Enterprise Sales Manager

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).

• 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.

• 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.

• Collaboration with carriers, neutral‑host providers, and enterprise real‑estate stakeholders.
• Working knowledge of iBwave, DAS design principles, venue constraints,…