Director of CNS Sales - Western Region

Westell, Inc. is the operating subsidiary of Westell Technologies, Inc., a Delaware-incorporated company headquartered in Aurora, Illinois, in the Naperville area. Since 1980, Westell has been a leading provider of high-performance network infrastructure solutions, focused on expanding reliable communication networks through collaborative innovation. Through three business segments, Westell designs, manufactures, and distributes products used primarily by communications service providers, tower operators, and enterprises deploying in-building wireless and public safety communications systems.

SUMMARY: This is an opportunity to own the Communication Network Solutions sales territory west of the Mississippi River and drive its growth strategy, not just simply carrying a quota.

Westell is looking for an experienced sales leader with strong connections to regional communications systems providers to help drive additional sales by supplying fiber, cabinet, and DC power distribution products to new and existing customers. This person will provide valuable input into new products in development and on the roadmap to meet customer demands.

The role includes developing and maintaining executive-to-field-level relationships within key accounts and across the industry. The position is remote in the region.

ACCOUNTABILITIES:

• Grow sales year over year
• Sales pipeline, planning, and forecasting
• Content and Marketing plans for customers
• Customer relationships, market and competitor knowledge

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Grow sales by working with new and existing customers to generate opportunities, win new business, and expand share of wallet
• Manage sales pipeline, and forecasting using Salesforce CRM
• Maintain a proven track record of meeting or exceeding sales targets

• Own account plans for each customer and serve as the key interface between customers and Westell for CNS products and services, partnering with sales to win strategic opportunities, drive new business, and accelerate pipeline growth.
• Spend meaningful time in the field with sales and customers to identify unmet needs, then work with engineering to develop new product solutions.

• Develop key messaging and content tailored to the customer base.
• Create and execute market plans that align with customer needs and business goals.
• Maintain strong industry knowledge of customers and their evolving requirements.
• Monitor market conditions and the competitive landscape to inform strategy in a dynamic environment.

• Represent Westell at customer meetings, industry events, standards organizations, and trade shows

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill, and/or ability required.

• Bachelor's degree in Business, Marketing, or Engineering from an accredited institution; MBA a plus.
• 5+ years of B2B sales and/or product management experience in the communication service provider industry.
• Proven track record of meeting or exceeding sales targets and growing product revenue, market share, and profitability.
• Strong understanding of broadband deployment architectures.
• Proven ability to identify customer issues and develop new products to address them.
• Proven ability to articulate and sell the distinct value of products and services against the competition.
• Experience developing business cases, pricing strategies, and multi-year product roadmaps.
• Ability to communicate, present, and influence at all levels of an organization, including executive and C-level, and across cross-functional teams without direct authority.
• Excellent listening, negotiation,…