Director, Business Development- Higher Education

 

In our ‘always on’ world, we believe it’s essential to have a genuine connection with the work you do.

 

RUCKUS Networks a CommScope BU is seeking an experienced, technically capable and results oriented individual to do Business Development lead within our State, Local, and Educations (Higher Education) vertical markets globally. As part of this organization, this person will work with our various field sales organization within CommScope, our partner channels, to help identify, qualify, track, and ultimately win large Higher Education opportunities.

 

This individual should have a firm understanding of CommScope technologies including RUCKUS Wi-Fi and networking, wireless for both licensed and unlicensed use-cases in these verticals, connectivity infrastructure of copper and fiber, the competitive landscape, and be capable of positioning all CommScope’s value proposition in both a consultative and technical sales engagement. A firm technical knowledge of licensed RF, Wi-Fi protocol, connectivity infrastructure, for both indoor and outdoor environments and their various applications in next generation smart campus and city environments is preferred.

 

How You’ll help us connect the world:

 

 

• Be a trusted advisor and subject matter expert to the field sales team to engage and drive revenue for the assigned market verticals while providing an ongoing forecast for revenue and pipeline in each quarter.

• Field and respond to incoming requests from CommScope and RUCKUS sales teams and partners who are pursuing Higher Education opportunities which require market expertise in the form of understanding routes to market including contract vehicles, operating partners, as well as the offering within CommScope’s business unit such as connectivity infrastructure of copper and fiber, wireless, RF design, applications, reference architectures, etc.
• Establish eco-system solutions relationship and reference architectures with 3rd party solutions providers which can help round out the CommScope’s offerings within the Higher Education space.
• Be internal advocate to for the HIGHER EDUCATION business, by working cross-functionally with Marketing, PLM, Engineering, and Finance across Business Units, to help define features, functionality, form factors, and programs, etc., which would be needed for the Higher Education business segment to be successful.   
• Responsible for helping to create market strategy and Higher Education vertical value proposition and various “go to market” and business models for CommScope and RUCKUS products and services to be successful.
• Build technical action plans and training curriculum around the Higher Education market, with internal and external field technical leads to educate and make the technical staff and sales teams capable of positioning, designing, and supporting CommScope and RUCKUS sales opportunities.   
• Regularly communicate and compare sales funnel between CommScope and RUCKUS’ business to ensure cross-selling is being maximized between CommScope technologies. 

 

Required Qualifications:

 

• This is a senior level role which requires a strong ability to set strategies, while assisting to tactically execute if necessary, including presenting business and technical material, while understanding operating models and funding sources.
• 10 years of successful business development of end-customer and Partner sales engagements
• Experience as a quota supporting or bearing sales professional.
• Experienced relationship building to CIO/CMO level decision makers in select vertical segment.
• Deep expertise and experience in strategic thinking, planning and support.
• Understanding of regional business models and cultures and being able to adapt
• Excellent communicator both internally and externally, both technically and conceptually
• Experience working effectively both in a matrix team environment and independently to achieve assigns results