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Enterprise Sales Manager — Distributed Antenna Systems (DAS)

MCA is your trusted advisor for wireless communications, data, and security. We’re expanding rapidly and seeking a high‑impact Enterprise Sales Manager to lead new‑logo acquisition and expansion across large‑enterprise accounts for our In‑Building Wireless/DAS portfolio (iDAS/oDAS, public safety DAS/IFC 510, small cells, and related services).

We live our values—service, growth, teamwork, and safety. As a Military Friendly® Employer, we proudly welcome veterans (250+ and counting). Join the MCA family where we prioritize meaningful work and enjoyment. We offer competitive compensation and Medical, Dental, Vision, 401(k), PTO, Holiday Pay, Education Incentives, and more.

Position Summary

This leader owns territory strategy, coaches account executives, orchestrates complex pursuits (RFI/RFP/RFQ), and delivers predictable growth across Fortune 1000 and multi‑site enterprises. You will set direction, install a disciplined sales cadence, drive executive engagement, and ensure accurate forecasting and CRM hygiene while protecting margin and customer value.

KEY RESPONSIBILITIES:

Sales Leadership & Strategy

- Build and execute a direct enterprise growth plan targeting priority verticals (healthcare, higher ed, manufacturing, logistics, hospitality, commercial real estate).
- Set direction and goals; run a high-discipline operating cadence (team calls, deal reviews, forecast calls) focused on deal progression and outcomes.
- Drive net new logo acquisition, named account penetration, and whitespace expansion; maintain 3–4× qualified pipeline coverage with clear next steps and real close dates.
- Lead pursuit strategy for complex opportunities and personally engage in priority deals to structure, advance, and close.
- Drive a focused approach to large, multi-stakeholder enterprise deals, including identification, tracking, and execution of 7-figure opportunities.

Team Management, Coaching & Enablement

- Lead, mentor, and develop enterprise sellers with a focus on deal execution, not activity management.
- Run weekly 1:1s centered on advancing live deals, not status updates.
- Coach AEs on discovery, positioning, commercial structuring, and closing, including late-stage deal control and calendar management.
- Enforce clear ownership and accountability: opportunity ownership requires activity, progression, and results.
- Ensure AEs are focused on direct enterprise selling, new logo acquisition, and deal advancement, not channel dependency or internal drift.
- Establish and enforce a consistent, inspectable sales process (stage definitions, exit criteria, qualification standards).

Pipeline & Deal Execution

- Own pipeline quality, not just quantity, including stage integrity, deal aging, and next-step clarity.
- Identify and eliminate stalled, inflated, or low-probability opportunities.
- Drive late-stage deal momentum by controlling timelines, stakeholders, and decision processes.
- Ensure all deals have a clear owner, defined next step, real close date.
- Act as quarterback on priority opportunities, stepping in as needed to move deals forward and close.

Account & Stakeholder Orchestration

- Coordinate with Engineering, Design (iBwave), PMO, Field Ops, Finance, Legal, and Marketing to shape solutions and commercial terms.
- Ensure alignment across internal teams to eliminate delays between sales, design, pricing, and delivery.
- Engage external stakeholders to de-risk deployments and accelerate timelines.
- Establish and maintain strong relationships with customers, partners, vendors, and internal teams.

Forecast, Governance & Commercials

- Own accurate weekly forecast with clear visibility into deal status and risk.
- Provide timely, accurate forecasting (early, mid-month, final) with stage-level integrity; maintain strict CRM data hygiene.
- Ensure consistency between CRM, reporting outputs, and forecast submissions.
- Guide pricing and T&Cs (SOWs, MSAs, SLAs, change orders); protect margin while aligning with customer value.
- Meet or exceed monthly and quarterly sales plans.

