Head of Commercial, Cox2M

Location
Atlanta, Georgia
Salary
competitive
Posted
Jan 01, 2020
Specialty
Account Management
Metro Area
Atlanta
Duration
Full Time
About the job:


Cox2M is in search of a dynamic Head of Commercial that will lead the sales and marketing organization for Cox2M serving a diverse set of customers in target verticals. The company has experienced tremendous growth becoming a commercial IoT market leader and this executive will join a dynamic and fast paced team where they will own all marketing and sales strategy and operations for Cox2M.

 

The Head of Commercial will work very closely with function and vertical leadership to develop and execute Cox2M’s marketing strategy ensuring the unique Cox2M proposition is clear and reaches the right audiences. The Head of Commercial will own setting, executing and optimizing the sales strategy and process and work very closely with Vertical GMs to drive the sales pipeline, advise on current deals and close business. They will be part of the business senior leadership team steering the business and growth strategy, ensuring the business hits its growth milestones.

 

This individual should be an analytically driven, resourceful and creative professional who enjoys the challenge of driving the commercial development from venture stage to a large-scale global business. The role requires that this executive sets the commercial strategy, builds the Cox2M commercial organization and oversees relationship with large existing Cox channels and sales teams. This is a critical role in achieving Cox2M’s aspirations to deliver innovative products across a global customer base. This executive will enable Cox2M to become the industry leader within the global IoT market.
 

The core elements of this role include…

  • Set and execute a marketing strategy for Cox2M including the tactics and programs to create interest, demand and recognition for Cox2M and its products using different approaches and channels.
  • Translate customer and market information into the Cox2M solution portfolio; translate strategy and vision into clear and well-defined business requirements and solutions working closely with the product, technology, and operations teams.
  • Build an upsell and cross-sell strategy for existing customers and products to maximize sales of existing solutions to new verticals, industries or accounts for Cox2M.
  • Set and optimize the sales strategy and process for Cox2M including sales and demo tools and materials; perfecting the stages of the sales process; understanding which features speak to which prospects; writing the product roadmap with the technology and products team, and more.
  • Hire and manage a team of embedded marketing leads and business development leads working closely with Vertical GMs to deliver Cox2M new businesses in target opportunity spaces such as Smart Communities, Automotive, and Agriculture.
  • Generate business by creating, reviewing and driving the pipelines, pointing out obstacles, identifying opportunities, advising on deals in flight, and closing deals.
  • Accelerate internal and external channel partnerships working closely with sales leaders across Cox companies (communications, automotive and more) to scale existing internal channels, as well as work with the broader Cox partner ecosystem to accelerate growth.
  • Provide visibility and metrics into the business financial performance via effective dashboards and communication tools.

Specific responsibilities include…

  • Tools. Evaluate select and build the sales stack toolset.
  • Metrics. Define the metrics you check every day, week, month, and quarter. Tie numbers to guide strategic decisions and update such metrics per strategic shifts.
  • Collaborate. Work closely with other Cox2M teams and matrix environment. Build and nurture seamless collaboration.
  • Marketing-sales balance. Effectively navigate balance between these functions. You own both.
  • Customer centric. Cox2M is a customer first company. Understand our customers motivation and business. Be the consultant and problem solver helping customers rethink their workflows.
  • Recruiting and hiring. Hire sales and marketing leadership as well as embedded vertical leads
  • High (and healthy) performance culture. Develop a high performance, healthy competition environment, while retaining talent.
  • Sales compensation. Help define the right comp structures as the organization grows.
  • Scoping and focus. Clearly articulate the key priorities for the marketing and sales teams. Ensure effective time management of your teams considering the broad scope Cox2M is targeting.
  • Insight into product Customization and segmentation. Provide insight into the development of business cases that define the product value proposition to support product and services roadmap investments. Enforce rigorous attention to customer behavior as evidenced by data. Support GMs in developing their customer segmentation, understanding the needs of each segment, application of current and future products to each segment, and movement of the customer through the customer lifecycle stages.
  • Project Management. Monitor the status of projects, ensuring that deadlines and milestones are met. Set and meet aggressive commercial timelines, increase speed to market for product launches, and ensure the highest levels of value creation to our customers working closely with our customer success and support teams.
  • Define the competitive marketplace. Be part of developing a corporate understanding of Cox2M’s business risks, competitive landscape, and industry-wide (or niche) opportunities that may warrant major organic or inorganic investments. Monitor developments within the industry, vendor community and technology trends and consider these in light of product roadmaps. Serve as a Cox representative and spokesperson at industry events. 
  • Work Cross-functionally. Manage and work closely with the ops, technology and supporting functions teams to develop, scope, spec, build, and go-live with commercial plans and offerings based on Cox2M capabilities and customers’ needs.
  • Rapid Prototyping support. Provide leadership, commercial support, mentorship and business insights into the early stage of commercializing a new offering.
  • Analytical Approach. Create/foster an analytical environment centered around data capture and interpretation. Set a strategy which emphasizes customer segmentation, understanding the needs of each segment, application of current & future Cox2M products to each segment, and movement of the customers through the life cycle (new business to repeat customer).
  • Innovation. Set tone for creating and delivering business models while advancing Cox2M as an industry leader.
  • Presentation. Work with the team to create/prepare presentations for Executive Team / Board reviews representing market opportunities and Cox2M progress. Facilitate communication amongst relevant stakeholders to maintain alignment and awareness of current commercial state and vision. 

