Enterprise Sales Manager
Mobile Communications America, Indianapolis, IN, United States
Position Summary
Enterprise Sales Manager — Distributed Antenna Systems (DAS). MCA is expanding rapidly and seeks a high‑impact leader to spearhead new‑logo acquisition and expansion across large‑enterprise accounts for our In‑Building Wireless/DAS portfolio (iDAS/oDAS, public safety DAS/IFC 510, small cells, and related services).
Key Responsibilities
Build and execute a direct enterprise growth plan targeting priority verticals (healthcare, higher education, manufacturing, logistics, hospitality, commercial real estate).
Set direction and goals; run a high‑discipline operating cadence (team calls, deal reviews, forecast calls) focused on deal progression and outcomes.
Drive net new logo acquisition, named account penetration, and whitespace expansion; maintain 3–4× qualified pipeline coverage with clear next steps and real close dates.
Lead pursuit strategy for complex opportunities and personally engage in priority deals to structure, advance, and close.
Drive a focused approach to large, multi‑stakeholder enterprise deals, including identification, tracking, and execution of 7‑figure opportunities.
Lead, mentor, and develop enterprise sellers with a focus on deal execution, not activity management.
Run weekly 1:1s centered on advancing live deals, not status updates.
Coach AEs on discovery, positioning, commercial structuring, and closing, including late‑stage deal control and calendar management.
Enforce clear ownership and accountability: opportunity ownership requires activity, progression, and results.
Ensure AEs focus on direct enterprise selling, new logo acquisition, and deal advancement, not channel dependency or internal drift.
Establish and enforce a consistent, inspectable sales process (stage definitions, exit criteria, qualification standards).
Own pipeline quality, not just quantity; ensure stage integrity, deal aging, and next‑step clarity.
Identify and eliminate stalled, inflated, or low‑probability opportunities.
Drive late‑stage deal momentum by controlling timelines, stakeholders, and decision processes.
Ensure all deals have a clear owner, defined next step, and real close date.
Act as quarterback on priority opportunities, stepping in as needed to move deals forward and close.
Coordinate with Engineering, Design, PMO, Field Ops, Finance, Legal, and Marketing to shape solutions and commercial terms.
Ensure alignment across internal teams to eliminate delays between sales, design, pricing, and delivery.
Engage external stakeholders to de‑risk deployments and accelerate timelines.
Establish and maintain strong relationships with customers, partners, vendors, and internal teams.
Own accurate weekly forecast with clear visibility into deal status and risk.
Provide timely, accurate forecasting (early, mid‑month, final) with stage‑level integrity; maintain strict CRM data hygiene.
Ensure consistency between CRM, reporting outputs, and forecast submissions.
Guide pricing and terms (SOWs, MSAs, SLAs, change orders); protect margin while aligning with customer value.
Meet or exceed monthly and quarterly sales plans.
Qualifications
Enterprise Experience (Required): 5+ years of enterprise B2B sales closing complex solutions to Fortune 1000/multi‑site organizations.
Leadership: 2+ years leading/managing sales teams or operating as a senior player‑coach in complex deal environments.
Domain Expertise: Demonstrated success selling DAS (iDAS/oDAS), public safety DAS (IFC 510 / NFPA), small cells, or adjacent in‑building wireless solutions; LMR familiarity a plus.
Sales Excellence: Proven quota attainment with multi‑stakeholder, multi‑phase sales cycles (6–18 months); mastery of enterprise process (discovery, business case, ROI/TCO, mutual close plans).
Operating Rhythm: Strong forecast discipline and CRM proficiency (Salesforce, Dynamics, etc.); embraces structured methodology.
Leadership Traits: High integrity, service‑minded, action‑oriented; excellent executive communication and presentation skills; strong change leadership.
Preferred Qualifications
Collaboration with carriers, neutral‑host providers, and enterprise real‑estate stakeholders.
Working knowledge of iBwave, DAS design principles, venue constraints, and public‑safety code compliance.
Familiarity with private LTE/5G/CBRS, Wi‑Fi, and edge networking in enterprise contexts.
Certifications: iBwave Level 1/2, PMP, relevant RF/low‑voltage credentials; NICET exposure for public safety DAS.
Marketing alignment and product/industry knowledge.
Travel Requirements
Travel: 25–40% within territory for customer meetings, site walks, and partner/carrier/AHJ engagements.
Work Setup: Hybrid field/remote role with periodic office and job‑site visits.
Physical Requirements
Frequent standing, walking, sitting; use hands to finger, handle, or feel objects; reach with hands and arms.
Climb stairs; talk or hear; lift (overhead, waist level) from the floor; bend; frequently use near vision for reading and computer use.
Occasionally move equipment weighing up to 15 pounds; frequently position self to maintain computers or other equipment as needed.
