Sales Director at Acacia Communications
San Jose, CA, US

 

Acacia Communications is an optical networking technology company that empowers cloud and content providers to connect at the speed of light enabling them to meet the rapidly increasing consumer demands for data.

 

Reports to: Americas Regional VP of Sales
Location: San Jose, CA

 

The primary goal of this role is to manage customer relationships and continue to grow existing accounts in the Bay area.  The Global VP of Sales has positioned the company and sales for explosive growth and we are looking for a dynamic individual contributor to take on these key accounts.  

 

Key Essential Functions

  • Responsible for customer engagement within an assigned geography as well as global responsibility for customers headquartered in that geography
  • Establish and maintain relationships with the Executive Management, R&D, PLM and Supply Chain organizations at hyper-scale data customers and other target customers
  • Manage the sales process of a high value product for assigned accounts/territory including developing the sales strategy for this region, presenting to and getting buy in from senior staff
  • Develop proposals with help from Company PLM, R&D and operations
  • Manage the day to day business with customers including tasks like forecasting, quoting prices and booking orders
  • Schedule, manage and attend customer quality audits at both the company headquarters and the contract manufacturer which includes following up action items that result from the audit 
  • Lead and manage the negotiation of contracts and agreements with help from management, PLM, operations and finance

 

Other Duties

  • Champion and communicate customer’s system requirements to influence the company’s product and technology roadmap
  • Perform other duties as assigned

 

Minimum Qualifications, Experience, Skills, Education and Certifications

  • Bachelor’s Degree (or higher) in business, or the equivalent qualification in training and experience
  • 15+ years of experience in field technical sales and sales management experience in the optical communications industry
  • Solid understanding of the communications marketplace, platforms and market leaders
  • Knowledge of the region’s competitive environment with ability to develop strategy and tactics to penetrate accounts
  • Demonstrated track record of establishing relationships with the Executive Management, R&D, PLM and Supply Chain organizations
  • Demonstrated experience driving the strategic selling process of high value products with tier one customers
  • Successful track record of interfacing with executives, key decision makers and influencers at target customers
  • Ability to advocate for the customer internally while advocating for the company externally drawing a deliberate balance between sometimes opposing views and objectives
  • Tactical understanding and ownership of customer order process from forecasts to shipment
  • Excellent verbal and written communications and problem solving skills required

 

Additional Considerations

  • Familiarity with Quality and Reliability terms and practices
  • MBA preferred

 

Special Physical/Travel Requirements

  • Position requires 10% travel

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.