iLabs Hyderabad Technology Center Private Limited
Website:
ilabsgroup.com
Job details:
Role purpose
Build and run Kryon's sales function for STB, ONT and adaptors: win and grow accounts with telcos, ISPs and MSOs, brand owners and distributors, and convert them into repeat, profitable volume. You own the revenue number, the pipeline and a small team that delivers it.
Key responsibilities
Sales strategy and revenue ownership
• Own the annual sales plan, revenue and margin targets for STB, ONT and adaptors.
• Define target segments, account priorities and go-to-market for each product line.
• Track competitors, pricing and market trends, and feed them back into product and portfolio decisions.
Telco / ISP / MSO sales
• Develop and close business with operators, ISPs and cable/MSO players for STB and ONT rollouts.
• Lead RFQ, tender and pilot processes end to end: qualification, technical and commercial responses, trials, negotiation and order closure.
• Manage long enterprise sales cycles and multi-level stakeholder relationships (technical, procurement, business heads).
Brand owner and OEM/ODM business
• Pursue brand owners and OEM/ODM partners who want Kryon to design and manufacture under their brand.
• Structure commercial terms, supply agreements and volume commitments together with the Director and sourcing, finance and legal teams.
Distribution and channel
• Appoint, manage and grow distributors and channel partners, with clear territory, pricing and targets.
• Set channel margins, schemes and credit terms that protect Kryon's profitability.
Pipeline, pricing and commercial discipline
• Maintain a reliable pipeline and forecast, reviewed regularly with leadership.
• Build quotations from BOM and cost inputs; approve pricing within agreed margin guardrails.
• Drive payment collection and keep receivables healthy.
Cross-functional coordination
• Turn customer requirements into clear inputs for engineering, NPI, sourcing and operations, and keep customers updated on build and delivery status.
• Support regulatory, certification and compliance requirements needed for customer approvals (including export where relevant).
Team leadership
• Hire, coach and set targets for 2-3 key account / sales executives.
• Run weekly pipeline reviews and report to the Director on sales performance and risks.
Required qualifications
• 12-18 years in B2B sales within telecom, broadband CPE, set-top boxes, networking or consumer electronics.
• Proven track record selling STB, ONT, routers or similar CPE to telcos, ISPs or MSOs, with existing operator or OEM relationships.
• Experience handling RFQs, tenders and pilots, and negotiating large supply contracts.
• Strong commercial grounding: costing, margins, pricing, receivables.
• Experience leading or building a small sales team.
• Bachelor's degree in engineering (Electronics / Telecom preferred); MBA is an advantage.
• Based in, or willing to relocate to, Hyderabad; comfortable with regular travel.
Preferred
• Experience with ODM/OEM or contract manufacturing sales.
• Working knowledge of the Indian CPE market, relevant certifications (such as BIS, TEC, WPC/ETA) and export compliance.
• Existing relationships with distributors, system integrators and brand owners.
• Familiarity with GPON/ONT, Android TV / IPTV STB ecosystems and power adaptor markets.
Key competencies
• Consultative, relationship-led selling with senior decision-makers.
• Technical fluency to discuss product specs, certification and integration with customer engineers.
• Negotiation and commercial judgement; protects margin while closing volume.
• Structured pipeline management and forecasting.
• Builds, coaches and holds a small team accountable.
• Ownership mindset suited to a growing company moving into EMS.
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