Director, Sales - Private Networks

The New Growth & Development organization is focused on identifying and analyzing areas of future growth across the enterprise. The organization works to answer "what's next" for Cox and our customers. We explore emerging businesses + products with the goal of de-risking them for commercial launch
Cox Communications' New Growth & Development group is currently seeking a sales / business development leader who will act as a catalyst of growth within our Wireless Private Networks business line. Cox Private Networks (CPN) is new innovative venture developing next-generation private wireless network solutions to enable secure, reliable connectivity for commercial and government customers in support of the devices, use cases and applications which run on top of these private network solutions.
This individual will be responsible for the development and execution of a scalable sales effort for our Private Network product set - working closely with both internal CB market sales teams and external channel partners (e.g., OEMs, SIs, Application Providers, etc.) to deliver end-to-end private network solutions.
This role will be both strategic + tactical and nature - we are seeking an individual with an entrepreneurial mindset and passion for consultative technology sales who can work within ambiguity and assist in building a high-growth & high-potential business from the ground-up.
Responsibilities :
Act as a leader of the Sales & Business Development function by collaboratively developing and executing a scalable sales vision

• Work closely with internal and external sales channels to develop effective cadences and opportunity engagement processes
• Establish relationships with local sales leadership and teams built on trust and tactical consultative sales expertise
• Adopt, evolve, and expand the current pipeline - making recommendations on the go for accelerated growth and areas of focus
• Engage, advocate for, and ensure consistent quality deliverables for our customers
• Build relationships with strategic customers and channel partners based on subject matter expertise and establish CPN as a forward-thinking provider of private networks
• Build effective relationships with solution delivery and engineering teams to proactively understand and source the required information for projects

Develop and maintain positive relationships with key and senior stakeholders across CCI.

• This role will require close collaboration with other functional areas within Cox - this individual will need to work closely with a cross-functional team including the field, finance, legal, engineering, marketing, operations, IT, Cox Business, and others to develop a consensus around and support for the Private Networks strategy.

Engage and understand current market needs to effectively position and grow Cox Private Networks market share

• 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
• Quarterback opportunity advancement, engage and empower stakeholders, and ensure the timely delivery of all necessary elements needed to advance opportunities

Partner with Customer Success function to build world-class customer engagement and retention processes + toolset

• Work closely with our Customer Success resource(s) to develop repeatable process for managing existing customers and ensuring customer satisfaction - many of our customers will be repeat customers with multiple locations and ensure a positive customer experience is essential. This leader will be an important relationship manager as part of that process.

Aid in the assessment and valuation of new business opportunities and potential threats to sustainability of current business plans.

• Understand the evolving technology landscape and developing technology that may adequately solve for 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.

Qualifications :
Minimum:

• BA/BS + 10 years of experience (networking)
  
  • (MS + 8 years, Ph.D. + 5 years or 14 years with no formal degree)
• Experience leading consultative technology sales for communications networks
• Strong and demonstrable experience closing large complex deals
• Strong team player and ability to collaborate with colleagues, 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
• Demonstrated ability to think strategically and execute tactically to develop and launch sales efforts that support our strategic vision

Preferred:

• Experience in wireless/telecommunications vertical, preferably with related experience in both licensed and unlicensed wireless technologies
• 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, Neutral Host
• Experience in start-up businesses and/or end-to-end new process development/process management experience, with an entrepreneurial spirit

USD 140,600.00 - 234,400.00 per year
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About Cox
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