Director, Strategic Sales (IoT)

Job Description

YOUR NEXT JOB!

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Zipit Wireless is looking for an accomplished Director, Strategic Sales – Cellular IoT to win and grow high-value strategic customers across North America.

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This is a senior individual contributor and hunter role for someone with deep experience in cellular IoT, an established network across the market and a track record of originating and closing significant, complex connectivity agreements.

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You'll target middle market organizations (not start-up, not enterprise) deploying connected devices at scale, developing relationships from engineering and product teams through to C-suite decision makers.

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You know the market. You create opportunities. You shape complex deals. And you close them.

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WHAT WE'RE ALL ABOUT

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Zipit Wireless helps businesses connect, manage and monetize IoT devices at scale .

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For more than 15 years, we've worked with leading cellular networks and connected-product companies to simplify the complexity of deploying and managing IoT solutions.

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As an authorized MVNO, our proposition combines multi-carrier cellular connectivity, connectivity management and subscription billing , giving customers greater flexibility and control over how they deploy and monetize connected products.

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We're now looking for an experienced strategic sales leader to accelerate our growth across North America.

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YOUR DAILY QUEST

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Win Strategic New Customers

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Your primary objective is to originate and close high-value new business .

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You'll:

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• Identify and pursue strategic cellular IoT opportunities across North America.
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• Build relationships with major OEMs, device manufacturers, solution providers, system integrators and connected-product businesses.
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• Leverage an established network across the IoT ecosystem to create opportunities.
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• Develop strategic account plans around high-value target organizations.
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• Engage senior decision makers and build relationships at C-suite level.
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• Navigate complex and multi-stakeholder sales cycles.
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• Win significant, profitable, multi-year connectivity agreements.
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You'll have the support of Marketing, Product and technical specialists, but you'll be expected to create your own opportunities and build your own path into strategic accounts.

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Shape & Own Complex Deals

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You'll own opportunities from initial engagement through to commercial agreement.

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You'll:

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• Lead senior-level discovery around customer strategy, deployment requirements and commercial objectives.
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• Develop sophisticated commercial propositions and business cases.
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• Coordinate technical, product and commercial stakeholders throughout the sales process.
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• Engage confidently with everyone from engineers to CEOs.
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• Navigate procurement, legal and commercial negotiations.
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• Structure agreements that balance customer value with Zipit's long-term commercial objectives.
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• Maintain executive sponsorship throughout complex sales cycles.
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• Personally drive opportunities through to close.
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Sell Value, Not Just Connectivity

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You'll understand modern cellular IoT technologies, including:

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• LTE / 4G / 5G
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• LTE-M and NB-IoT
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• eSIM
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• SGP.22 and SGP.32
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• Multi-carrier connectivity
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• Roaming and coverage
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• Security and device management
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More importantly, you'll understand how these capabilities affect a customer's business model, operating costs, deployment strategy and ability to scale .

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You'll be comfortable discussing the economics of large IoT deployments—including SIM volumes, activations, data consumption, recurring revenue, pricing, gross margin and customer lifetime value.

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You'll sell on business value rather than commodity connectivity pricing .

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Drive Profitable Growth

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You'll combine sales ambition with strong commercial judgement.

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You'll:

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• Maintain clear ownership of revenue and gross-margin performance.
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• Understand the underlying economics of every major opportunity.
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• Protect margin through disciplined pricing and negotiation.
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• Prioritize opportunities based on strategic and commercial value.
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• Maintain a high-quality, well-qualified pipeline.
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• Forecast accurately.
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• Provide clear visibility of major opportunities, risks and next actions.
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You'll be measured not simply by how much you sell, but by the quality and profitability of the business you create.

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THE SECRET SAUCE

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We're looking for someone with:

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• 8+ years' experience in cellular IoT, connectivity or closely related technology sales.
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• Significant experience selling cellular connectivity within an MVNO environment .
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• A strong track record of personally originating and closing high-value new business.
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• Experience selling to mid-market customers (not start-up, not enterprise).
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• Evidence of winning significant, complex, multi-year IoT connectivity agreements.
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• An established senior network across the North American cellular IoT ecosystem.
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• Strong relationships with OEMs, connected-product companies, solution providers and other IoT market participants.
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• Deep understanding of cellular IoT technologies and connectivity models.
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• Strong commercial judgement across pricing, recurring revenue and gross margin.
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• Experience navigating complex procurement, legal and commercial negotiations.
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• The credibility to engage technical stakeholders and influence at C-suite level.
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• A structured, data-driven approach to strategic account planning, pipeline and forecasting.
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WHAT WILL MAKE YOU SHINE AT ZIPIT

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• You're a strategic hunter .
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• You don't wait for opportunities—you create them.
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• You know how to get into difficult accounts, identify the real decision makers and develop relationships that competitors struggle to replicate.
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• You're equally comfortable discussing connectivity architecture with a technical team and presenting the commercial case to a CEO.
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• You know when to bring technical and product specialists into an opportunity, but you retain ownership of the customer and the deal.
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You're commercially disciplined and understand that profitable recurring revenue matters more than headline contract value .

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And while you're operating at Director level, you're still happiest when you're in front of customers and winning business.

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WHAT SUCCESS LOOKS LIKE

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Build a Strategic Pipeline

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Develop a strong pipeline of high-value North American opportunities through your existing network and targeted account development.

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Win Significant New Logos

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Personally originate and close strategic customers with meaningful IoT deployments and long-term revenue potential.

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Deliver Profitable Growth

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Generate substantial recurring revenue while protecting gross margin and long-term customer value.

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Develop Strategic Accounts

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Turn initial wins into broader relationships spanning additional devices, services, geographies and Zipit capabilities.

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Create Market Influence

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Develop senior relationships across the North American IoT ecosystem that strengthen Zipit's market position and create future commercial opportunities.

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Build Predictability

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Bring structure and discipline to strategic sales through strong account planning, pipeline management and accurate forecasting.

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WHY ZIPIT?

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Zipit has spent more than 15 years solving the complexity behind cellular IoT.

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You'll have a differentiated proposition combining connectivity, management and monetization , backed by an experienced team that understands what it takes to successfully deploy connected products.

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You'll also have the autonomy and commercial freedom expected of a senior strategic seller.

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If you're an established cellular IoT sales leader who knows the North American market, can open doors at senior level and has a track record of turning complex opportunities into significant, profitable customer relationships, we'd love to talk.