EEO Statement Mobile Communications America, Inc. is proud to be an Equal Opportunity workplace and is an affirmative action employer. We are committed to creating an inclusive environment that celebrates diversity. At MCA, we are "better together."
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Key Responsibilities
Build and execute a direct enterprise growth plan targeting priority verticals (healthcare, higher education, manufacturing, logistics, hospitality, commercial real estate).
Set direction and goals; run a high‑discipline operating cadence (team calls, deal reviews, forecast calls) focused on deal progression and outcomes.
Drive net new logo acquisition, named account penetration, and whitespace expansion; maintain 3–4× qualified pipeline coverage with clear next steps and real close dates.
Lead pursuit strategy for complex opportunities and personally engage in priority deals to structure, advance, and close.
Drive a focused approach to large, multi‑stakeholder enterprise deals, including identification, tracking, and execution of 7‑figure opportunities.
Lead, mentor, and develop enterprise sellers with a focus on deal execution, not activity management.
Run weekly 1:1s centered on advancing live deals, not status updates.
Coach AEs on discovery, positioning, commercial structuring, and closing, including late‑stage deal control and calendar management.
Enforce clear ownership and accountability: opportunity ownership requires activity, progression, and results.
Ensure AEs focus on direct enterprise selling, new logo acquisition, and deal advancement, not channel dependency or internal drift.
Establish and enforce a consistent, inspectable sales process (stage definitions, exit criteria, qualification standards).
Own pipeline quality, not just quantity; ensure stage integrity, deal aging, and next‑step clarity.
Identify and eliminate stalled, inflated, or low‑probability opportunities.
Drive late‑stage deal momentum by controlling timelines, stakeholders, and decision processes.
Ensure all deals have a clear owner, defined next step, and real close date.
Act as quarterback on priority opportunities, stepping in as needed to move deals forward and close.
Coordinate with Engineering, Design, PMO, Field Ops, Finance, Legal, and Marketing to shape solutions and commercial terms.
Ensure alignment across internal teams to eliminate delays between sales, design, pricing, and delivery.
Engage external stakeholders to de‑risk deployments and accelerate timelines.
Establish and maintain strong relationships with customers, partners, vendors, and internal teams.
Own accurate weekly forecast with clear visibility into deal status and risk.
Provide timely, accurate forecasting (early, mid‑month, final) with stage‑level integrity; maintain strict CRM data hygiene.
Ensure consistency between CRM, reporting outputs, and forecast submissions.
Guide pricing and terms (SOWs, MSAs, SLAs, change orders); protect margin while aligning with customer value.
Meet or exceed monthly and quarterly sales plans.
Qualifications
Enterprise Experience (Required): 5+ years of enterprise B2B sales closing complex solutions to Fortune 1000/multi‑site organizations.
Leadership: 2+ years leading/managing sales teams or operating as a senior player‑coach in complex deal environments.
Domain Expertise: Demonstrated success selling DAS (iDAS/oDAS), public safety DAS (IFC 510 / NFPA), small cells, or adjacent in‑building wireless solutions; LMR familiarity a plus.
Sales Excellence: Proven quota attainment with multi‑stakeholder, multi‑phase sales cycles (6–18 months); mastery of enterprise process (discovery, business case, ROI/TCO, mutual close plans).
Operating Rhythm: Strong forecast discipline and CRM proficiency (Salesforce, Dynamics, etc.); embraces structured methodology.
Leadership Traits: High integrity, service‑minded, action‑oriented; excellent executive communication and presentation skills; strong change leadership.
Preferred Qualifications
Collaboration with carriers, neutral‑host providers, and enterprise real‑estate stakeholders.
Working knowledge of iBwave, DAS design principles, venue constraints, and public‑safety code compliance.
Familiarity with private LTE/5G/CBRS, Wi‑Fi, and edge networking in enterprise contexts.
Certifications: iBwave Level 1/2, PMP, relevant RF/low‑voltage credentials; NICET exposure for public safety DAS.
Marketing alignment and product/industry knowledge.
Travel Requirements
Travel: 25–40% within territory for customer meetings, site walks, and partner/carrier/AHJ engagements.
Work Setup: Hybrid field/remote role with periodic office and job‑site visits.
Physical Requirements
Frequent standing, walking, sitting; use hands to finger, handle, or feel objects; reach with hands and arms.
Climb stairs; talk or hear; lift (overhead, waist level) from the floor; bend; frequently use near vision for reading and computer use.
Occasionally move equipment weighing up to 15 pounds; frequently position self to maintain computers or other equipment as needed.
EEO Statement Mobile Communications America, Inc. is proud to be an Equal Opportunity workplace and is an affirmative action employer. We are committed to creating an inclusive environment that celebrates diversity. At MCA, we are "better together."
#J-18808-Ljbffr