Senior Vice President of Sales

Senior Vice President of Sales

Catalyst Communications Technologies, Inc.

JN26035

The public safety communications marketplace is experiencing a disruptive transition from narrowband Land Mobile Radio (LMR) systems to broadband cellular networks.

New Broadband-based public safety systems including FirstNet™ built with AT&T and Southern Linc’s Critical Linc are being rolled out across the US, and they are changing how law enforcement, fire, EMS, federal, utility, and transportation organizations communicate during incidents.

Catalyst Communications Technology is a pioneer in radio-over-IP technology and has been a trusted supplier of traditional LMR dispatch solutions for nearly thirty years.  In addition to its success in the LMR market, the company has developed ground-breaking Broadband dispatch and Interworking solutions and is uniquely well-positioned to realize exponential growth as this market evolves.

Catalyst has an opening for an entrepreneurial, energetic, and experienced leader to help us make this transition. We want someone who can continuing to grow our traditional LMR business while realizing the potential for rapid growth in emerging Broadband markets.

For the right candidate, this role offers a rare and rewarding opportunity to be a visionary leader who can profoundly impact the trajectory of an innovative company that is exceptionally well-positioned for success.

Job Responsibilities

·           Executive Leadership

§  Report directly to the President, the most senior executive in the firm.

§  Collaborate with other members of the senior leadership team to advance the overall success of the firm and advise the President on key decisions. 

§  Provide expert guidance on customers, evolving market conditions, competitive tactics, and growth opportunities. Advise product development teams on customer demand for new capabilities, alternative products, and pricing.

§  Lead the sales activities of the firm. Collaborate with the Director of Marketing. Develop an overall strategic growth plan and drive the organization to deliver on this plan. 

§  Serve as a spokesperson for the firm at trade shows, industry forums and public relations events.

§  Promote Catalyst’s Core Values: Integrity, Quality, Innovation, & A Great Working Environment

·           Sales Management

§  Develop Catalyst’s overall plan for growing revenue in established accounts, in greenfield accounts & markets including international, and through channel partners.

§  Drive the organization to meet and exceed annual and quarterly revenue targets.

§  Consistently make reliable sales forecasts with a firm grasp on the milestones required to close deals. Develop an opportunity pipeline that is robust, realistic, and growing.

§  Manage a team of salespeople and sales engineers. Establish individual assignments, quotas, and activity goals. Implement incentive plans that motivate team members to exceed performance targets.

§  Using structured sales methodologies and a disciplined cadence of reviews, drive the sales team to optimize their plans, activities, and results. 

§  Support salespeople on customer visits, key presentations, and proposal development. Guide cross-functional teams toward customer-focused solutions and winning proposals.

§  Demonstrate sales mastery in self-assigned accounts. The Senior Sales VP is expected to lead by example and demonstrate his/her sales proficiency by managing their own accounts and partner relationships.

§  Ensure that all relevant information for your accounts and those that report to you is promptly documented in Catalyst’s NetSuite CRM and ERP system.

Qualifications

·           Experience

§  You must have at least seven years of experience as a direct salesperson and as a sales manager. This experience should include selling voice dispatch solutions, LMR infrastructure, or Computer Aided Dispatch systems to first responders or other critical communicators within state & local government, federal agencies, or utilities.  You should thoroughly understand how these customers fund and purchase infrastructure.

§  In addition to direct sales, you should be familiar with LMR distribution channels and have demonstrated success teaming with partners to capture business in these markets.

§  You must have a track record of generating business in greenfield accounts where there was little or no prior penetration of your company’s product or service. You should demonstrate your ability to thoughtfully identify those segments, niches, and customers where your company's solutions will be highly valued and differentiated. You should have a history of success in getting the attention of new accounts, gaining access to decision makers, and ultimately establishing trusted-advisor relationships with these clients.

§  You should have experience supervising other salespeople, and a track record of consistently meeting individual and team goals.

§  You should have a successful track record working in an entrepreneurial company.

·           Knowledge

§  You must have a strong operational understanding of how customers use LMR and cellular dispatch products to meet their mission requirements.

§  You must have a working understanding of voice and data dispatch technologies and the operational tradeoffs associated with these alternatives (coverage, reliability, speed, interoperability, security, access).  You should have a basic understanding of Internet Protocol and circuit-switched networks and be familiar with applicable industry standards such as Project 25, Digital Mobile Radio, and the 3GPP standards for Broadband Mission Critical Communications.

§  You should be well versed in at least one established sales methodology and have developed effective practices for funnel and forecast management.

§  A bachelor degree (or higher) is expected, preferably in technology or business.

·           Capabilities

§  You must have exceptional communication skills with a written communication style that is clear, accurate and professional.  

§  You also should demonstrate strong one-on-one oral communications, with exceptional prospecting skills.  You should have the ability to quickly generate interest, develop rapport, and establish your value to prospective customers.

§  You need superb presentations skills that allow you to clearly and persuasively present complex concepts. You will be expected to independently present introductory solution overviews to non-technical operations-oriented customers. Sales engineers are available for more advanced presentations, but you are expected to develop the knowledge and confidence required to lead initial solution discussions. 

§  Catalyst is an entrepreneurial, fast-moving company where all employees are trusted to self-direct and self-monitor. You must be adaptive, flexible, and willing to learn new skills to get the job done.   In addition, you should have high personal standards of quality, with an attention to detail.

§  In any given month you may need to spend as much as half of your time on the road, visiting customers or working with the team at Catalyst corporate headquarters in Forest, VA.  International travel may be required. Living in the greater Forest (Lynchburg), VA area is strongly preferred; alternatively living near a major airport is very important.

To learn more about Catalyst Communications Technology please visit www.catcomtec.com and https://www.youtube.com/@catalystcommunicationstech5035

Submit your resume to scampbell@catcomtec.com