Director, Market Development K-12 Edu

About the Role

Key Responsibilities

• Serve as a trusted advisor and subject matter expert to the field sales team and partners, guiding strategic sales pursuits across the K-12 vertical and providing consistent forecasting of revenue and pipeline progress.
• Respond to and support requests from CommScope and RUCKUS sales teams and partners engaged in K-12 opportunities, advising on contract vehicles (e.g., E-rate), cooperative purchasing strategies, and program alignment with education funding timelines.
• Establish and nurture relationships with ecosystem partners (e.g., safety and classroom tech vendors, integrators, public sector consultants) to develop joint reference architectures that enhance CommScope's K-12 offerings.
• Act as the internal advocate for the K-12 business, working cross-functionally with Marketing, Product Line Management, Engineering, and Finance to define and influence the solutions, programs, and features needed to serve this segment.
• Help shape the K-12 market strategy, including vertical value propositions and tailored go-to-market models that align with school IT priorities like cybersecurity, hybrid learning, and student connectivity.
• Develop technical enablement plans and build training content for sales and technical teams-internally and externally-to empower confident positioning of CommScope's K-12 portfolio.
• Monitor and influence sales pipeline and revenue within RUCKUS to ensure geographies are delivering expected growth.

Requirements

• 10+ years of experience in business development or direct sales focused on education, public sector, or technology solutions-ideally with a strong understanding of the K-12 education ecosystem.
• Proven ability to build executive relationships with district CIOs, CTOs, superintendents, and state education officials.
• Strong understanding of public funding models including E-rate, ESSER, and state/local bond-funded technology modernization initiatives.
• Experience as a quota-supporting or quota-carrying sales professional.
• Deep strategic thinking and planning ability, with experience developing and executing go-to-market initiatives.
• Skilled at navigating matrixed organizations, balancing collaboration with independent leadership.
• Capable of leading discussions from C-level strategy to technical architecture.
• Exceptional communication skills-both technical and conceptual, internal and external.
• Recognized as a thought leader in education or public-sector networking, able to speak at events, participate in webinars, or support advocacy initiatives when needed.
• Willingness to travel up to 50%, including potential for limited international engagements.

Nice to Have

• Experience with CommScope technologies including RUCKUS Wi-Fi, switching, private LTE, and fiber/copper connectivity infrastructure.
• Experience developing and executing go-to-market strategies for the education sector.
• Ability to speak at industry events, webinars, or advocacy initiatives.

Qualifications

• Educational background or certifications are not explicitly specified, but extensive experience in business development or sales in education/public sector is required.

Benefits & Perks

• Comprehensive benefits package including medical, dental, and vision plans.
• Life and accidental death insurance.
• A 401(k) plan and participation in the Company's Incentive Plan.
• Eleven paid holidays in a full calendar year.
• Two weeks of paid vacation (prorated based on start date).
• Other leave options.