The leadership aspects of the role include...

  • Cultivate diverse teams of smart, mission-driven commercial minds. Give them the tools, leadership, and motivation to innovate and make decisions that support the vision of the company. Support and allocate resources for an effective organizational structure that balances process, accountability and scalability with aggressive velocity and innovation.
  • Work with and inspire a group of incredibly smart, mission-driven people at Cox2M by giving them tools, mentorship, and motivation to innovate and make decisions to support the vision of the company.
  • Support and allocate resources for an effective organizational structure that balances process, accountability and scalability with product velocity and innovation as Cox2M continues to scale.
  • Develop the commercial strategy and be held accountable for maintaining enough resources (time, people, money) to achieve the roadmap set for Cox2M.
  • Wake up each morning concerned if Cox2M has the absolute best strategy & enough resources.
  • Be forefront of the latest trends and resources, while balancing scalability and stability.
  • Shape and nurture a culture of openness, excellence, ingenuity, and passion.
#LI-472Qualifications:Skills and Qualifications

 

 

Minimum

 

 

  • 10 or more years of experience in sales and marketing leadership positions with demonstrated ability to commercialize digital solutions used by many businesses and/or consumers.
  • Strong technical understanding and know-how across broad set of technologies, with emphasis on software, data and analytics products and technologies.
  • Demonstrated ability managing internal and external commercial teams from offering incubation to commercial launch and at scale commercial operations.
  • Excellent interpersonal, collaborative and communication skills, ability to articulate solution vision and differentiation effectively (i.e. master “the product pitch”).
  • Strong strategy and analytics skills, structured thinking and training.
  • BS/BA degree in related discipline desired (sales, marketing, business).
 

 

Preferred

  • Prior start-up experience strongly preferred.
  • Experience in telecommunications or high-tech environment.
  • Advanced degree preferred (Master’s degree, etc.). 

Personal Attributes

 

  • “Roll up the sleeves” state of mind willing to get hands dirty as the Cox2M business scales and experience hyper growth
  • Able to communicate effectively across all levels including cross-functional stakeholder throughout the Cox ecosystem
  • Has a positive outlook, sees opportunity, and overcomes challenges
  • You are a catalyst and initiate positive change
  • You are fast moving and work with a strong sense of urgency
  • You are data driven and seek to build a business that will be the dominant player in the market
  • You understand the value of long-term customer relationships
  • You are intelligent and function well working alongside high performing, driven, and smart people
  • You possess a strong entrepreneurial spirit and have immense passion for your work and team
  • Your team loves working for you; your colleagues love working with you; your manager loves having you on their team
  • You can set operational targets and manage a cross-functional effort to achieve those targets
  • You are a collaborative, hardworking, problem solver, who leads by example
  • You are always on, and prioritize workflow not just in standard 9 to 5
  • You manage others to exceed expectations and constantly raise the bar for above & beyond
  • #LI-472

    About Cox Communications

    Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. We're dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique. Cox Communications is the largest division of Cox Enterprises, a family-owned business founded in 1898 by Governor James M. Cox.

    Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

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