Jobs

Open Positions Updated: February 04, 2010

Senior Sales Executive

Interested candidates should send a resume, cover letter and salary requirements to:

Telecommunications Industry Association
ATTN: Human Resources
2500 Wilson Boulevard, Suite 300
Arlington, VA 22201-3834

Or you may fax your cover letter, resume and salary requirements to: +1.703.907.7727, ATTN: Human Resources. You may also eemail tiajobs@tiaonline.org.

No phone calls please.

Senior Sales Executive

This position reports to the Vice President, Sales and Marketing.

The Senior Sales Executive develops sales and business development interactions with companies across the information and communications (ICT) sector to secure sales of TIA memberships, products and services. This position is responsible for managing a robust pipeline of prospects and existing members to successfully meet the Associations sales and marketing goals. Contacts range from C-level executives, marketing professionals, regulatory and technical audiences within existing member and prospect companies. The goal of this position is to grow the overall membership base of the association, facilitate member retention, as well as cross-sell and up-sell the TIA portfolio of products and services.
A Senior Sales Executive is tasked with prospecting new and existing client segments across the ICT industry and creating client value using TIA’s membership value propositions and product benefits. After each consultative sale, the Senior Sales Executive coordinates with Member Services to manage the ongoing services related to the sale and leverages the current sale into long-term relationships.
KNOWLEDGE & SKILL REQUIREMENTS:
The successful candidate will be an experienced sales leader who has worked either in the telecommunications industry, trade association or traditional professional services organization, and has been successful at meeting and exceeding sales and business development goals.

• BS/BA degree preferred • Minimum of five years solution/services sales and/or association membership sales. • Ability to manage P&L projects and/or business practice. • Developed and executed business strategies to substantially increase revenues/bookings. • Played a lead role in the business development cycle by crafting strong solutions, demonstrated consultative selling and closing skills. • Established a proven track record of achieving revenue/booking targets. • Shown distinctive competence in managing the complete lifecycle of a complex sale. • Developed strong C-level client relationships. • Strong track record of demonstrated success and quota achievement. • Experience developing business plans and understanding of vertical market industry solutions. • Demonstrates the following leadership qualities: • Business maturity and consultative skills (problem-solving, negotiation, assessment, speaking/presentations, listening, facilitation, project management, ability to influence, and management of billable work). • Consultative approached to selling. • Customer focused. • Strong teamwork skills. • Ability to effectively leverage resources. • Ability to travel extensively, up to 50%
INDUSTRY EXPERTISE:
A Senior Sales Executive ideally has experience selling association membership and/or sector experience selling to telecommunications equipment manufacturers, network operators, , platform providers, applications developers, media companies, component makers, and the greater information and communications industry (ICT). The ideal candidate will have experience selling subscription services to the following audiences; C-Suite, Industry Affairs, Regulatory/Policy, Market Analysis, Business Analysis, Standards and Product Marketing groups. The ideal candidate has a good understanding of the issues and trends impacting the global telecommunications industry spanning the five pillars of TIA, including; Policy, Standards, Sustainability (Environment), Networking Events and Certification, and the underlying technologies affecting the industry.
Experience working with telecom network operators, a plus.

Skills:
• Has been a senior sales representative in the association and/or telecommunications industry • Has developed and executed tactical sales plans including quotas, account objectives, pipeline management and lead generation campaigns. • Has conducted phone sales and email campaigns. • Is highly organized and has very effective time management skills. • Is a demonstrated leader among employees. • Is highly computer literate and uses sales database tracking programs such as SalesForce.com • Possesses strong negotiating skills and capacity. • Possesses strong written and verbal communication skills. • Has equally strong listening skills.

Experience:
Minimum 8 years, preferably 10 years, as a sales representative with increasing responsibilities. Prefer telecommunications industry sales experiences and/or association sales experience.

Interested candidates should send a resume, cover letter and salary requirements to:

Telecommunications Industry Association
ATTN: Human Resources
2500 Wilson Boulevard, Suite 300
Arlington, VA 22201-3834

Or you may fax your cover letter, resume and salary requirements to: +1.703.907.7727, ATTN: Human Resources. Or you may e-mail tiajobs@tiaonline.org.

No phone calls please.