Posted on February 27, 2023.

POSITION SPECIFICATION

COMPANY BACKGROUND/CULTURE

FIBERTOWN is a trusted leader in colocation data centers, disaster recovery and business continuity office space. Texas owned and operated since 1997, FIBERTOWN maintains data centers with concurrently maintainable and redundant power, cooling and connectivity, as well as disaster recovery offices and SCADA control centers, in north Houston and Bryan, Texas.

FIBERTOWN Houston is the 10,000 square foot data center conveniently located near George Bush Intercontinental Airport (IAH). The Houston data center features the latest in high-performance design, redundant power and cooling, robust carrier-neutral connectivity, and 24×7 security.  The Houston site has one of the strongest infrastructures in the region. With remote redundancy, connectivity is at 100 percent uptime which is allowing customers to feel secure that their data and connections are available when they need them.

Located 100 miles northwest of Houston and 150 miles from the Gulf Coast, FIBERTOWN BRYAN’s fully redundant design delivers fault-tolerant protection for a company’s mission-critical infrastructure. The site offers a complete suite of colocation options out of a stand-alone, 24,000 square-foot facility. FIBERTOWN BRYAN is located outside the FEMA 500-year flood zone and out of reach of hurricanes and flooding. It provides high availability, security, and redundancy through high-performance power, cooling, connectivity, and security.

The immediate goals for the Vice President of Sales are:

1. Step in, accumulate, step up and lead sales effort.
2. Chart the sales team’s path, hunt, gather, qualify, secure new business.
3. Ask for SME help, don’t try to become master of all, focus on securing opportunities.

The sales group consists of:

1. Sr. Business Development Manager
2. Business Development Manager
3. Technical Account Manager

The Vice President of Sales will be based in Houston with travel to Bryan as needed. Customer travel requirements will be required.

FIBERTOWN is owned by Astin Partners, a private capital group that was formed in 2004.  Astin is based in Bryan and works to develop rapidly growing companies in technically and logistically demanding fields.

SUMMARY

The primary objective for this position is to lead the Sales organization and represent FIBERTOWN in a positive and professional manner while increasing sales, primarily through the acquisition of new clients.  The Vice President of Sales is a Hunter and developer for new logos to grow the business and market share.  The company’s market verticals include:

• State/Local Government
• Education (Higher Education, Research, K-12)
• Large Enterprise (Fortune 1000, Retail, Manufacturing, etc.)
• Tech/Financial Services
• Healthcare

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Engage, qualify, and develop both new and existing accounts.
• Collaborate with SE, Product Specialists, Field Marketing, SDR’s, Partner Account Managers, etc.
• Lead customer relationship strategy.
• Preparing individual and team action plans to increase current market shares and penetrate new markets.
• Lead complex, long-term customer relationships and opportunities.
• Understand the competitive landscape while differentiating FIBERTOWN’s value.
• Lead prospecting, customer meetings and presentations.
• Lead and/or help with local and regional events, both in-person and virtual.
• Lead proposal and opportunity win strategies.
• Close sales opportunities.
• Exceed both current quarter and annual quota.
• Win both new logos and client expansions.
• Manage both current and full year for sales pipeline and forecast.
• Provide accurate weekly/quarterly sales forecasts while maintain good Salesforce hygiene.
• Monitor and drive understanding of customer progress towards goals through the company sales organization to aid in spurring sales growth.
• Align & coordinate the resources as necessary to support customer retention, expansion, and support. (Ex: customer shows, customer performance reviews, etc.)

QUALIFICATIONS

• 10 years relevant work experience in IT sales role. Previous data center sales experience is a plus.
• Working knowledge of IT networking, Switching, SD-WAN and Artificial Intelligence. Full portfolio also includes Routing, Data Center Switching and Security.
• Preparing individual and team action plans to increase current market shares and penetrate new markets.
• Sales management experience for national/key strategic accounts is highly preferred.
• Proven track record of finding and cultivating new sales opportunities.
• Excellent knowledge and experience with Salesforce.com are highly desired.
• High integrity, authenticity, and emotional intelligence.
• Excellent communication skills including listening, written and oral.
• Creative, proactive, and positive.
• Prioritization, focus, and organized.
• Leader, team-player, and difference maker.
• Excellent customer service and interpersonal communications.
• Ability to travel locally up to 50% of the time.
• Must be fluent in English (both written and oral).

LOCATION/WORKING CONDITIONS/PHYSICAL REQUIREMENTS/TRAVEL

• Requires residence living in proximity to the “main market” of Houston, Texas.
• Able to travel up to 50% of the time.
• Must maintain a valid state driver’s license.
• This position operates in a professional office environment.
  • Regularly required to sit and use hands to type. Moderate noise level.
  • Normal physical conditions includes: use of standard office equipment, computers, and communication devices; up to medium lifting may be required.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This position specification should not be construed to contain every function/responsibility that may be required to be performed by an incumbent in this job. Incumbents are required to perform other functions, as assigned.

PATH FORWARD

Management Support Solutions, LLC has been engaged to identify, evaluate, and recommend candidates for this organization’s unique opportunity.  The process is:

• Schedule a 30-minute call to understand the situation/interest of candidates.
• If appropriate, we will then schedule a call to explore a person’s sales success and ambitions.
• Once referred to the FIBERTOWN, a call with the client will be scheduled.
• And then if selected, a face-to-face interview with the client would follow.