Director of Sales, Telecom Infrastructure
Delta Electronics Americas, Plano, TX, United States
The Director of Sales - Telecom Infrastructure is a senior leadership role responsible for driving revenue growth, expanding strategic accounts, and building long-term partnerships with Tier 1 Telecom Carriers. This role owns the US region telecom sales strategy, leads a high-performing sales organization, and ensures cross-functional alignment to deliver profitable growth. The Director will manage and develop a team of 5–8 sales professionals while maintaining executive-level relationships with key customers.
Key Responsibilities
Strategic Leadership & Revenue Growth
- Define and execute the regional telecom infrastructure sales strategy aligned with corporate growth objectives.
- Own regional revenue, margin, and growth targets; ensure consistent achievement or overperformance of annual budgets.
- Develop deep expertise in market dynamics, customer investment cycles, competitive positioning, and industry trends to inform strategy.
- Lead executive-level engagement with Tier 1 Telecom Carriers to expand footprint and drive long-term strategic partnerships.
Account & Business Development
- Oversee the development and execution of multi-year Key Account Strategies across assigned Tier 1 accounts.
- Lead complex RFQs, pricing strategies, contract structures, and commercial negotiations.
- Drive solution-based selling in collaboration with product management and business units.
- Secure and close large-scale design wins and strategic infrastructure programs.
- Ensure customer satisfaction, retention, and sustainable account growth.
- Directly manage, coach, and develop a team of 5–8 Sales Managers / Account Managers.
- Establish clear performance expectations, sales KPIs, and accountability across the team.
- Conduct regular performance reviews, pipeline inspections, and forecast reviews.
- Build a high-performance sales culture focused on collaboration, execution excellence, and continuous improvement.
- Support talent development, succession planning, and recruiting to scale the organization as needed.
Cross-Functional & Operational Leadership
- Provide senior-level leadership for design reviews, system engineering evaluations, and integration analyses.
- Partner closely with engineering, operations, factories, and headquarters to scale revenue while protecting margins.
- Lead New Product Introduction (NPI) planning, execution, and milestone alignment with product lifecycle requirements.
- Oversee NPI production and operations strategies, including demand planning, scheduling, and issue resolution with global partners.
- Ensure timely escalation and resolution of customer, technical, or operational challenges.
Performance Management & Forecasting
- Drive pipeline growth, deal quality, and forecast accuracy across all accounts and product lines.
- Monitor, analyze, and report regional sales performance metrics; implement corrective actions when required.
- Consolidate account-level business plans into a cohesive regional operating plan aligned with stakeholder objectives.
Key Competencies and Behaviors
- Executive-level selling and negotiation skills with large, complex telecom customers.
- Strong leadership presence with the ability to influence internally and externally.
- Proven experience building, leading, and scaling high-performing sales teams.
- Strategic thinker with strong financial acumen and operational discipline.
- Excellent communication, presentation, and stakeholder management skills.
- Results-driven, adaptable, and effective in a fast-paced, global environment.
Required Skills and Qualifications
- Bachelor’s degree required; Engineering degree and/or MBA strongly preferred.
- Minimum of 8–10 years of telecom infrastructure sales experience, including direct engagement with Tier 1 Telecom Operators.
- Demonstrated people-management experience leading and developing sales teams.
- Strong technical understanding of wireless, wireline, and data networks, including DC power systems, cabinets, batteries, and thermal/cooling solutions.
- Willingness to work extended or flexible hours to support global coordination with teams and manufacturing partners in Asia.
- Ability to travel domestically and internationally as required.