars:

• Ability to coach more junior and inexperience members of the team
• Exceptional relationship building, presentation skills, and account strategy planning and execution are all vital to succeed in this role.
• Takes ownership for personal career and skill development

Experimenting:

• High level of personal motivation, and a positive approach to researching, analyzing and documenting new business opportunities.
• Takes ownership

Work Experience Requirements:

• Evidence of leading commercial direction of key project engagements.
• Have worked in software sales or carrier sales/product environment for at least 5 years.
• Experience working in the telecommunications/network operator industry, software sales, carrier sales or carrier product knowledge.
• Understand telecommunication industry technology and processes.
• Strong understanding of (and familiarity with) current OSS/BSS back-office carrier solutions.
• Strong history of overachieving targets.
• Familiar with Sales Forecasting and planning processes, and comfortable using a CRM system (Salesforce.com advantageous).

Eligibility Requirements

Willingness to travel, up to 75% of the month both locally and internationally, sometimes on short notice.

Any offer of employment is conditioned upon the successful completion of a background investigation.