Job Description
Core objectives are to drive sales of Juniper’s products, services and solutions to customers globally across all vertical sectors of the business. To achieve these objectives, this leader must build and develop individual and team capability in support of Juniper’s accelerated growth while leveraging all of the various assets of the company.
Key objectives are:
Business of Sales
• Leverage, orchestrate and rally the resources across the company to bring the full potential of the company’s resources to bear on sales opportunities.
• Apply both tactical and strategic go to market models aimed at growing the customer base both in the short and long terms to drive higher revenues, customer growth and customer retention
Lead, drive and champion our four primary focuses of capturing greater market share in edge routing, switching, security and Junos software offerings across all verticals and domains
• Work with team to develop and build a pipeline of opportunities
• Influence, engage and enable appropriate alliances and partners in support of our go to market strategy
• Ensure that Juniper is delivering a superior customer experience
• Ensure that team is focused on selling based on customer value proposition and not price
Team Leadership
• Lead a diverse team of resources across disciplines to achieve results.
• Coach and develop members of the Center of Excellence and Go-To Sales Engineering communities
• Create an inspired community of people able, committed and empowered to achieve amazing success
• Proactively and continuously reinforce the Juniper business model, expectations of team members and ensure buy-in to the company’s goals via team meetings, skip levels, and an open door approach to communications.
• Be a leader who listens, coaches, guides, and provides an opportunity for team and individual achievement
• Lead By Example And Display The Characteristics And Core Values Of The Juniper Way
o We are AUTHENTIC
o We are about TRUST
o We deliver EXCELLENCE
o We pursue BOLD ASPIRATIONS
o We make a MEANINGFUL DIFFERENCE
• Meet/exceed sales goals and the development of key talent
Company Representation
• Represent Juniper at appropriate customer forums, functions and direct engagements
• Support the team and represent Juniper with key customers
Attend key technical and/or trade seminars/shows to help drive the Juniper brand, vision and strategy
KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
• VP and Sr. Director of Sales: Tight communication of results, strategy and forecast.
• Peer Sales Leadership: Share best practices and resolve issues proactively.
• Sales Engineers: Work with the sales engineers and their leadership to support the sales programs.
• Channel: Lead channel organization in strategy and execution on sales plans.
• Marketing: Team with the marketing team on connected sales and marketing processes.
• Services: Partner with services to deliver solutions for customers.
• Customers: Communicate and listen to the customer. Participate in winning account strategy & plan design to influence customer decisions.
• Other sector sales: Partner with peers in other sectors to ensure the maximum success for Juniper as an entity.
• Product Groups: Work cooperatively with Juniper Business (Product) Group executives to stay plugged into product roadmaps and be able to leverage them or their teams in support of key sales opportunities
Skills and Experience:
• 10+ years of progressive sales leadership roles, including leading a direct sales organization with management of matrix resources.
• Experience selling high tech products (hardware, software, services) required; prior networking sales experience desired.
• Prior success, skills and experience in leading a region that produces > $100M in annual product, services and solutions revenue
• Exceptional customer facing/listening skills and the ability to coach the same within the team.
• Extensive knowledge of various channels (Disti’s, VARs, SIs, Carriers) with extensive relationships and the ability to build relationships within each
• Demonstrated experience developing and implementing a successful go-to market plan and multiyear (three year) business/sales plan
• Extensive experience building and developing a high performing team of leaders and sales professionals
• Strong quantitative analytical skills
• Exceptional communication skills including listening, written and public speaking
• Key industry and customer (CxO) relationships.
Friday, October 02, 2015
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