Oceus Networks Looking for Account Manager, Commercial Sales (Transportation And Logistics) at Myrtle Point OR Full Time

Account Manager, Commercial Sales (Transportation and Logitics)

Remote, U.S.

About Us

Oceus Networks designs, delivers, and supports a wide range of mobile broadband solutions for USG and commercial, customers. As part of the Commercial Solutions team, the Senior Manager Account Executive (Transportation & Logistics) position will work directly with our Sales, Sales Engineers, Business Development, and R&D teams to identify and qualify opportunities, shape customer requirements, and close a pipeline of subscription-based business. For more information, please visit us at https://oceusnetworks.com.

Location Note: Flexible from a U.S. based location

Travel: Anticipated 40-50% to U.S. customer sites and corporate locations

Position Description:

The Account Manager will support our vertical sales in the Transportation and Logistics sector. We need dynamic fast paced individuals that bring a combination of industry relevant experience, a solution-oriented mindset, and an ability to sell and advise our customers on the best way to make the most of our private cellular solutions to address their business-critical problems in their shift to Industry 4.0 the Industrial Internet of Things (IIoT). If that sounds like you, keep reading!

This position requires the ability to communicate technical details, both orally and written, to customers showing a thorough understanding of their business problem and an effective proposed solution.

Typical pre-sales activities include gaining an understanding of a customer’s business, analysis of a customer’s communication network needs, preparation and presentation of proposals, and describing how Oceus products and solutions meet those needs. The Manager Account Executive (Transportation & Logistics) responds to official customer solicitations to include solutioning, preparing the solution bill of materials, working across the organization to determine the level of effort required to implement the solution, and developing the proposal. Typical post-sale activities include keeping customer current on how the organizations products and solutions address the customers changing and future needs. This position requires extensive knowledge of the organizations products and solutions to understand the key integration points in customers networks in the transportation and logistics vertical market sector. The domain focus of this position is commercial customers in the transportation and logistics industries (with an initial emphasis on 3rd party logistics) requiring private cellular network solutions in support of digital transformation, automation, and the Industrial Internet of Things (IIoT).

Qualified candidates will have client experience in Transportation and Logistics such that you are familiar with key challenges and opportunities in the industry, and have sold and/or delivered technology initiatives that address those challenges and opportunities.

The ideal candidates will get motivated and excited by the list of things we’re looking for below.

• We are looking for strategic thinkers and leaders that love to problem solve (especially with technology solutions).

• Whether you like to sell or solution, you should get excited about sharing how Oceus’s technology can provide unique solutions that address needs within the industry.

• We want candidates that:

• Bring a high energy, engaging presence to internal and external audiences in a variety of settings (virtual, white boarding solution sessions, customer presentations, internal enablement)

• Partner effectively across teams to create Transportation and Logistics relevant points of view, assets and solutions

• Collaborate with sales teams to help them bring an industry solution-oriented mindset that elevates the growth plans for their accounts

• Use their unique industry knowledge and understanding to help create and progress sales opportunities with customers

• Unlock new demand by uncovering Transportation and Logistics business problems and matching them to our solutions

• Uncover executive-level initiatives and pain points that map back our solutions across multiple lines of business

• Have an understanding of the way Transportation and Logistics businesses operate, how they make decisions, and the priorities that drive decisions from the C-level

Duties and Responsibilities:

• Responsible for meeting assigned revenue objectives

• Develop and manage a robust, metrics-driven sales plan in the target vertical (transportation/logistics) that ensures attainment of corporate goals and key performance indicators; manage the direct sales pipeline products/services, pursue initial contact and coordinate follow ups to obtain conversion and business realization

• Proactively prospect and independently identify leads and key decision makers for target

• Measures existing market and company’s share. Identifies new markets and the need for new products. Expands share of market with existing and new accounts

• Identifies objectives, strategies, and action plans to improve short- and long-term sales and earnings with the assigned target vertical

• Develops sales strategies that will produce maximum market penetration within the target vertical

• Establishes and maintains close personal contact with top echelon customers. Locate and propose potential business opportunities by contacting end user customers and potential strategic partners

• Screen potential business deals/opportunities with final end user customers & analyzing market strategies, deal/opportunity requirements, prospect and market potential, and financials

• Conduct consultation and strategy meetings with clients

• Meet or exceed sales targets through detailed account planning and weekly forecasting sessions

• Build long lasting relationships with key industry decision makers that lead to continued sales, new upsell and cross-sell opportunities

• Maintain up-to-date awareness of company activities, industry trends

• Cultivate business relationships through networking, industry events, and outbound marketing

• Maintain industry and technical knowledge; participate in industry tradeshows and conferences

• Research and provide insight on competitive positioning

• Assist in decisions involving price structure and price negotiations

• Ability and willingness to work remotely

• Exercise independent judgment and discretion to make decisions

• Additional duties as assigned

Qualifications and Requirements:

• U.S. citizenship

• Ability to pass a background investigation, including drug testing

• Bachelors Degree in technical field

• 5+ years of experience in 3PL; warehouse logistics, “big box” warehouse companies

• Sales and marketing experience in telecommunications, business transformation or information technology industry with experience in SaaS + enterprise software tools, solutions and pricing the same

• Results-driven with an entrepreneurial mindset, strong business and marketing strategy skills with a proven track record of successful business generation

• Exceptional communication skills to effectively, clearly, and concisely convey ideas, concepts, and opportunities. Excel in verbal communication, written presentation and formal settings.

• Ability to handle multiple tasks and projects effectively under deadline pressure

• Consistent achievement of year over year quota and/or performance goals attainment

• Experience in defining and delivering ROI/ Business Case for large scale initiatives

• Experience crafting complex sales proposals that tie technology products to business problems

• Ability to work across extended teams consisting of sales specialists, solution engineers, customer success, and training personnel

• Availability to travel anticipated up to 50% to U.S. locations

Preferred Experience

• Advanced academic degree (MS/MBA)

• 5+ years experience in deploying technology solutions to the transportation & logistics markets

• 5+ years of experience working in high tech solutions (hardware + software + service)

• Understanding of private cellular network solutions; familiarity with RAN + SAS and RF constructs

• Prior/current technology start-up experience selling integrated solutions with an emphasis on proprietary software

• Experience in different/emerging pricing models (Network as a Service, subscription-based annual recurring revenue)

• Experience with large technology driven business transformation initiatives

Individuals with disabilities who need assistance with the application process may contact us by email: [email protected] or phone: 703-234-9176.

Our Commitment to Diversity, Equity, and Inclusion

At Oceus Networks our people are as diverse as our projects. We understand and embrace the belief that our differences are what make us a team. We are guided by Equal Employment Opportunity (EEO) principles and laws and provide qualified applicants opportunities for employment based on merit and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Equal Employment Opportunity is the Law. Applicants have rights under Federal Employment Laws:

Family and Medical Leave Act (FMLA)

EEO is the Law English Version

EEO is the Law Supplement English Version

Employee Polygraph Protection Act (EPPA)

Oceus Networks complies with Form I-9 identity and legal work authorization requirements, and we utilize E-Verify for Employment Eligibility Verification in accordance the Immigration Reform and Control Act of 1986 (IRCA).