WHAT YOU’LL BRING (MINIMUM QUALIFICATIONS):

- Enterprise Experience (Required): 5+ years of enterprise B2B sales closing complex solutions to Fortune 1000/multi-site organizations.
- Leadership: 2+ years leading/managing sales teams or operating as a senior player-coach in complex deal environments.
- Domain Expertise: Demonstrated success selling DAS (iDAS/oDAS), public safety DAS(IFC510/NFPA), small cells, or adjacent in-building wireless solutions; LMR familiarity a plus.
- Sales Excellence: Proven quota attainment with multi-stakeholder, multi-phase sales cycles (6–18 months); mastery of enterprise process (discovery, business case, ROI/TCO, mutual close plans).
- Operating Rhythm: Strong forecast discipline and CRM proficiency (Salesforce, Dynamics, etc.); embraces structured methodology.
- Leadership Traits: High integrity, service-minded, action-oriented; excellent executive communication and presentation skills; strong change leadership.

Note: Candidates with 3+ years successful sales and 2+ years sales management in in-building wireless/telecom will also be considered when paired with strong enterprise outcomes.

Preferred Qualifications

- Collaboration with carriers, neutral-host providers, and enterprise real-estate stakeholders.
- Working knowledge of iBwave, DAS design principles, venue constraints, and public-safety code compliance.
- Familiarity with private LTE/5G/CBRS, Wi-Fi, and edge networking in enterprise contexts.
- Nice-to-have certifications: iBwave Level 1/2, PMP, relevant RF/low-voltage credentials; NICET exposure for public safety DAS.
- Marketing alignment and product/industry knowledge.

Key Responsibilities & Success Metrics

- Quota Attainment: Meet/exceed bookings, revenue, and margin targets.
- Pipeline Health: Maintain qualified pipeline with stage-conversion targets and clear next steps.
- Win Rate & Cycle Time: Improve win rates and shorten cycles via early technical/commercial alignment.
- Executive Access: Grow C-suite relationships; secure QBRs and multi-year roadmaps.
- Account Expansion: Land-and-expand across sites, campuses, and business units using standardized playbooks.

How You Work

- Customer-Obsessed: Tie solutions to outcomes (coverage/quality, code compliance, safety, operational continuity).
- Data-Driven: Use dashboards for pipeline, forecast, and productivity; coach from facts.
- Collaborative: Co-create with Solutions Engineering and PMO; set realistic expectations and deliver on commitments.
- Change-Ready: Navigate evolving carrier/AHJ requirements and enterprise construction timelines.

TRAVEL REQUIREMENTS:

- Travel: 25–40% within territory for customer meetings, site walks, and partner/carrier/AHJ engagements.
- Work Setup: Hybrid field/remote role with periodic office and job-site visits.

YOUR ENVIRONMENT AND PHYSICAL REQUIREMENTS:

The physical environment requires the employee to work inside.

While performing the duties of this job, the employee is required to frequently stand, walk, sit; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; climb stairs; talk or hear; lift (overhead, waist level) from the floor, bending, frequently utilize near vision use for reading and computer use; occasionally move equipment weighing up to 15 pounds, and frequently position self to maintain computers or other equipment as needed.

DIRECT REPORTS:

Some Direct Reports

WHO WE ARE:

Mobile Communications America, Inc. (MCA) provides wireless communication, data, and security solutions that enhance workplace safety, security, and efficiency nationwide. Customers trust us to provide a portfolio of turn-key systems, products, and services — including two-way radio communications, vehicle uplift, security video and access control systems, BDA/DAS, remote monitoring, GPS tracking, SCADA, dispatch, mass notification, and point-to-point wireless networks. Our more than 60,000 customers span industries such as public safety, commercial, manufacturing, education, healthcare, utilities, and government. In addition to being the largest Motorola partner in the U.S., MCA has strategic partnerships with over 1,000 major manufacturers to offer an extensive portfolio of products and technologies.

WHAT WE BELIEVE:

We are better together through the MCA Way: living our core values of Service First, Growth, Teamwork, and Safety. We take our work and customers seriously and believe our best work can be fun. A component of our business that embodies the MCA advantage is our “Service First DNA” culture. Service isn’t just a motto for MCA, it’s an integral part of who we are and goes beyond our customers to our employees, partners, shareholders, and communities.

Note: The above statements describe the general nature and level of work performed by the person assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills, and physical demands required of personnel so classified. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Mobile Communications America, Inc. is proud to be an Equal Opportunity workplace and is an Affirmative Action employer. We are committed to creating an inclusive environment that celebrates diversity. At MCA, we are “better together.”

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