Sales Director EMEA, Service Broker Division (EMEA)
Metaswitch Networks is an internationally renowned technology company specialising in
the exciting world of voice and data communications. Our leading-edge software
and hardware products are used by some of the biggest names in the telecommunications
and computer industry, such as Microsoft, Cisco, AT&T and Sprint.
Metaswitch was founded with a vision to simplify the delivery of next generation voice services,
building seamlessly on existing networks. We are now one of the leading providers of
next generation telephone switching systems and applications to North American service providers,
with more than 500 customers.
As well as providing our customers with world-class products and services, we pride ourselves
on providing our employees with an excellent work environment and outstanding benefits.
Our success is based on our ability (and dedication) to recruit outstandingly talented individuals,
and train and develop them into world-class business men and women. As a company,
developing the skills and talents of our people is at the heart of what we do.
Started in 1981, we have grown from the seven founders to more than 500 people,
retaining the flexibility and vibrancy of a small organisation. Our head office is in Enfield
(on the edge of North London, UK), and we also have offices in Chester and Edinburgh in the UK,
and San Francisco Bay area (CA), Reston (VA), Dallas (TX), Boston (MA) and Tampa (FL) in the US.
We are a remarkably stable and profitable organisation, with both revenue and profit increasing
in every year since the company was formed. In our last financial year we achieved a profit of
£9.2m on a revenue of £62m. North America is our most important market,
representing more than 80% of our total revenue.
The Sales Director EMEA works closely with the VP of Global Sales and Marketing,
as well as other members of the Service Broker Division (SBD) Executive Management team
to establish the region's overall revenue and growth goals as well as the associated strategic
sales plans to achieve those goals.
The successful candidate will be involved in identifying, managing and closing business
by providing Service Broker solutions to the major Communication Service Providers (CSPs)
throughout the assigned geography. The Sales Director actively participates
in all significant sales and marketing plans, and works closely with any current or new
channel partners to expand their base of business within their accounts and overall marketplace.
The Sales Director will be responsible for the following.
- Identifying, negotiating and closing significant deals within the CSP space
for the Service Broker Division of Metaswitch Networks.
- Hands-on identification of those sales opportunities through
- converting those opportunities by closing of new accounts
- meeting established revenue generation goals.
- Being a hands-on manager and driving the company's sales efforts by executing them
in collaboration with the associated Pre-Sales Engineering and Product Management teams.
- The activities performed in this scope are prospecting for new business.
- Detailed qualification of sales opportunities, management of the sales cycle,
and negotiation of contracts and agreements.
- Spearheading the efforts to create, qualify, develop and manage a healthy sales pipeline
of opportunities.
- Developing and implementing sales strategies while keeping short and long term goals
in perspective.
The successful candidate must have
- a strong interest in technology
- substantial telecoms oriented experience selling within a software focused company
targeting the Tier 1 service provider space
- working knowledge of telecom voice applications/services, networking markets
and associated technologies
- the ability to create, develop and sustain relationships at the Executive levels
of prospective client companies
- prior experience in successful selling of telecommunications solutions to major CSP customers
- proven capability to develop and manage sales opportunities from beginning to end
including qualification, proposal creation, negotiation and closing
- ability to excel in a fast-paced, team environment with a passion for selling
and customer focus
- excellent interpersonal, written and oral communication skills as well as being
an aggressive go-getter with high energy levels and an inherent hunger for sales!
- BA/BS (MS/MBA would be advantageous)
- a minimum 8-10 years progressive successful experience in sales with an emphasis
on selling Software/Networking Solutions into major CSP customer accounts
- 5+ years of Executive Sales Management in a global software/hardware vendor environment
- known experience developing and maintaining a solid customer base and executive level
relationships as well as high level partner alliances.
The successful candidate will be based in the EMEA region at a home office and must be willing
to travel regularly, including regular trips to our Head Office in Enfield, UK.
Our packages are above the normal range to ensure that we attract candidates of
exceptional quality. We will offer a very competitive starting package depending on
the qualifications and experience of the person appointed.
Salaries are reviewed regularly on the basis of performance; we believe that we are one of
the few companies who really do pay employees in accordance with their contribution.
This claim is strengthened by our policy of profit distribution. Metaswitch is privately owned
by top-tier investment firms Francisco Partners and Sequoia Capital, together with the
Metaswitch Employee Benefit Trust (EBT), which distributes a share of profit to all employees,
equitably rewarding them for their contribution. In addition, the company operates
an employee share scheme which further provides ownership incentives to our people.
This means that all employees have a stake in the future wealth that the company creates,
and there is exceptional potential for the right candidate to increase remuneration over time.
In addition, all employees benefit from the following 'package', which is a combination of
what you would expect from a modern, well-managed organisation - along with one or two specials
of our own.
- We provide excellent non-contributory pension, life assurance and private medical schemes.
- Within a very flexible framework, employees receive four weeks' paid holiday each year,
rising to five weeks after one year's service, as well as statutory holidays.
- There are various out-of-hours activities including an active squash league
and other sports and social events. We have corporate membership of the local
tennis/squash/health and golf clubs.
- For those interested in cultural events, tickets for theatre and concert trips
are frequently organised.
- There are also regular company outings (in 2008 this was four days skiing in Courchevel
and this summer we went to Portugal for four days).
In terms of personal development, we offer the opportunity to do an interesting and demanding job
in a well-managed and very successful company. Despite being established for over 28 years,
we are a dynamic organisation with an outstanding record of getting the best out of people –
which is why our staff retention is exceptionally high.
Our recruitment is designed to be thorough and tough, yet informative and friendly.
If we decide to proceed with your application, we will usually contact you to go through
a short telephone interview initially. This gives you (and us) and opportunity to find out more.
If successful thereafter, you will normally be asked to come for two visits.
The first will be a half-day interview at one Enfield Head Office. You will be asked
to meet with our VP of Global Sales and Marketing. If you are successful, we will invite you back
for a full day session to meet more people, including our Chairman or CEO, and to complete
a number of further exercises to assess your suitability for the role.
Please send a comprehensive CV (including all academic grades) along with a covering letter/email
to our email address
.
If you have any further questions or queries
please contact Kay Crosbie at the same email address.
We look forward to hearing from you.
Metaswitch is an equal opportunities employer.