Business Development Director – Enterprise (North America)

Job Description

Business Development Director – Enterprise (North America)

Calnex Solutions is an established global leader in telecoms test and measurement, headquartered in Linlithgow, Scotland with additional offices in Belfast, Northern Ireland and Stevenage, England. We are supported by teams across the globe in the US, Canada, Asia, and Europe.

We design and manufacture leading edge electronic and software test & measurement products that enable the roll out of the latest mobile network technologies and assure the performance and reliability of network dependent services and applications. Our products are sold to a global customer base spanning over 65 countries.

We are seeking a commercially driven, customer-focused sales leader to accelerate growth across our Enterprise markets in North America. The successful candidate will combine personal sales ownership with leadership of a small team of Business Development Managers and Field Application Engineers (BDMs and FAEs), building relationships with strategic customers, developing opportunities and delivering sustainable year-on-year growth in orders and revenue.

The Enterprise remit covers Telecoms Operators/Carriers, Financial Institutions, Power and Energy companies, Automotive, and Critical Infrastructure. The role will work closely with customers and Calnex HQ, bringing market insight into product roadmap discussions and ensuring product teams have direct access to customers.

This role reports directly to the VP of Sales.

Key Responsibilities

Sales Growth and Business Development

• Own and deliver the North American Enterprise sales plan, achieving agreed quarterly and annual orders and revenue targets.
• Generate growth through direct selling, strategic account development and effective team execution.
• Build and qualify a robust pipeline, progress opportunities through the sales cycle and maintain accurate forecasts.
• Identify new customers, applications, partners and routes to market across the target sectors.

Enterprise Market Development

• Develop sector and account strategies for Telecoms Operators/Carriers, Financial Institutions, Power and Energy companies, Automotive, and Critical Infrastructure.
• Build trusted relationships with senior customer stakeholders, technical influencers, procurement teams and other decision-makers.
• Understand customer requirements, investment priorities and market trends to position Calnex solutions effectively.
• Represent Calnex professionally at customer meetings, industry events and relevant partner engagements.
• Lead, coach and develop a small team of BDMs and FAEs, setting clear objectives and priorities.
• Coordinate commercial and technical resources to support customer engagement and opportunity conversion.
• Review team performance, pipeline health and activity; address gaps through coaching and action plans.
• Promote collaboration across the wider Calnex sales and technical organization.

Customer Insight and Product Roadmap

• Communicate customer needs, emerging use cases, market trends and competitive insight to HQ and product teams.
• Arrange direct customer engagement with product teams so product decisions are informed by first hand feedback.
• Contribute to roadmap discussions, balancing customer priorities with broader market opportunities.
• Follow through on customer feedback, product questions and internal actions.

Planning, Forecasting and Governance

• Maintain visibility of sales performance, pipeline, forecast, account plans, risks and opportunities.
• Provide timely, accurate reporting and recommendations to the VP of Sales.
• Develop business plans balancing near term sales delivery with sustainable longer term growth.
• Escalate significant customer, commercial or delivery risks and track actions to completion.

Experience and Skills

• A strong track record of B2B sales growth in complex technology markets, ideally involving test, measurement, network, communications, semiconductors, or other technically sophisticated solutions.
• Experience developing enterprise customers and opportunities in one or more target sectors: telecoms operators/carriers, financial institutions, power and energy, automotive, or critical infrastructure.
• Demonstrable success owning sales targets, building pipeline, forecasting accurately and closing complex, multi stakeholder opportunities.
• Experience leading or coaching sales and/or technical customer facing professionals, ideally including BDMs and FAEs.
• Ability to engage credibly with senior commercial stakeholders and technical teams, translating customer requirements into commercial opportunities.
• Strong communication, negotiation, planning and relationship building skills.
• Ability to collaborate across regional and HQ teams and communicate market insight clearly to product and engineering stakeholders.
• Willingness to travel across North America as required.

Personal Attributes

• Commercially minded, proactive and accountable for outcomes.
• Customer-focused, curious and skilled at building long term relationships.
• Strategic in market planning while remaining hands on in sales execution.
• Collaborative, credible and effective at influencing across teams.
• Comfortable working in a growth oriented environment with evolving priorities.

Measures of Success

• Year on year growth in orders and revenue across the North American Enterprise remit.
• A healthy, well qualified pipeline and reliable sales forecasts.
• New customer wins and expansion of existing accounts across the target sectors.
• Effective performance and development of the BDM and FAE team.
• Regular customer insight reaching HQ and product teams, with direct customer access supporting roadmap discussions.

Calnex is an inclusive, supportive, and growing company with a strong focus on employee engagement and wellbeing. We strive to provide a working environment that develops and challenges our employees.

We reward success and offer competitive salaries.

• contributory pension plan
• flexible holidays
• life assurance
• critical illness cover
• private healthcare
• performance bonus
• an opportunity to join the Calnex Employee Share Incentive Plan

For roles based outside the UK, benefits may vary by country of residence.

The successful candidate will become part of a driven, hardworking and successful team who will support them to achieve success and add value in their new role.

Please take a look at our website to find out more about what we do and what it’s like to be an employee at Calnex

Applicants must have unrestricted and ongoing right to work in their chosen location.

In consideration of the General Data Protection Regulation (GDPR), please be aware that by applying for a role in Calnex Solutions directly or via an intermediary you are giving permission for us to retain certain personal information for a period of up to two years. That information includes your CV, cover letter or any other correspondence relating to your application and any notes we may take at interview.

Business Development Director – Enterprise (North America)