Job Title: Lead, Sales/Acct Mgmt

Job Code: 20620

Job Location: Remote Opportunity – Canada

Job Schedule: 10/75: Employees work totaling 75 hours bi-weekly

Job Description:

L3Harris PSPC has a large global customer presence servicing MODs, MOIs, MOHs, utilities, and public safety agencies.  This International LTE role will be responsible for sales and pipeline management for all LTE and MCX opportunities and pursuits internationally.  The specific market focus will be cellular carrier relationships that sell MCX and LTE solutions that support Public Safety (Fire, Police, other first responders), Military (MoD, MoI, etc), hydro, utility, transportation, and municipal security or adjacent markets.

The successful candidate will be accountable for the growth of top-line revenue, customer acquisition, and overall profitability. To accomplish this, the candidate will be responsible for actively seeking out and engaging new carrier prospects as well as managing existing carrier relationships by providing comprehensive and suitable solutions for every customer.   Candidates will also need a firm understanding of how to execute a channel strategy and work with resellers and other force multipliers across a region.

Essential Functions:

• Achieving agreed-upon sales targets and outcomes
• Prospecting, qualifying, proposing, negotiating, and closing new deals
• Managing opportunities in all stages of the sales funnel, including performing cost-benefit and needs analyses of potential customers
• Establishing, developing, and maintaining positive business and customer relationships
• Influencing customer procurements to gain a competitive advantage
• Performing competitive assessments and identifying attractive solution positions
• Conducting sales presentations and leading marketing activities, including participation in tradeshows, conferences, and product demonstrations
• Providing updates to senior sales/operations staff of any concerns, financial statuses, or other matters as applicable
• Assisting customers and other sales channels to achieve business goals
• Ensuring that customer management tool updates are complete
• Ensuring that forecasting, sales plans, and sales activities are up-to-date,
• Attending sales meetings, submitting timely expense reports, and completing other administrative tasks as required
• Direct sales: growth and retention through account management of existing customers; prospecting new customers throughout territory 
• Own customer relationship and manage dialogue between customer and technical team, field services, engineering, customer care, product demonstrations etc.
• Please be prepared to show examples of 5-year plan for customer retention and migration to LTE and MCX technologies

Qualifications:

• Bachelor's with 9 years prior experience, Graduate Degree with 7 years prior experience. In lieu of a degree, minimum of 13 years of prior related experience.
• At least 10 years’ experience in LTE technology sales
• Canadian, US, or EU citizenship and ability to obtain and maintain a security clearance

Preferred Additional Skills:

• Proven experience in consultative selling – focusing on building and sustaining strategic relationships
• Proven experience in developing and executing robust sales plans and managing complex cross functional pursuits
• Proven experience selling to police, fire, Ministry of Defense, Ministry of Interior, Ministry of Home Affairs, federal agencies, utilities, oil & gas, and transportation (airports and rail)
• Proven contacts within key markets
• Proven success in developing multi-million-dollar LTE/MCX deals; examples of how you influenced/developed the RFP spec
• Experience selling IoT, converged solutions, and whole communications ecosystem (radio, dispatch, towers, backhaul, accessories, CAD, RMS, in-building coverage solutions)
• Experience and relationships with two-way radio resellers, manufacturer’s reps, lobbyists, and LMR consultants; proven history in training and working along-side reseller sales staff and engineers in developing sales strategies, presentations, and close plans
• Experience in managing timelines and customer expectations
• Experiencing leading proposal efforts for large multi-million-dollar system sales
• Strong knowledge of market competitors and technology
• Demonstrated ability to optimize territory growth
• Strong negotiation skills
• Experience managing large complex deals with protracted procurement processes consisting of multiple decision makers, multiple competitors, and requiring multiple levels of approval
• Experience managing the dealer experience, from both a sales and service delivery perspective
• Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships
• Completely fluent in English (written and spoken); functional in Spanish, French, or Arabic a plus
• Lives in Canada, UK, or Italy and less than 30 minutes from major international airport