Description of Duties:
Primary duties of the Regional Sales Manager include:
· Managing and coordinating the entire sales process – including opportunity identification and development via our existing and potential partners. Estimated 2010 bookings quota 15M US$.
· Development of strategic and tactical plans to succeed in achieving short term and long term business goals of the company via an indirect sales model
· Contribution to new solution development strategies through the analysis of prospect, customer and market requirements.
· Primary management responsibility for the channel partnership relationships and the key point of contact between them and the cross functional operations within BigBand Networks.
· Forecasting and reporting of market, prospect and end user customer requirements.
· Presentation of technical and business solutions to partners and support of their end user prospects and customers as part of the sales process.
· Coordination of internal resources necessary to support major opportunities all the way through the deployment of individual projects.
· Accurate reporting of market, prospect, customer and competitive activity trends and market developments to all levels of management across the company.
· Facilitation of meetings and technical discussions.
· Ensuring individual quarterly and annual business bookings objectives and company sales targets are met and/or exceeded.
Qualifications:(required)
· Minimum 10 years experience in the cable/telco or networking industry with strong digital video over HFC understanding
· Knowledge of MPEG2, MPEG4, and other related standards required.
· Experience with IP related switches, routers, servers, QAM’s, and DOCSIS media processing equipment
· Excellent English oral/written communication and inter-personal skills.
· Successful sales track record in in-direct sales environment with demonstrable cable experience.
· Ability to communicate with technical experts and senior management in Mandarin and English.
· Ability to facilitate meetings and technical discussions at different levels
· Ability to make presentations to partners, their prospects and customers on a technical level.
· Success in implementing strategic systems sales and meeting / exceeding aggressive revenue targets via in-direct partners
· Ability to work with minimal daily supervision, is self-motivated, results oriented and ability to navigate through a complicated sales cycle and in-direct sales model
· Proficient in using MS Word, Outlook, Excel and Visio. Excellent follow through and sales skills - tenacity on behalf of the customer and the company is expected.
· Proven sales track record via channel partners for complex solutions sold into the cable providers and Telco's
· High energy with a true entrepreneurial spirit and passion for a fast-paced, dynamic environment with the majority of support resources in different time zones
· Domestic travel required and occasionally international
· This position will be based out of ourBeijingoffice reporting to the head of Greater China Sales
· Technical Degree
