Director, Western U.S. Sales & Business Development

TEKTELIC Communications is a leading Canadian technology company specializing in industrial-grade Internet of Things (IoT) solutions. Our portfolio includes LoRaWAN® gateways, wireless sensors, network management software, and integrated IoT solutions serving enterprise, industrial, and commercial markets worldwide.

Our ambition is to become a global leader in industrial LoRaWAN IoT solutions, making TEKTELIC the preferred choice for customers deploying reliable IoT solutions at scale.

TEKTELIC is seeking an exceptional Director, Western U.S. Sales & Business Development to establish TEKTELIC as a leading LoRaWAN IoT solutions provider across the Western United States. We are looking for a driven, entrepreneurial sales professional with a proven history of exceeding targets, opening new markets, winning strategic accounts, and building successful channel partnerships.

This is a hands-on, quota-carrying individual contributor role with full accountability for territory strategy, profitable revenue growth and customer and partner development. The successful candidate will bring deep commercial expertise, technical understanding, energy and the ability to make a meaningful impact from day one.

Our three primary market priorities are IoT network infrastructure (enterprise, utilities, municipalities and network operators), building automationt solutions (building owners, facility managers and integrators), and people monitoring and asset tracking. Additional opportunities include industrial IoT, healthcare, smart agriculture and other promising markets.

• Own regional sales results:
  Achieve and exceed ambitious revenue targets while protecting margins and building sustainable business.
• Develop territory strategy:
  Establish priority markets, target accounts, routes to market and a practical quarterly execution plan.
• Win new strategic customers:
  Proactively prospect and engage executive, technical and procurement stakeholders; lead opportunities from discovery to close.
• Build productive channel partnerships:
  Recruit and enable distributors, system integrators, OEMs and solution partners that generate qualified opportunities and repeat revenue.
• Lead consultative solution selling:
  Define customer requirements, demonstrate ROI and total cost of ownership, and convert well-scoped pilots into commercial deployments.
• Grow existing accounts:
  Strengthen relationships, expand deployments, and develop cross-selling and repeat business.
• Maintain commercial and forecasting discipline:
  Manage Hub Spot opportunities, proposals, negotiations and reliable forecasts while protecting pricing and profitability.
• Build market leadership:
  Develop reference customers, represent TEKTELIC at industry events and share competitive intelligence with global teams.

Required

• Minimum 10 years of proven enterprise B2B sales experience, with a consistent record of exceeding targets and winning significant accounts.
• Demonstrated success building markets and territories, personally generating opportunities and closing complex sales.
• Proven experience developing commercially productive channel partnerships and engaging senior decision-makers.
• Strong value-based technical solution selling, negotiation, account planning, forecasting and commercial judgment.
• Entrepreneurial, resilient and highly accountable, with the ability to work independently and elevate team performance.
• Residence in the Western United States and willingness to travel approximately 25% to 40%.

Preferred

• IoT, LoRaWAN, wireless networking, telecommunications or industrial technology sales experience.
• Established relationships in smart buildings, facility management, utilities, industrial IoT, asset tracking or healthcare IoT.
• Experience selling network infrastructure, sensors, connected devices or integrated solutions, including competitive displacement and public-sector opportunities.
• Bachelor's degree in Business, Engineering, Technology or related field, or equivalent relevant professional experience.

• Opportunity to build a market leader, with ownership and autonomy over an important US territory.
• Competitive base salary with meaningful performance-based variable compensation tied to revenue, new customers and productive partners.
• Innovative IoT hardware and software portfolio, supported by global engineering, product, marketing and sales teams.
• Professional growth and an opportunity to…