Regional Sales Account Manager in Plano, Texas at Zhone Technologies Inc

Role Summary:

The Regional Sales Account Manager serves in a senior capacity with broad strategic and commercial responsibilities. This role is accountable for defining the regional sales strategy, owning a regional revenue/quota target across a U.S. region/territory, leading revenue growth initiatives, managing key customer relationships, and ensuring alignment with the company’s global business objectives.

Location Requirement

This is a fully remote position. At this time, applicants must reside in and be authorized to work in one of the following states: California, Florida, Georgia, Massachusetts, North Carolina, New Jersey, Oklahoma, Texas, Washington or Wisconsin, due to business and compliance requirements.

Key Responsibilities

• Own and expand executive-level customer relationships to drive business expansion, acting as a trusted advisor from opportunity discovery through close.
• Develop and manage the regional account/territory sales plan, including pipeline and forecast reviews, quarterly business reviews, and strategic account planning, to maintain pipeline coverage and deliver YoY growth.
• Collaborate closely with the Product and Marketing team to define, develop and improve corporate positioning within the market.
• Analyze the competition, market trends, and customer base to formulate a sales & marketing go-to-market strategy.
• Partner with Product and Service Teams to deliver on-time, in-scope execution and achieve customer satisfaction targets.
• Conduct onsite and virtual customer/prospect meetings frequently to capture requirements and produce accurate, timely quotations.
• Present product & service proposals/solutions to the customer’s key decision-makers and influencers to win competitive opportunities.
• Collaborate with peer regional sales account team members, coordinating closely with technical sales/solutions engineering and supply chain delivery teams.
• Own weekly, monthly, quarterly, and annual forecasting, with a best-practice focus on forecast accuracy and reporting progress against quota targets.
• Use Salesforce (CRM) to manage pipeline, customer activity, and forecasting.

• 10+ years of progressive Telecom Industry sales experience, including Service Provider and Enterprise commercial sales regional/territory leadership.
• Prior sales experience selling both Fixed Wireline (FTTx/xPON access and subscriber products/solutions) and Wireless (fixed and mobile) products/solutions.
• Prior sales experience selling DWDM transport products/solutions.
• Prior sales experience selling Management & Control cloud-based software platforms.
• Proven success managing a multi-state, regional territory or multi-region sales coverage across the United States.
• Strong background in telecommunications, networking, SaaS, or similar technology-related industries.
• Demonstrated ability to lead complex commercial negotiations and close high-value opportunities.
• Strong executive communication skills, presentation skills, including the ability to influence and align cross-functional stakeholders.
• Bachelor’s degree as educational requirement.
• Ability to travel frequently across the U.S. region.

Preferred Skills:

• Experience working within global, matrixed organizations.
• Experience with similar, like-OEM product/solution providers.
• M.B.A. or similar advanced technical engineering degree.