Position SummaryThe Chief Revenue Officer (CRO) is a member of the executive leadership team responsible for developing and executing the company's overall revenue strategy and delivering sustainable, profitable growth across all customer segments, sales channels, products, solutions, and geographic markets.The CRO will lead the organization's revenue-generating functions, including direct sales, indirect/channel sales, strategic accounts, solutions sales, data center and digital infrastructure sales, business development, sales operations, and commercial strategy.This executive will establish a high-performance revenue organization that aligns market strategy, sales execution, customer relationships, supplier partnerships, pricing, pipeline management, and operational discipline to maximize revenue, gross margin, customer retention, and market share.The CRO will work closely with the CEO, President, CFO, COO/CAO, and other executive leaders to translate corporate strategy into measurable revenue objectives and a scalable go-to-market model. PRIMARY RESPONSIBILITIES Enterprise Revenue StrategyDevelop and execute the company's comprehensive multi-year revenue and go-to-market strategy.Establish annual revenue, gross-margin, bookings, customer acquisition, retention, and profitability objectives.Identify new markets, customer segments, technologies, products, and services capable of generating incremental revenue.Balance short-term revenue performance with long-term strategic growth initiatives.Establish revenue priorities across telecommunications, connectivity, wireless, fiber, data center, cloud, networking, security, and digital infrastructure markets.Translate corporate strategy into actionable revenue plans for each business unit and sales channel.Monitor competitive, technological, supplier, and market developments and adjust commercial strategy accordingly. Sales LeadershipLead and develop the company's overall sales organization, including:Direct SalesIndirect/Channel SalesStrategic AccountsEnterprise SalesCarrier and Service Provider SalesData Center SalesDigital Infrastructure SalesSolutions SalesBusiness DevelopmentPartner/Reseller SalesSales Operations and AdministrationEstablish clear organizational accountability, sales territories, quotas, compensation structures, reporting relationships, and performance expectations.Develop a disciplined sales culture focused on:Revenue growthGross-margin expansionNew customer acquisitionCustomer retentionCross-selling and upsellingPipeline generationForecast accuracyStrategic account developmentSupplier and partner expansion Direct SalesDevelop and execute the direct-sales strategy across enterprise, carrier, data center, infrastructure, and strategic accounts.Establish account segmentation and customer-specific growth strategies.Build executive relationships with key customers and strategic accounts.Develop large-account and national-account strategies.Ensure sales teams effectively position the company's products, services, technical capabilities, and value proposition.Establish sales methodologies, qualification standards, opportunity-management processes, and closing disciplines.Drive expansion within existing accounts while continuously developing new business. Indirect and Channel SalesDevelop the company's indirect-channel strategy encompassing distributors, resellers, dealers, agents, integrators, contractors, VARs, MSPs, and other channel partners.Recruit, enable, manage, and grow strategic channel relationships.Establish channel segmentation, partner tiers, incentives, rebates, and performance standards.Develop programs designed to increase partner loyalty, wallet share, and recurring revenue.Establish channel conflict-management policies between direct and indirect sales.Create joint business plans with strategic partners and suppliers.Measure partner productivity, revenue contribution, profitability, retention, and growth. Telecommunications & Digital Infrastructure SolutionsDrive commercial growth across relevant infrastructure markets, including:Fiber optic infrastructureBroadbandWireless infrastructure5G infrastructureData centersEdge computingStructured cablingNetworkingConnectivityCloud infrastructureNetwork securityPower and electrical infrastructureOutside plant infrastructureEnterprise communicationsDigital infrastructure solutionsPartner with technical and operational leadership to develop solutions that address evolving customer requirements. Supplier and Manufacturer RelationshipsDevelop executive-level relationships with key manufacturers, suppliers, technology providers, and strategic partners.Negotiate commercial programs that improve revenue opportunities and gross-margin performance.Establish joint go-to-market initiatives with strategic suppliers.Develop preferred-supplier strategies based on market demand, product availability, pricing, technology, and customer requirements.Collaborate with suppliers on new product introductions and emerging technologies.Monitor supplier performance and address commercial or service issues affecting customers. Revenue Operations & ForecastingEstablish a rigorous revenue-management discipline across the organization.Responsibilities include:Pipeline managementSales forecastingCRM disciplineOpportunity managementTerritory managementQuota allocationSales productivityRevenue analyticsCustomer segmentationPricing analyticsSales compensationWin/loss analysisForecast accuracyEstablish standardized dashboards and executive reporting that provide visibility into:RevenueGross marginBookingsPipelinePipeline coverageForecastNew customersCustomer retentionAverage customer valueSales productivityChannel performanceSupplier performance Pricing, Margin & Commercial ManagementEstablish pricing strategy in partnership with the CFO and executive leadership.Protect and improve gross-margin performance.Establish pricing governance and approval thresholds.Monitor market pricing and competitive pressures.Develop discounting policies and approval procedures.Identify opportunities for margin expansion through product mix, supplier negotiations, services, and value-added offerings.Ensure sales incentives align with profitable revenue rather than revenue volume alone. Customer Strategy & Executive RelationshipsEstablish a customer-centric revenue strategy.Maintain executive relationships with the company's largest and most strategic customers.Develop key-account plans and executive sponsorship programs.Establish customer-retention and expansion strategies.Monitor customer satisfaction, service issues, churn, and competitive threats.Work with operations and customer service leadership to resolve issues affecting strategic accounts. Business Development & Strategic GrowthIdentify and develop new revenue opportunities through:New geographic marketsNew customer segmentsNew product categoriesStrategic partnershipsSupplier relationshipsAcquisitionsJoint venturesTechnology partnershipsNew distribution modelsValue-added servicesRecurring-revenue opportunitiesEvaluate emerging telecommunications and digital infrastructure markets and translate market trends into actionable commercial opportunities. Executive LeadershipServe as a principal member of the executive leadership team and provide the CEO and Board with clear visibility into revenue performance and market opportunities.The CRO will:Participate in corporate strategy development.Establish revenue priorities.Present revenue performance to executive leadership and the Board.Collaborate with Finance on revenue and profitability planning.Collaborate with Operations on inventory, fulfillment, service levels, and customer requirements.Collaborate with Marketing on demand generation and market positioning.Collaborate with Human Resources on organizational development and sales compensation.Support M&A and strategic-investment initiatives. Organizational Leadership & Talent DevelopmentBuild a scalable, high-performance revenue organization.Recruit, develop, coach, and retain high-performing sales executives and leaders.Establish clear career paths and succession plans.Create performance-management standards for the sales organization.Develop sales leadership capabilities throughout the organization.Establish a culture of accountability, collaboration, ethical conduct, and continuous improvement. KEY PERFORMANCE INDICATORS (KPIs)The CRO will be accountable for measurable performance across the following areas:RevenueTotal revenue growthOrganic revenue growthNew customer revenueExisting customer expansionRecurring revenue growthProfitabilityGross marginGross-margin dollarsContribution marginMargin by customer/channel/productPricing realizationSales PerformanceBookingsPipeline valuePipeline coverageWin rateAverage deal sizeSales-cycle durationQuota attainmentForecast accuracyCustomerCustomer retentionCustomer churnNet customer growthStrategic-account growthCustomer concentrationChannelChannel revenueActive partnersPartner productivityPartner retentionRevenue per partnerChannel gross marginStrategic GrowthNew markets launchedNew supplier relationshipsNew product/category revenueStrategic partnershipsM&A/business-development opportunitiesOrganizationalSales productivityEmployee retentionLeadership successionTime-to-productivity for new sales hiresSales compensation effectiveness AUTHORITY & DECISION-MAKINGThe CRO will have executive authority, within Board-approved and CEO-approved parameters, over:Revenue strategySales organization structureSales territoriesSales quotasChannel strategyCustomer segmentationSales compensation recommendationsPricing strategyStrategic account strategyRevenue partnershipsSales hiring and organizational developmentCommercial programsMaterial pricing exceptions, capital expenditures, acquisitions, strategic contracts, and financial commitments remain subject to applicable company approval policies. REPORTING RELATIONSHIPReports To: Chief Executive OfficerExecutive Peer Relationships:PresidentChief Financial OfficerChief Operating Officer / Chief Administrative OfficerChief Technology Officer / Chief Information OfficerChief Marketing OfficerGeneral CounselDirect Reports May Include:Executive Vice President / Senior Vice President – Direct SalesSenior Vice President – Indirect & Channel SalesSenior Vice President – Solutions & Digital InfrastructureVice President – Data Center SalesVice President – Sales Operations & AdministrationVice President – Business DevelopmentVice President – Strategic AccountsRevenue Operations / Sales Analytics Leadership QUALIFICATIONSRequiredBachelor's degree in Business, Marketing, Telecommunications, Technology, Engineering, or related discipline.15+ years of progressive sales and commercial leadership experience.8+ years of senior executive sales leadership experience.Demonstrated experience leading complex B2B sales organizations.Experience in telecommunications, technology distribution, digital infrastructure, networking, data center, connectivity, or related industries.Demonstrated experience managing direct and indirect sales channels.Experience managing revenue, gross margin, forecasting, pricing, and sales operations.Proven experience building and scaling sales organizations.Strong executive-level customer and supplier relationship skills.PreferredMaster's degree or MBA.Experience with telecommunications distribution.Experience with data center and digital infrastructure markets.Experience managing national or multi-regional sales organizations.Experience with private-equity-backed or high-growth organizations.Experience with M&A integration and commercial transformation.Experience developing channel-partner ecosystems. CORE COMPETENCIESEnterprise Revenue StrategyStrategic Sales LeadershipTelecommunications Industry KnowledgeDigital Infrastructure ExpertiseChannel ManagementStrategic Account ManagementBusiness DevelopmentCommercial StrategyPricing & Margin ManagementRevenue OperationsForecasting & AnalyticsExecutive LeadershipSupplier NegotiationCustomer Relationship ManagementOrganizational DevelopmentChange ManagementFinancial AcumenNegotiationCommunicationStrategic Planning LEADERSHIP EXPECTATIONSThe CRO is expected to operate as an enterprise executive rather than solely as the head of sales. The position requires the ability to connect market opportunity, customer demand, supplier strategy, sales execution, operational capacity, financial performance, and organizational capability into a unified revenue strategy.The successful executive will create a disciplined revenue-management system that provides leadership with clear visibility into where revenue is being generated, where growth opportunities exist, where margins are being created or eroded, and what resources are required to achieve the company's strategic objectives. EXECUTIVE SUCCESS PROFILESuccess in this position will be demonstrated by the CRO's ability to:Deliver sustainable and profitable revenue growth.Build a scalable and accountable sales organization.Increase customer acquisition, retention, and wallet share.Expand the company's indirect and strategic channel ecosystem.Increase participation in telecommunications and digital infrastructure growth markets.Improve forecast accuracy and sales execution.Strengthen strategic supplier relationships.Improve gross-margin performance.Establish consistent revenue-management processes and KPIs.Develop a strong pipeline of future revenue opportunities and sales leadership talent.