Business Development Director: Telco

About Sand

Sand Technologies is a fast-growing enterprise AI company that solves real-world problems for large blue-chip companies and governments worldwide.

We’re pioneers of meaningful AI: our solutions go far beyond chatbots. We are using data and AI to solve the world’s biggest issues in telecommunications, sustainable water management, energy, healthcare, climate change, smart cities, and other areas that have a real impact on the world. For example, our AI systems help to manage the water supply for the entire city of London. We created the AI algorithms that enabled the 7th largest telecommunications company in the world to plan its network in 300 cities in record time. And we built a digital healthcare system that enables 30m people in a country to get world-class healthcare despite a shortage of doctors.

We’ve grown our revenues by over 500% in the last 12 months while winning prestigious scientific and industry awards for our cutting-edge technology. We’re underpinned by over 300 engineers and scientists working across Africa, Europe, the UK and the US.

About the role

We are a purpose driven enterprise AI solutions provider for the telecommunications, fintech, water, utilities and retail sectors. Our Telco solutions enable operators and investors to build, operate and manage their fibre networks optimally and enhance customer experience at the same time. We are a fast-growing organisation and are looking for a dynamic and driven Sales Manager to lead the growth of our business in the US.

As the BD Director, you will be responsible for driving business growth in the US market. You will have a deep understanding of the telecommunications industry including the FTTx sector, fibre in 5G, FWA and wireless communication. You will have industry contacts to help you build new relationships and grow existing ones. Taking on the mantle of an AI and tech evangelist, you will identify business opportunities, build a robust sales pipeline and achieve business targets. You will work closely with the customers to become their partner they can trust to solve complex problems.

Specific Responsibilities

• Develop and execute a business development strategy to expand market share for AI-based telecom solutions and services
• Identify and pursue new business opportunities for AI-driven network profitability solutions, focusing on network planning, economic modelling, site placements and optimization across fixed and mobile domains
• Develop strong relationships with potential customers, including Tier-1, Tier-2 MNOs, Cable MSOs, CSPs (ILEC, CLEC), overbuilders, tower companies, etc..
• Meet or surpass sales goals and objectives
• Maintain up-to-date knowledge of industry trends, developments, and best practices in the FTTx and mobile telecommunications sectors (5G, FWA, etc.)
• Collaborate with Enterprise AI teams to tailor AI-driven solutions (and services) that address challenges like 5G site utilization, technology transition (copper => fiber, 3G=> 4G and 5G), CAPEX efficiency, and ROI
• Represent the company at industry events, conferences, and forums, showcasing the role of AI in telecom transformation
• Provide regular feedback to the management team on market developments, opportunities, and threats
• Keep track of customer feedback and work closely with the customer service team to ensure customer satisfaction

Requirements - Essential

• Consultative selling: Ability to understand client problems and then be able to work together with them to discover the applications required to deliver business value
• Minimum of 5 years of experience in sales, preferably in the FTTx and/or wireless sector, with sales experience selling to Tier-1 and Tier-2 telco companies
• Demonstrated success in meeting or surpassing sales goals and objectives
• Confident, articulate, but humble and willing to learn
• Strong communication and presentation skills
• Proven ability to build and maintain strong relationships with customers and stakeholders
• Existing network in the US telco industry
• A passion for digital strategy/transformation, technology and AI
• Strong analytical and data-driven approach to sales
• Ability to travel regularly to meet customers and attend industry events
• Bachelor's degree in business, marketing, or a related field

Personal Attributes

• Courage: Willingness to speak up, challenge the status quo, and embrace new challenges.
• Humility: Openness to learning, seeking help when needed, and a focus on serving others.
• Adventure: A passion for setting ambitious goals, tackling difficult tasks, and finding joy in the journey.
• Initiative: Proactive problem-solving, a sense of ownership, and a willingness to go above and beyond.
• Resilience: The ability to bounce back from setbacks, persevere through challenges, and emerge stronger.

Due to the considerable amount of virtual work and interaction with colleagues and customers in different physical locations internationally, it is essential that the successful applicant has the drive and ethic to succeed in working in small teams physically but in larger efforts virtually. Self-drive to communicate constantly using web collaboration and video conferencing is essential.