About Sandvine

Sandvine, the App QoE company, helps network service providers deliver highest quality experience to consumers and enterprises. The company develops best-in-class solutions that analyze, optimize and monetize OTT application traffic going through the networks. With contextual machine learning-based insights and real-time actions, Sandvine has become a global leader in Application Quality of Experience (QoE). As part of this innovative and exciting company, you will drive innovation in app-driven cloud and hybrid solutions designed to accelerate time-to-value across network planning, engineering and operations. Join the team and contribute to what makes Sandvine unique in the market: superior App QoE!

Responsibilities • Achieve Sales quotas in target territory by positioning and closing opportunities for Sandvine’s App QoE portfolio. • Develop and maintain relationships within accounts; improve client utilization and product/service adoption rates. • Collaborate with customer contacts, including senior level executives, to define needs and provide solutions. • Create strategic business plans for the key major and regional accounts. • Understand competitive positions and threats to optimally compete vs. key competitors. • Identify and target new business sales opportunities that close quickly for the highest deal value. • Promote and maintain the organization's brand image and identity within the marketplace. • Provide input and assist in the development of presentations and other marketing collateral. • Create and conduct in-depth sales presentations that highlight key benefits, ROI, and value the company's products/services. • Identify and resolve risks associated with the delivery and/or provision of customer contracts; manage client expectations throughout the contract. • Conduct and develop quarterly and annual account reviews to effectively manage account lifecycles. • Analyze, assess, and document client results to ensure customer needs are being met. • Promote awareness of new products and services to accounts.

Required Knowledge And Skills

Industry Expertise • Extensive experience in selling to US T1 mobile service providers, such as AT&T, T-Mobile and Verizon. • Proven track record of achieving or exceeding sales quotas in a telco environment, specifically in selling mobile solutions T1 mobile service providers • In-depth understanding of mobile network technologies (e.g., 4G, 5G, LTE), mobile virtual network operators (MVNOs), and mobile service offerings (e.g., voice, data, IoT, and enterprise solutions). • Familiarity with industry trends impacting the mobile service sector, such as 5G rollout, network optimization, IoT, mobile enterprise solutions, and data privacy regulations.

Sales Skills • Ability to sell complex, multi-faceted solutions including network infrastructure, IT, and value-added services. • Experience in navigating long sales cycles involving multi-stakeholder decision-making, and effectively selling at C-level or senior executive levels within mobile service providers. • Strategic account management experience, with a focus on expanding existing relationships, identifying upsell opportunities, and ensuring customer retention. • Account planning experience where you define strategic objectives, solution fit, org charts, and political alignment to select the best opportunities for you to develop this year and next year. • Opportunity planning methodology (e.g. TAS) where you document compelling event, UBV, political alignment, and current status of your opportunity engagement based on customer point of view for the purposes of winning individual opportunities. • Ability to collaborate with technical teams (e.g., sales engineers, product managers) to create customized solutions for clients. • Skilled in preparing sales presentations, RFP responses, and business cases for mobile operators or enterprise clients, with a focus on ROI and value propositions specific to mobile services.

Market Knowledge • Familiarity with Telco-specific challenges such as network capacity management, operations, bandwidth costs, and customer experience. • Technical proficiency in Telco network solutions such as access network, packet core, IT provisioning, control plane and data plane for different access technologies (e.g. mobile, FTTH, FWA, Cable) • Experience working with cloud-based and on-premise network solutions such as policy servers, packet core, backhaul/access, device management and Internet infrastructure (routers/switches). • Ability to analyze data and market trends to develop insights and refine sales strategies, ensuring alignment with both customer needs and company goals.

Relationship Building & Account Management • Demonstrated success in managing and expanding relationships with mobile network operators, MVNOs, and large enterprise customers. • Ability to navigate customer personas from C / VP level down to individual contributor • Proven ability to develop and maintain long-term partnerships, understanding customer pain points and delivering tailored solutions to meet their strategic goals. • Strong focus on customer satisfaction and retention, with an emphasis on working with cross functional teams providing ongoing support and service delivery post-sale.

Communication & Negotiation Skills • Exceptional communication skills, with the ability to clearly articulate the value proposition of complex mobile solutions to technical and non-technical stakeholders. • Strong negotiation skills for complex contracts, including pricing, service level agreements (SLAs), and regulatory compliance, tailored to the mobile industry. • Comfortable handling sensitive issues such as service outages, performance expectations, and escalations key client stakeholders. • Comfortable speaking to large audiences or speaking at trade shows

Performance Metrics and Sales Operations • Success in managing and growing a sales territory, achieving revenue growth, and expanding the customer base within the assigned territory. • Track record of closing large deals (e.g., multi-million-dollar contracts) and successfully transitioning clients to long-term, mutually beneficial partnerships. • Achieve funnel growth targets, accurate quarterly forecasts, and weekly customer engagement quota. • Expertise in using CRM systems (e.g., Salesforce) to track sales activities, funnel health, and forecasting for customer accounts.

Work Experience, Education And Certifications • A. in Information Technology, Business or related degree/diploma • 10+ years of solutions-based sales experience with a track record of exceeding sales targets

Flexibility & Travel Requirements • Willingness to travel as needed for client meetings, industry events, internal meetings and customer engagements. • Ability to work effectively in a remote or hybrid work environment.

What Can You Expect From Us • Competitive compensation and benefit plan • Exciting work with an amazing team • Remote position/Flexible working arrangement • Employee development including training programs • Career development and advancement opportunities • International travel opportunities- we are a global company!

Thank you for your interest in Sandvine! While we’re not able to get in touch with everyone who applies, we will contact you if your skills and experience are a match for the role. Otherwise, we’ll keep your resume in case there is a match with future opportunities.

In the meantime, if you want to learn more about life at Sandvine, follow us on LinkedIn (https://www.linkedin.com/company/sandvine/), Twitter (@Sandvine) and Facebook (Facebook.com/Sandvine).

Sandvine is committed to supporting a culture of inclusion, diversity and accessibility to employment for all. We welcome and encourage applications from all qualified applicants regardless of race, ethnic origin, religion, age, gender, sexual orientation, ability or disability. We are proud to operate as an equal opportunity employer. The more inclusive we are, the better our work will be.

Sandvine will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. If you require accommodation, please contact our recruiting team: GTATeam@sandvine.com

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