- Overall objective is to drive sales of Juniper’s products, services and solutions to Federal customers in the assigned region
- Assess, build and develop individual and team capability, ready to scale in support of Juniper’s accelerated growth.
- Lead a team of Account Managers
- Collaborate with selling teams to orchestrate , implement and execute key account strategies which generate executive alignment to mission, integrate value added partnerships and deliver win win outcomes for customer and Juniper
- Understand and can align Juniper Portfolio to customer mission priorities and align resources, strategy and tactics which deliver Sales outcomes.
- 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
- Develop territory/account plans and quota assignment for assigned region
- Implement and support Juniper’s Authentic Selling Model
- Model the “Juniper Way” as a leader of the company
- Influence, engage and enable appropriate channel partners in support of our go to market strategy
- Work with team to develop and build a pipeline of opportunities
- Accurately forecast monthly, quarterly and annual sales achievement
- Ensure that team is focused on selling based on value to customer, features, and function, NOT price
- Hire (where necessary), coach and develop the team
- Represent Juniper at appropriate customer forums or at Executive Briefing visits.
- Support team and represent Juniper with key customers
- Understand the movement to Software defined Networking, public and private cloud interconnect.
KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
- Area VP of National Gov’t, as the lead executive for the organization.
- Peer Regional sales and SE leaders to share best practices and resolve issues
- Peer Director to other National Gov’t Sales and Systems Engineers to ensure appropriate channel coverage and presales support.
- Customer Service executives and management team that support the region
- Juniper Service Provider Channel Sales team, particularly with regard to joint managed services opportunities
- 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
- Juniper’s Enterprise Field Marketing team
- Support Functions (HR, Finance, Sales Operations) for strategic and operational support
- Regional channel partners as source of both selling and deploying Juniper’s products and solutions
- Customer executives and key decision makers to build the relationships that allow the team to articulate Juniper’s value proposition and brand --
DECISION MAKING AUTHORITY
- Authority to make decisions regarding budget and expense management
- Staff hiring, promotions, compensation, awards, performance evaluations and terminations
- Non Standard Pricing (NSPs)
MAJOR ACCOUNTABILITIES
- Sales Achievement, across the full portfolio of products, services and solutions and across each of the relevant selling motions: Global Accounts, Named Accounts, Territories and General Business (Channels)
- Appropriate SA rhythm qtr to qtr and monthly within the qtr to ensure SA predictability and SKU coverage
- Forecast Accuracy
- Increase in # of >$1M accounts and “promote” accounts up selling motion hierarchy
- Manage customer satisfaction, ensure team is responsive to customer needs, quickly and thoroughly attend to escalations
- Accountable for developing and managing within budget
- Accountable for effective utilization and development of assigned staff, including succession plan
- Accountable for developing three year, one year and quarterly plans
- Retention and development of key talent
KEY PERFORMANCE MEASURES
- Sales achievement to plan (annual, quarterly, monthly)
- Accurate forecasting
- Deal size
- Sales cycle time, lead to closure
- SKU coverage
- Volume of NSPs and quotes
- Executive briefing visits hosted by region
- Quickly and thoroughly attend to escalations
- Effectively managed to delivery of all commitments within budget range of 2% on a quarterly basis
- Talent/people: Retention of top talent; succession plan in place by developing leadership within the organization; appropriate span of control; under performers coached to success or out. Performance evaluations completed on time, Growth plans and MBOs in place for each employee.
KEY CAPABILITIES, COMPETENCIES, AND QUALIFICATIONS
- Knowledge skills and experience in leading a region that produces > $40M in annual product, services and solutions revenue
- Exceptional customer facing/listening skills and the ability to coach the same within the team.
- Knowledge of various channels (Disti’s, VARs, SIs, Carriers) with extensive relationships and the ability to build relationships within each
- Experience developing and implementing a successful go-to market plan and multiyear (three year) business/sales plan
- Experience building and developing a high performing team of sales professionals
- Strong analytical and process skills
- Exceptional communication skills including listening, written and public speaking
- Ability to represent and speak on Juniper’s behalf at technology conferences and with customer executives
- Requires a minimum of 7 years’ experience as a sales professional and ideally 3-5 years’ experience managing a sales organization. Sales experience with high tech products (hardware, software, services) required, networking sales experience desired
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