Sales Director - Quantum Key Distribution

Toshiba International Corporation is a world leader in the design and manufacture of motors, motor controls and power electronics products. Many of these products are designed, built and tested in our 1,000,000 square foot state-of-the-art manufacturing facility in Houston, TX. We have developed a totally integrated manufacturing process from research and development, design, engineering, production and manufacturing to after-market service and sales & marketing. Toshiba differentiates itself from its competitors through its commitment to quality and reliability. We build products to perform in the most difficult conditions. From raw material to the finished product, we assure exacting quality, engineering excellence and stringent testing to meet domestic and international performance standards.

Position Overview

The Sales Director for Quantum Key Distribution (QKD) leads the strategic commercial expansion of the company’s quantum‑secure communications portfolio. This executive role is responsible for defining market strategy, driving revenue growth, and developing high‑value customer relationships. This role also focuses on market expansion, partnerships, and early-stage customer engagement, working closely with Sales, Product Management, and R&D to drive long-term revenue growth. The ideal candidate brings a balance of deep technical aptitude in quantum‑secure networking and proven executive‑level sales leadership.

Key Responsibilities

Strategic Leadership & Growth

• Develop and own the North America sales strategy for QKD and quantum‑secure networking solutions.
• Establish revenue targets, forecast sales performance, and drive execution to exceed financial goals.
• Identify and prioritize high‑growth markets including telecommunications carriers, government/defense agencies, financial institutions, cloud and data center providers, and critical infrastructure operators.
• Identify and evaluate new business opportunities for QKD and quantum-secure networking solutions.
• Develop business cases and entry strategies for new markets, regions, or use cases.
• Create market expansion plans that include strategic partnerships, channel development, and ecosystem alignment.

Sales Leadership

• Lead, develop, and mentor technical sales resources.
• Build a high‑performance culture centered around operational excellence, customer success, and continuous improvement.
• Implement structured sales processes, KPIs, and pipeline management methodologies.

Executive-Level Customer Engagement

• Build strong relationships with C‑suite customers, senior technical leaders, procurement executives, and government stakeholders.
• Lead major deal negotiations, enterprise proposals, and multi‑year contract discussions.
• Drive adoption of QKD and quantum‑safe solutions through consultative selling and long‑term strategic planning with customers.
• Engage with prospective customers to understand use cases and adoption drivers.
• Assist in defining PoC's and pilot projects in collaboration with Engineering.

Technical & Market Expertise

• Maintain a deep understanding of QKD, quantum-safe cryptography, optical networking, and cybersecurity trends.
• Translate cutting-edge quantum technologies into clear business value, differentiation, and ROI messaging.
• Monitor and influence the evolving landscape of standards, regulations, and industry frameworks related to quantum security.

Cross‑Functional Influence

• Collaborate closely with overseas QKD staffto shape the product roadmap based on market needs and customer insights.
• Work with Marketing to develop campaigns, thought leadership content, and industry positioning.
• Support customer pilots, PoC's, and deployment planning through coordination with engineering teams.

Industry Engagement & Ecosystem Development

• Represent the company at conferences, industry consortiums, and customer events.
• Build strategic partnerships with telecommunications vendors, integrators, and technology alliances to strengthen market position.
• Advocate for quantum-safe communication adoption and educate the market on emerging threats and solutions.

Qualifications

• Bachelor’s degree in Business, Engineering, Physics, Computer Science, or related field.
• 10+ years of experience in enterprise technology sales, including 5+ years in senior leadership roles.
• Proven success leading sales organizations selling high‑complexity solutions (e.g., cybersecurity, optical networking, telecom infrastructure, quantum technologies).
• Strong executive communication, negotiation, and customer relationship capabilities.
• Experience managing large deals, long sales cycles, and multi-stakeholder enterprise or government sales.
• Ability to articulate highly technical solutions to both technical and non‑technical audiences.

Preferred

• Experience in QKD, quantum technologies, or advanced cryptographic products.
• Existing network in telecom, defense, finance, or critical infrastructure sectors.
• Master’s degree (MBA or technical equivalent).
• Familiarity with NIST PQC standards, ETSI QKD standards, and quantum‑safe security compliance.

Key Competencies

• Strategic commercial leadership
• Deep technical aptitude
• Executive presence and communication
• High-value complex deal management
• Customer-centric approach
• Consultative selling mindset
• Market analysis & competitive insight
• Cross-functional influence
• Global mindset & cultural awareness