Title: Director of Sales - Southeast Asia
Location: In Region
Headquartered in Alviso, CA, Minerva Networks is a privately owned infrastructure software company developing end-to-end IP television (IPTV) delivery platforms for the telecommunication market.
Play a key role in expanding the Company's penetration into the Southeast Asia region. The successful candidate will join Minerva's worldwide sales team and will drive all sales activities in the region.
Job Summary:
The role of the Director – Sales will provide strategic direction to the growth plans of Minerva Networks Inc. in Southeast Asia (SEA) by establishing and growing in-market business relationships. As Minerva’s lead employee in SEA, the Director will work closely with the Minerva Corporate to identify business opportunities and drive and execute strategies to grow Minerva’s revenues in the region. Operating at both a technical and commercial level, this individual will successfully promote Minerva products and technologies to Telecom, Hospitality, and Cable operators and related customers in the IPTV ecosystem within the SEA region.
Job Functions:
Engage and network with all constituents of the IPTV industry and ecosystem including content providers, operators, networks, set top box and security providers to establish, maintain and grow relationships. Your success will be reflected in product sales through channel partners to service providers.
Monitor competitor activities and market potential to identify opportunities for Minerva’s iTVManager products and technologies in SEA.
Present Minerva and Minerva technologies to the channel partners, potential customers and establish presence at industry events.
Engage with Minerva’s Product Development teams to make recommendations on new business opportunities and the expansion of existing product and lines of business.
Overall Scope:
Interact with potential partners / customers, industry groups, and other key external stakeholders to understand and evaluate business opportunities, and to develop and execute sales activities.
Provide local market competitive analysis, market mapping and monitoring of the marketplace to ensure we have the most up-to-date competitive and market information with which to make sound business decisions and determine our best business and growth opportunities.
Influence the Americas marketing team to implement local marketing strategies: build and develop marketing relationships.
Work with Corporate Communications and Marketing Services in US headquarters to maximize partner marketing and branding opportunities in SEA.
Provide weekly forecast updates on status and progress.
Key Attributes:
Telecom Sales Experience; Experience in other industries aligned to Minerva’s IPTV business.
A proven track record of selling to telecom customers through channel partners. Working on technology commercialization with demonstrated results is essential.
The ability to develop, present, and sell a complex solution. The ideal candidate needs experience in high ASAP solution sales.
This is an individual contributor position that will have the opportunity to influence the future direction of Minerva’s business in SEA.
Clear and Effective Communication Skills
Strong cultural fit – proven track-record of success at a Silicon Valley based high tech corporation.
Skills and Education:
8-10 years overall industry experience
Well-networked in the telecom space in SEA with an understanding and existing relationships through out the SEA region.
Strong technical background in networking technology, middleware or related industry.
Commercially savvy with a proven track record in negotiating and closing deals.
Good presentation skills: act as Minerva’s spokesperson in the telecommunication industry in SEA, at events internal and external to the company.
Minimum of 5 years experience in a capacity that demonstrates the potential to meet the above responsibilities in a sales role. An understanding of software licensing would be an advantage.
BSEE, Business or the equivalent in experience; past experience working in a multinational organization with an overseas assignment would be an advantage
Position will require 40 to 60% percent international travel.
Fluency in English and Chinese (Mandarin).
Personal Attributes:
Capability to understand and pursue the strategic objectives of the organization.
Creative problem solver capable of developing, proposing and executing on business concepts and deal proposals that are consistent with Minerva’s business objectives and operating procedures.
Self-motivated with an ability to maintain high standards and of excellence and results while working independently.
Ability to engage with key leadership along with good influencing/facilitating skills thereby able to work collaboratively with business/technology groups across the organization and region.
Naturally able to network, build and maintain relationships
Excellent communication/interpersonal skills both written and verbal.
Ability to think and act strategically with strong problem solving and analytical skills.
Diplomatic and able to execute in a dynamic deadline-driven environment.
Minerva Networks is an Equal Opportunity Employer. We recruit, train, compensate and promote without regard to race, religion, creed, color, nation origin, sexual orientation, marital status, veteran’s status or disability.
If you are interested in submitting your resume for this position, please email it to hr@minervanetworks.com and reference the Job ID in the subject line.