Vice President of Sales

  • The VP Sales will exhibit a deep base of networking semiconductor, telecommunications equipment, and network infrastructure industry intelligence and market knowledge. A proven, highly articulate, results oriented, consummate sales professional is required.
    The VP Sales is specifically responsible for:
    - The successful prospecting, advocation, closing, and ongoing sales and field support of the Company's business opportunities with its customer base.
    - Creation of high quality relationships with all target customers.
    - Creation of the Company's sales organization strategy.
    - Hiring of highest quality sales and sales application engineer personnel to fill out the sales force.
    - Creation and maintenance of sales channel selling relationships.
    - Management of the sales forecasting process.
    - Setting and managing quotas and compensation plans for each of the personnel in the sales force to meet Corporate business plans with high probability of outperforming.
  • Sales leadership: Demonstrated career advancement and overachievement in high performance networking semiconductor / networking component sales into networking / telecommunications equipment companies. Highly refined selling skills and acumen, as well as the ability to effectively interact and create relationships at the highest levels within customer organizations.
  • Targeted solutions selling: Demonstrated success in selling switch fabric, network processor, framer ASIC, or ASSP into Tier 1 equipment companies. Candidate must be highly adept at discerning the fit and specific value-add that the Erlang solution brings to the equipment product family(ies) of major customers, and selling successfully into the opportunities. Excellent communication skills are essential.
  • Major account selling experience: Proven ability to sell effectively into Tier 1 networking equipment companies. Able to interact effectively at all levels of the organization, including executive management; able to uncover organization dynamics at the prospective customer and craft the most effective sales strategy for the situation; able to effectively maintain senior management relationships over time.
  • Major deal closing: Track record of success in closing major deals in the multi-year, multi-million dollar and/or multi-10's of millions of dollars class.
  • Sales management: Demonstrated ability to manage sales and sales engineer organizations. Demonstrated ability to design, implement, and manage compensation, forecasting and reporting mechanisms that highly motivate sales personnel while ensuring attainment of planned business objectives.
  • Requirements:
    -10+ years sales experience in the networking semiconductor industry.
    - Must include prior experience as a VP Sales.
    - Technical background/education required (BS/MS Telecommunications/EE/CS),MBA a plus.
    - Knowledge of ATM, IP, Ethernet, Edge Routers, Core Routers, SONET/SDH and multi service switching and routing systems desirable.
  • Location: San Jose


December 10, 2002