What are the responsibilities and job description for the Director of E-Rate Sales position at Gateway Fiber?
Gateway’s Beliefs About People:
Gateway believes that people want to know they are cared for both professionally and personally at work. We need a clear vision of where the company is going and how we can contribute to it. At Gateway, we look out for each other and actively find ways to help one another. We all have a role in defining the path forward towards the company’s vision. We strive for a transparent environment where information is readily shared and our teams feel safe to share feedback, even if it might seem unpopular. Someone in the right role with the tools to succeed can operate autonomously to meet their objectives. Gateway’s beliefs about people shape the company and the way we do business.
E Rate Expertise
• Demonstrated understanding of the E Rate program, including funding cycles, eligibility rules, Form 470/471 processes, and procurement requirements.
• Experience selling into the K 12 and library markets through the E Rate program strongly preferred.
• Familiarity with E Rate eligible services such as WAN, DIA, etc.
Sales Performance & Revenue Growth
• Proven track record of achieving or exceeding annual sales quotas within the E Rate or public sector telecom space.
• Ability to build, manage, and grow a healthy pipeline aligned to funding windows and customer procurement timelines.
• Experience selling complex network solutions, with a strong preference for candidates who have successfully sold WAN services in the E Rate market
Customer Relationship Development
• Ability to build deep, trust based relationships with school districts, libraries, consultants, and other key E Rate stakeholders.
• Skilled at uncovering customer needs, positioning value, and guiding prospects through long sales cycles.
• Strong presence and credibility when engaging with superintendents, technology directors, and district leadership teams.
Market Engagement & Field Activity
• Willingness and ability to travel regularly to meet with prospective customers, attend regional events, etc.
• Comfortable operating as a highly visible, customer facing representative of the company in assigned territories.
• Commitment to proactive outreach, in person meetings, and consistent engagement with decision makers
Sales Process & Collaboration
• Ability to navigate RFP processes, coordinate with internal teams, and ensure timely, compliant bid responses.
• Strong collaboration with engineering, product, and operations teams to design solutions that meet customer needs and E Rate requirements.
• Skilled at forecasting, CRM management, and maintaining accurate visibility into pipeline and deal progression.
Professional Attributes
• Self motivated, disciplined, and capable of managing a territory with minimal oversight.
• Strong communication, presentation, and negotiation skills.
• High integrity and commitment to operating within the rules and spirit of the E Rate program.
Qualifications:• Bachelors degree in Business Administration, Political Science, Public Relations, or related field required; MBA or law degree preferred.
• Ten years of experience in advocacy or public policy required.