Overview

THE ROLE:

Reporting to the Vice President of Sales, you will be responsible for driving new business, existing customer expansion as well as customer retention. Focus on building long-term, strategic business relationships that will lead to increased revenue growth, revenue retention and increased client satisfaction.

WHAT YOU’LL BE DOING:

  • Responsible for critical Mid-Market Sales & Revenue
  • Support direct reports by participating in client and prospect meetings
  • Mentor and develop sales team which includes hiring and training new account executives on sales process, methodology and PacketFabric service offerings
  • Use sales metrics to manage the team and individual AEs
  • Conduct weekly forecast meetings with AEs & provide accurate reporting to senior management
  • Coach direct reports regarding strategies to drive revenue and customer success
  • Evolve & refine sales strategy, process and tactics to improve performance
  • Envision new and innovative ideas and approaches to capture market share
  • Understand and demonstrate PacketFabric’s products and positioning our differentiated value proposition and ROI to a variety of prospects and customers based on their needs and pain points
  • Develop long-term strategic relationships with key accounts
  • Enable custom business outcomes through strategic engagements
  • Develop and execute account strategy for target markets
  • Support a team of AEs to generate, develop and close new sales opportunities
  • Build rapport with new customers and moving the sales process forward through remote and onsite meetings, phone, email, events, campaigns and internet marketing activities
  • Build on our relationships with Channel partners to amplify your go-to-market strategies
  • Use Salesforce and other tools to track and manage prospect and customer information, develop accurate forecasts, and sustain positive sales momentum through each step in the sales cycle
  • Lead the solution selling process in assigned territory while partnering with the Sales Engineering team to manage product demonstrations and evaluation activities as needed to advance the opportunity
  • Conduct management/administrative tasks required to enable success
  • Collaborate with marketing, product management and sales peers to optimize both Mid-Market and PacketFabric’s overall success

WHAT YOU BRING:

  • 2+ years of sales management experience with consistent team performance above 100% to goal
  • Managed teams that have primarily focused on generating outbound revenue (75%+ of revenue from outbound channels)
  • Knowledge and experience in successful outbound tools and sales processes
  • The ability to rapidly hire and train new account executives
  • Facilitate working with and influencing cross-functional teams and departments in an environment of rapid growth
  • Excellent interpersonal, leadership, organizational, and communication skills
  • Expertise in creating rigor around sales metrics and managing yourself and/or others to drive to these metrics
  • Create an environment where people are encouraged to share information, constructively debate, and communicate freely
  • Streamline decision-making and consider the downstream and upstream effects of potential decisions
  • Excellent presentation and listening skills
  • Understand the impact of the Cloud’s role in modern enterprise IT
  • Demonstrated ability to build rapport with prospective customers in person or over the phone and to collaborate with a variety of internal groups including customer success/services, engineering, marketing, and sales operations
  • Demonstrated ability to overcome customer objections, negotiate win-win deals in complex enterprises, and acquire new customers
  • Change agility and demonstrated success working in a fast growth environment—solving problems while sustaining good relationships
  • Ability to work both independently from home as well as collaboratively within a team environment

Requirements

Education: Bachelor’s Degree or equivalent

Work Experience: 5+ years of telco/SDN/SD-WAN/SaaS/Cloud Services sales experience including 2+ years of sales management experience with consistent team performance above 100% to goal

ABOUT PACKETFABRIC:

PacketFabric is the connectivity cloud. We built a global, 50+Tbps carrier-class optical network that is completely automated and consumable on-demand like SaaS, so enterprises can connect the core of their hybrid and multi-cloud architectures and grow their digital business.

We offer private and secure point-to-point, hybrid cloud, multi-cloud, and custom connectivity services that you can provision in minutes via our self-service portal or programmable API. We offer flexible consumption of our services, with month-to-month or longer terms, or even usage-based for bursting and disaster recovery.

PacketFabric was recognized with the “2020 Fierce Telecom Innovation Award for Cloud Services,” named one of the “10 Hottest Networking Startups of 2020” by CRN, a Futuriom 40 Top Private Company, and a “2020 Cool Vendor in Enhanced Internet Services and Cloud Connectivity” by Gartner.

PacketFabric is a distributed, fully remote team with people living and working all over the world.

WHAT PACKETFABRIC OFFERS:

  • Remote first, globally distributed team
  • The chance to disrupt the entrenched telecommunications infrastructure industry
  • A supportive and optimistic team that likes to learn from each other
  • A product development pipeline that’s constantly pushing new features and enhancing the quality of existing products
  • The opportunity to work with many different industries and customer types
  • A small company culture
  • Great health, dental, and 401(k) for US residents

WHAT PACKETFABRIC DOESN’T OFFER:

  • Lack of direction: we maintain a clear roadmap and product pipeline
  • A commute: no hours wasted in megaregion rush hour traffic
  • A dress code: a robe and slippers is acceptable attire any day of the week

Here at PacketFabric, we want all of our employees to feel valued, appreciated, and free to be who they are. We provide equal opportunities to all employees and applicants for employment and follow employment lifecycle processes designed to prevent discrimination against our people, regardless of gender identity or expression or intersex, sexual orientation, religion, spiritual beliefs, ethnicity, age, neurodiversity, disability status, national origin, citizenship, generation, culture, or any protected category under federal, state and local law.