The Sales Director will lead the U.S. Major Accounts sales team, achieve revenue goals, develop market strategies, and build client relationships while managing and mentoring team members.
Company Overview
Ribbon Communications delivers global communications software and IP and optical network solutions for service providers, enterprises, and critical infrastructure sectors. We partner closely with customers to modernize their networks—enhancing performance, security, and agility to compete in today’s always-connected, data-driven world. Our comprehensive portfolio spans core-to-edge IP networking, cloud-native software, network security and analytics, and 5G-ready IP and optical solutions.Position SummaryThe Sales Director leads the U.S. Major Accounts segment, providing strategic direction, management, and motivation for a high-performing sales team. This role is responsible for achieving bookings and revenue targets, developing market strategy, and driving customer success through Ribbon’s networking and software portfolio.Key Responsibilities· Lead and manage the U.S. Major Accounts sales team, driving performance and accountability.· Achieve annual bookings and revenue goals for the assigned segment.· Develop and execute strategic sales plans that align with corporate objectives.· Direct forecasting, pipeline management, and resource allocation to ensure accuracy and predictability.· Position Ribbon’s full portfolio—including IP, optical, and software solutions—to address customer needs and differentiate in competitive environments.· Partner closely with Sales Engineering to deliver comprehensive technical and commercial proposals.· Build and maintain trusted relationships with customers at all levels, including senior executives (CxO).· Represent Ribbon at key industry events, trade shows, and customer forums to strengthen market presence.· Provide input into marketing and go-to-market initiatives that support the sales strategy.· Recruit, train, and mentor team members to develop talent and maintain a high-performance culture.· Stay current on product innovations, emerging technologies, and competitive market trends.· Travel up to 50% as requiredEducation and Experience· Bachelor’s or Master’s degree in Business, Engineering, or a related field preferred.· Minimum 8 years of sales experience, including at least 5 years in sales leadership.· Strong understanding of the Service Provider market, customer dynamics, and competitive landscape.· Demonstrated success developing, managing, and closing large-scale IP Core, Edge, and Data Center routing and switching opportunities; familiarity with Voice, Session Border Control, and Security solutions a plus.· Experience leveraging C-level relationships and representing the company as the senior executive to CIOs, COOs, and other key decision-makers within major accounts.· Skilled in strategic account planning, forecasting accuracy, and managing complex sales cycles.· Experienced in coaching and developing technical sales teams through industry transitions.· Proficient with Salesforce, Clari, and Microsoft Office Suite.· Results-oriented, collaborative, and highly self-motivated with strong business acumen, excellent communication, presentation, and interpersonal skills.
Ribbon Communications delivers global communications software and IP and optical network solutions for service providers, enterprises, and critical infrastructure sectors. We partner closely with customers to modernize their networks—enhancing performance, security, and agility to compete in today’s always-connected, data-driven world. Our comprehensive portfolio spans core-to-edge IP networking, cloud-native software, network security and analytics, and 5G-ready IP and optical solutions.Position SummaryThe Sales Director leads the U.S. Major Accounts segment, providing strategic direction, management, and motivation for a high-performing sales team. This role is responsible for achieving bookings and revenue targets, developing market strategy, and driving customer success through Ribbon’s networking and software portfolio.Key Responsibilities· Lead and manage the U.S. Major Accounts sales team, driving performance and accountability.· Achieve annual bookings and revenue goals for the assigned segment.· Develop and execute strategic sales plans that align with corporate objectives.· Direct forecasting, pipeline management, and resource allocation to ensure accuracy and predictability.· Position Ribbon’s full portfolio—including IP, optical, and software solutions—to address customer needs and differentiate in competitive environments.· Partner closely with Sales Engineering to deliver comprehensive technical and commercial proposals.· Build and maintain trusted relationships with customers at all levels, including senior executives (CxO).· Represent Ribbon at key industry events, trade shows, and customer forums to strengthen market presence.· Provide input into marketing and go-to-market initiatives that support the sales strategy.· Recruit, train, and mentor team members to develop talent and maintain a high-performance culture.· Stay current on product innovations, emerging technologies, and competitive market trends.· Travel up to 50% as requiredEducation and Experience· Bachelor’s or Master’s degree in Business, Engineering, or a related field preferred.· Minimum 8 years of sales experience, including at least 5 years in sales leadership.· Strong understanding of the Service Provider market, customer dynamics, and competitive landscape.· Demonstrated success developing, managing, and closing large-scale IP Core, Edge, and Data Center routing and switching opportunities; familiarity with Voice, Session Border Control, and Security solutions a plus.· Experience leveraging C-level relationships and representing the company as the senior executive to CIOs, COOs, and other key decision-makers within major accounts.· Skilled in strategic account planning, forecasting accuracy, and managing complex sales cycles.· Experienced in coaching and developing technical sales teams through industry transitions.· Proficient with Salesforce, Clari, and Microsoft Office Suite.· Results-oriented, collaborative, and highly self-motivated with strong business acumen, excellent communication, presentation, and interpersonal skills.
Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
Top Skills
Clari
Microsoft Office Suite
Salesforce
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