About the Sales Director – Carrier Accounts (T-Mobile)

Location: Bellevue, WA

The sales director role is for a high performance sales leader who leads and owns the company strategy, execution, attainment of goals and complete customer relationship with our Mobile Operator. This sales leader must have strong history / track record of sales success in the Mobile Internet Services/Mobile Data Solutions Industry. Established relationships with the specific Mobile Operator necessary with multiple organizations and multiple levels including the executive decision makers (this will be analyzed as part of process). A proven track record to establish new business, grow existing business and manage run-rate business important. Must show ability to introduce new concepts and take to close with large revenue. Proven track record with sales fundamentals, metrics, strategy and execution required. Exact locations only when specified.

Essential Duties and Responsibilities

* Mobile Operator Relationships & Industry Knowledge:
o Established relationships with multiple groups within the Mobile Operator to improve our current relationships as well as greatly expand our relationships beyond where they are today
o Established relationships with multiple levels within the groups at the Mobile Operator. We need to operate and have relationships and on-going meetings at multiple levels to execute on the business of today while having business level discussions with the senior level leadership on where we will be a trusted advisor partner for them tomorrow.
o Well rounded industry knowledge of the Mobile Internet Solutions / Mobile Data Offerings space. Ability to represent differentiated offerings, how the ecosystem is today and is evolving resulting in the Mobile Operator meeting and exceeding its’ revenue targets.
* Business:
o Sales Performance
1. Looking for sales and sales leadership performance excellence having exceeded personal and leadership targets for multiple contiguous years.
2. Meeting & exceeding all monthly, quarterly & annual sales targets (Top Line Revenue, GAAP Revenue and Profitability)
3. Past high income attainment and fiery disposition/passion to overachieve
o Sales Cadence – Ability to lead by example with business cadence
1. Sales Reporting: Weekly, Monthly, Quarterly and Annual forecast. Sales CRM – Salesforce.com. Understanding of the business metrics that matter and managing the business for growth: Funnel, Backlog, etc.
2. Ability to identify, develop and close sales opportunities, maintaining and growing existing revenue streams plus finding new areas for revenue growth.
3. Ability to introduce large, complex concepts that will be revenue growth of tomorrow through understanding the customers pain points, developing the business case, value propositions, presenting, cultivating and closing multiple, simultaneous revenue streams.
o Sales Strategy
1. Developing and continuously improving the overall Mobile Operator Account Strategy
2. Leading the sales team (Account Managers, Sales Engineers and extended team that supports the Mobile Operator) to achieve sales goals
3. Execute on a Strategic Selling Methodology (TAS, Blue Sheets, Value Selling, etc.) for our largest, most complex opportunities
* Trusted Advisor / Partner Status
o Sales leader with the ability to foster, cultivate & grow our trusted advisor / partner status
o Ensure people and process are working together for the mutual success of Motricity and the Mobile Operator and overall customer satisfaction
o Ensure Contractual Obligations and SLA’s are met

Skills and Experience

· MBA or undergraduate or graduate degree in business administration, commerce, or a related discipline

· 10 years’ experience in technology or media marketing /or business development with a minimum of 5-8 years of proven strategic consultative solution selling or business development in a complex sales cycle environment, ideally in the Telco domain

· Must have extensive network of strong carrier relationships

· Understanding of and experience within the Mobile marketplace

· Strong and proven track record of exceeding goals

· Sophisticated relationship management skills and cultural awareness.

· Superior presentation skills, communication skills, compelling delivery – able to evangelize in new markets

· Combines the self-sufficient drive of an individual contributor, lead any direct/dotted line reports, extended team - with ability to work as part of team

· Demonstrated experience negotiating multi-faceted contracts

· Domain Expertise: Search, Telecommunications, Wireless, J2ME understanding and exposure is a tremendous asset

Reporting to: VP, Carrier Sales