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The Fiber Assurance Business Development Manager North America is responsible to develop North American Fiber Assurance Business to support growth strategy, by identifying and winning opportunities for both new ADVA customers as well as work with existing ADVA customers to identify Fiber Assurance applications within their network. Fiber Assurance verticals include carriers, service providers, utilities, enterprises, government, educational as well as other markets. He/she is also responsible to identify, analyze, and structure potential applications to secure business opportunities, while providing market feedback to align Fiber Assurance strategic business growth and product-market fit direction.
Duties and Responsibilities
- Identify opportunities to grow Fiber Assurance adoption and revenue across market verticals in the service provider, carrier, utility, government, and enterprise markets
- Develop and execute business development focus and tactical plans to win those accounts, this role is a “hunting” role and focused on finding new opportunities
- Create and execute a plan to find new opportunities in organizations not historically ADVA optical transport customers
- Work both independently as well as collaborate with ADVA account teams to mine for opportunities at existing ADVA customers to uncover Fiber Assurance opportunities
- Increase market penetration by understanding Fiber Assurance product-market fit, account winning factors, and the competitive landscape
- Collaborate with and leverage ADVA’s direct sales team and identified partners to accelerate business development and account penetration wins
- Collaborate with Fiber Assurance PLM team to align product-market fit requirements
- Other duties as assigned
- 5-10 years’ experience in sales and/or Business Development
- End user contact list for service providers, carriers in the specific area of individuals involved with the outside fiber plant management including planning, installation, and maintenance
- Experience and\or responsibility for outside cable plant at a carrier, service provider, utility or other entity utilizing fiber optic networking
- Minimum 5-year experience with fiber optic networking concepts as well as OTDR technology preferred
- Familiarity with network management systems such as trouble ticketing, provisioning and operations flow along with experience with NOC and GIS systems preferred
- Direct experience within the test and measure market and\or OEM equipment provider a plus
- Proven track record of exceeding sales targets and goals
- Strong interpersonal and communication skills, ability to present high level product values, features and solutions
- Relationships with partners, resellers and VARs focused on fiber optical installation components and related equipment a plus
- Readiness to travel to close sales opportunities in the assigned region
- Strong negotiation skills and business awareness
