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[ID] 3572 [Position] VP of North American / European Sales [Location] Northeast / Boston [Client] Our Client Our client is an innovator and provider of network and service solutions that create business opportunities for service providers and enterprises. The company is profitable and growing globally with a unique solution which enables existing networks to profitably deliver and manage advanced services that are being driven by the diverse applications of today and tomorrow. It’s a fast and exciting atmosphere that lets you create your own success while helping to solve challenges for some of the world’s largest networks. [Recruiter] Darlene Corrubia [Location Keywords] Boston, MAssachusetts, east, northeast, north east [ID #] 3572 [Description] 
The Opportunity Common Agenda has been entrusted to search for a VP of North American / European Sales. This position reports to the Sr. VP of Sales and will have 12 reports including 5 sales directors. This Sales Leader will be responsible for customer engagement and team leadership for NA and Europe. There are two primary functions to the Sales VP role. First, is to develop business along with sales team with the Executive Management, R&D, PLM and Supply Chain organizations at the company’s target customer base (OEM’s based in US and Europe). Second is managing a team and the sales process of a high value product by wielding influence over the customer’s organization, moving easily from executives to engineers to purchasing. Responsibilities The ability to develop proposals with help from PLM, R&D and operations is required in support of this strategic selling process Previous experience selling optical technology into the NA and European OEM’s Track record of managing day-to-day business with customers such as forecasting, price quoting and booking orders Schedule and oversee customer quality audits at both HQ and contract manufacturer and follow up action items that result from the audit Experience leading and managing the negotiation of contracts and agreements with help from management, PLM, operations and finance Experience BSEE/MBA or higher degree 10+ years sales and sales management experience in optical communications Solid understanding of the communications marketplace, platforms and market leaders Knows the region’s competitive environment and can develop strategy and tactics to beat the combatants Demonstrated experience driving the strategic selling process of high value products with Tier one customers (familiarity with the Miller Heiman Strategic Selling process is valued) Track record of interfacing with executives, key decision makers and influencers at target customers Champion customer’s system requirements to influence the company’s product and technology roadmap Ability to advocate for the customer internally while advocating for the company externally drawing a deliberate balance between sometimes opposing views and objectives Establish and maintain relationships with Supply Chain Organization at target customers Tactical understanding and ownership of customer order process from forecasts to shipment Familiarity with Quality and Reliability terms and practices Manage the company’s participation in regional trade shows
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