Managing Director Anz

Ribbon Communications is seeking an experienced and dynamic Managing Director ANZ to lead and expand our business operations in Australia, New Zealand and South Pacific region. The ideal candidate will have a strong background in IP Optical and Cloud & Edge technologies, with a proven track record in sales, business development, and team leadership. The MD ANZ will be responsible for driving market growth, establishing strategic partnerships, and achieving booking and revenue targets. The MD ANZ will directly manage the sales team of three account managers and will also indirectly oversee country operations, including sales engineering, services as well as Marketing, etc. The role will be fully responsible for driving the company's ANZ strategy and reinforcing the company's leading market position and branding in the related field. You will report to the Head of APAC Sales.Key Responsibilities:Strategic Leadership:Develop and implement a comprehensive business strategy for Ribbon Communications in ANZ. Develop & drive ANZ regional-wide growth plan in alignment with company's Asia Pacific and Global business strategies; fully accountable for ANZ's business results.Identify market opportunities and define the strategic direction to maximize growth and market share in IP Optical and Cloud & Edge technologies.Lead market analysis to understand industry trends, competitive landscape, and customer needs.Sales and Business Development:Drive sales growth by identifying and pursuing new business opportunities in IP Optical and Cloud & Edge sectors.Develop and maintain relationships with key customers, partners, and stakeholders.Oversee the entire sales process, from lead generation to closing deals, ensuring sales targets and objectives are met or exceeded.Collaborate with the global sales and marketing teams to align strategies and leverage resources.Lead, drive and develop high-level relationships with large SP and Enterprise customers, as well as penetrating new markets. It will be critical to develop and implement the customer-focused strategy to penetrate and grow business in several vertical industry segments, such as DC Interconnect, Critical Infrastructure, Utility, Transportation, Government; identify key areas of growth, as well as providing and ensuring customer satisfaction.Customer Relationship Management:Serve as the primary point of contact for key customers and partners in ANZ.Ensure exceptional customer satisfaction by addressing customer needs, providing timely solutions, and building strong, long-term relationships.Act as a trusted advisor to customers, providing insights and guidance on IP Optical and Cloud & Edge solutions.Act as an advocate for company's key customers, partners in ANZ; maintain and deepen the relationships with key partners; identify and develop new partners to expand company's business coverage.Team Leadership:Build and manage a high-performing local team, fostering a culture of excellence, collaboration, and continuous improvement. Attracts key talents to the organization and provide necessary coaching, mentoring, and performance feedback to team members to build strong leadership and company culture across the organization. Recruit A players.Provide coaching, mentorship, and professional development opportunities to team members.Set performance goals, monitor progress, and conduct regular performance evaluations.Operational Management:Oversee the day-to-day operations of the Sydney office, ensuring compliance with company policies and local regulations.Manage budgets, resources, and financial performance, ensuring profitability and cost-effectiveness.Collaborate with cross-functional teams, including product management, engineering, and customer support, to deliver seamless solutions to customers.Act as company's representative in external affairs, such as government relations, industry associations, conference, and media.A high sense of personal integrity, honesty, and trust with verified track record of corporate, legal, and regulatory compliance; he or she must be able to drive integrity throughout the organization, instill the right culture, and ensure that processes, procedures, checks and balances will reinforce that culture.Qualifications:The ideal candidate is a commercial, energetic and highly intelligent Business Manager with substantial professional experience and a successful track record in the IP, Optical Transmission and Voice industries. In summary, he or she will have the following experience and competencies:Industry expertise: Rich experience in or at least affinity with large and complex solutions, including services and engineering.Strategy: Applies an in-depth understanding of the local market, company's initiatives, goals, and portfolio/solutions; able to come up with creative business strategies/plans in response to the dynamic local needs.Commercial: Successful Business Manager and Sales Leader with a track record in managing P&L and leading a sizeable business/sales operation; capable of developing and executing the business plan to consistently meet/exceed financial targets and simultaneously gain market share; successful turnaround experience is highly preferred.Sales Leadership: Sales driven. Proven capabilities in delivering the quarter as well as building a growth trajectory. Solid sales experience in Key Account Management in Service Providers as well as Large Enterprises; knowledge and experience of developing and managing an effective network of channel partner; successful track record of driving sales growth and customer satisfaction. Experience and expertise in both direct sales as well as channel sales.Partner centric: Demonstrable track record in partnering with organizations to drive growth in revenue and market share; reputation for having the highest integrity and takes a lead in building and maintaining strategic partnerships with key accounts and partners.Leadership: Strong abilities in leading and managing teams; good communication skills, able to build strong alignment and inspire a large and diverse workforce with focus on talent development; capable of leading through Influence and demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority; good executive presence, able to confidently represent company's brand and image on public events. Proven ability of driving a high-performance sales culture.Education:Bachelor's degree in Business Administration, Engineering, Telecommunications, or a related field. An MBA or equivalent advanced degree is preferred.Experience:Minimum of 20 years of experience in sales, business development, or general management within the telecommunications or technology industry.Proven track record in IP Optical and Cloud & Edge technologies.Previous experience in a leadership role, with a strong ability to lead and motivate teams.Deep knowledge of all Tier 1 and Tier 2/Tier 3 Service Providers and close relationships with key decision makers at C-level within these organizations.Abilities to engage at a strategic level, to discuss Poly's value proposition and ROI with senior (C level) executives.Proven success in leading a US or foreign-based MNC in Australia within a growing and changing sales environment (technology, communications, networking or similar space preferred).Skills:Strong with numbers and proven sales management expertise. Proven track record in funnel management.Strong business acumen and strategic thinking.Excellent communication, negotiation, and interpersonal skills.Ability to build and maintain relationships with key stakeholders.Strong problem-solving skills and ability to make data-driven decisions.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.'
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