The Role
Drive consultative B2B sales growth across the broadband industry by developing new clients, expanding existing accounts, selling consulting, engineering, and managed services, and building long-term executive relationships. The role requires strategic account and opportunity planning, disciplined CRM usage, collaboration with subject-matter experts, AI curiosity, pipeline forecasting, and representation at client and industry events. Regular travel to clients and conferences is expected.
Summary Generated by Built In
JSI is seeking an experienced, intellectually curious, and highly driven Sales Director based in the West Region to expand our relationships with existing clients and develop new business across the broadband industry in the West region of the USA. This is a consultative sales role for someone who understands that great account management is about more than winning the next project. It’s about earning the right to participate in multiple projects with a client over many years by understanding their business, building trusted relationships, bringing the right JSI expertise to the table, and consistently delivering value. The Sales Director will represent JSI’s broad portfolio of Engineering, Consulting, Regulatory, Financial, and Managed Services capabilities. The successful candidate will work alongside JSI’s subject-matter experts as peers, synthesizing their collective knowledge into actionable account plans and opportunity plans that help JSI pursue—and win—the business worth winning.
This position reports to JSI’s Chief Revenue Officer (CRO).
This position reports to JSI’s Chief Revenue Officer (CRO).
Responsibilities
- Drive Profitable Growth: Develop and close new business across JSI’s portfolio of consulting, engineering, and Managed Services solutions.
- Build Long-Term Client Relationships: Develop a deep understanding of each client’s business, priorities, challenges, decision-makers, and strategic objectives. Manage relationships with a long-term perspective, earning JSI the opportunity to compete for multiple projects and services over many years.
- Expand Existing Accounts: Identify white-space opportunities within JSI’s established client base and connect client needs with the appropriate JSI capabilities and subject-matter experts.
- Develop New Clients: Build relationships with prospective clients, with particular emphasis on rural and regional broadband carriers and service providers.
- Sell Managed Services: Identify opportunities where recurring Managed Services can improve a client’s operations, performance, efficiency, or economics. Prior experience successfully selling Managed Services or recurring-revenue solutions is a significant plus.
- Lead Strategic Account & Opportunity Planning: Develop and maintain actionable account and opportunity plans. Understand the client’s organization, decision process, compelling business issues, competitive landscape, and JSI’s unique value proposition before determining how and where to compete.
- Leverage JSI’s Collective Expertise: Work effectively with multiple expert consultants across disciplines. Listen, learn, challenge when appropriate, and synthesize their collective knowledge into a clear client strategy and compelling value proposition.
- Maintain CRM Discipline: Use JSI’s CRM as the system of record for account strategy, opportunities, client interactions, pipeline development, next actions, and forecasting. CRM proficiency and disciplined usage are requirements of the role.
- Embrace AI: Demonstrate a high aptitude, intellectual curiosity, and willingness to continuously learn how Artificial Intelligence can be used both as a personal productivity tool and as a potential solution for JSI’s clients. Help identify ways AI can enable broadband providers to accelerate growth, improve yield, increase productivity, and expand margins.
- Represent JSI in the Market: Participate in client meetings, industry conferences, association events, and other market activities that strengthen JSI’s relationships and brand.
Qualifications
- Bachelor’s degree preferred; business, finance, accounting, engineering, economics, or related disciplines preferred.
- Demonstrated success in consultative B2B sales, strategic account management, or complex solution selling.
- Experience selling to rural broadband carriers, regional broadband providers, or telecommunications companies is a significant plus.
- Experience selling Managed Services, recurring-revenue solutions, or technology-enabled services is a plus.
- Ability to develop trusted relationships with senior executives while also working effectively across multiple levels of a client organization.
- Demonstrated ability to collaborate with highly experienced technical and professional-services experts as peers.
- Strong analytical skills and the ability to turn complex information into clear client strategies, account plans, and opportunity plans.
- Strong CRM proficiency and disciplined pipeline management are required.
- High intellectual curiosity and demonstrated interest in using AI and emerging technologies to improve both personal productivity and client outcomes.
- Excellent written, verbal, presentation, and interpersonal skills.
- Willingness to travel regularly to clients and industry events.
- Ability to thrive in a fast-moving, collaborative, accountable environment.
Benefits & Compensation
- Competitive salary plus variable compensation.
- Comprehensive benefits package (medical, dental, vision, 401(k)).
- Generous PTO and travel support.
- Ongoing professional development and educational opportunities.
About
To learn more about JSI, visit us at jsitel.com.
Skills Required
- Bachelor's degree in business, finance, accounting, engineering, economics, or a related discipline
- Demonstrated success in consultative B2B sales, strategic account management, or complex solution selling
- Experience selling to rural broadband carriers, regional broadband providers, or telecommunications companies
- Experience selling managed services, recurring-revenue solutions, or technology-enabled services
- Ability to develop trusted relationships with senior executives and work effectively across multiple levels of a client organization
- Ability to collaborate with highly experienced technical and professional-services experts as peers
- Strong analytical skills and ability to turn complex information into clear client strategies, account plans, and opportunity plans
- Strong CRM proficiency and disciplined pipeline management
- High intellectual curiosity and demonstrated interest in using AI and emerging technologies
- Excellent written, verbal, presentation, and interpersonal skills
- Willingness to travel regularly to clients and industry events
- Ability to thrive in a fast-moving, collaborative, accountable environment
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
JSI is a full-service consulting firm that provides financial, engineering, management, regulatory, and strategic guidance to independent communications and broadband providers. With over 60 years of experience, the company helps clients modernize networks, secure funding, and achieve sustainable growth. JSI operates as a unified partner, offering end-to-end solutions that empower rural and regional providers to expand their reach and compete effectively in the rapidly evolving digital landscape.
