Job Description: • 2-minute read •
As a leader of Juniper’s Commercial Sales team, this person is primarily responsible for the development and management of operations, processes and initiatives that will increase the productivity of Sales team, improve competitiveness, and drive revenue growth while optimizing operating expenses.
1) GENERAL DESCRIPTION AND OVERALL OBJECTIVES
• Overall objective is to drive sales of Juniper’s products, services and solutions direct and through channels
• Assess, build and develop individual and team capability, ready to scale in support of Juniper’s accelerated growth.
• Lead a team of Sales and SE resources, some directly and some through matrix relationships to drive sales.
• Help to determine the optimal placement of resources as the team is built.
• Build team connection regardless of reporting relationships to leverage sales efforts across the region.
• 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 processes and approaches to minimize channel and internal conflicts.
• Assist in facilitating and brokering significant deals that may involve channel conflicts or competing interests both internally and with external
partners.
• Develop account/territory plans and quota assignment for assigned resources.
• Model the “Juniper Way” as a key leader of the company
• Influence, engage and enable appropriate Reseller personnel 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 management team
• Represent Juniper at appropriate customer forums or at Executive Briefing visits
2) KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
• Reports to the Americas Commercial Sales leader
• Customer Service executives and management team that support the region
• Peer Juniper sales directors, particularly with regard to collaboration on overall Reseller account plans.
• Juniper Business (Product) Group executives to stay connected into product roadmaps and be able to leverage them or their teams in support of key
sales opportunities
• Juniper’s Marketing teams
• Support Functions (HR, Finance, Sales Operations) for strategic and operational support
• Regional channel partners as source of both for both selling and deploying Juniper’s products and solutions
• Global and Named account senior leaders/decision makers to build the relationships that allow the team to articulate Juniper’s value proposition and brand
3) DECISION MAKING AUTHORITY
• Authority to make decisions regarding:
• Budget and expense, per annual budget Staff hiring, promotions, compensation, awards, performance evaluations and terminations
• Non Standard Pricing (NSPs)
4) MAJOR ACCOUNTABILITIES
• Sales Achievement
• Reseller partner relationships
• Key Executive alignment with our Go To Market model.
• 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
5) KEY PERFORMANCE MEASURES
• Sales achievement to plan
• Growth of revenue utilizing Juniper channel partners
• Increase in market share of Juniper commercial accounts
• Partner relationship quarterly reviews
• Accurate forecasting
• Deal size
• Sales cycle time, lead to closure
• Volume and speed of closure of NSPs and quotes
• Quickly and thoroughly attend to escalations
• Talent/people: Employee satisfaction at over 80%; employee turnover of less than 10% over all, less than 5% for those rated exceptional or very strong ; succession plan in place by developing leadership within the organization; appropriate span of control; under performers coached to success or out
6) KEY CAPABILITIES, COMPETENCIES, AND QUALIFICATIONS
• Exceptional customer facing/listening skills and the ability to coach the same within the team.
• Energetic and charismatic sales leadership skills that can motivate both an internal and external sales team to meet quarterly objectives and strategic goals.
• Knowledge of commercial market with extensive relationships and the ability to build relationships within Juniper Resellers
• Requires a minimum of 8 years’ experience leading a sales organization of at least 5 employees with an additional 5 years of direct selling experience.
• Proven track record of making sales goals in at least 8 of the last 10 years.
• Experience with networking products, solutions, markets and competition.
• 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 leaders and sales professionals
• Strong analytical skills
• Skilled at resolving complex negotiations with various channel partners and internal stakeholders under time pressure.
• Exceptional communication skills including listening, writing and public speaking
• Ability to represent and speak on Juniper’s behalf at technology conferences
• Sales experience with high tech products (hardware, software, services) required, networking sales experience required.
• Ability to influence without authority across functional silos is critical.
Pass it on for Referral Bonus. Not the right role for you, but know someone we should meet? Share with him to earn $1,000 referral bonus.
As a leader of Juniper’s Commercial Sales team, this person is primarily responsible for the development and management of operations, processes and initiatives that will increase the productivity of Sales team, improve competitiveness, and drive revenue growth while optimizing operating expenses.
• Overall objective is to drive sales of Juniper’s products, services and solutions direct and through channels
• Assess, build and develop individual and team capability, ready to scale in support of Juniper’s accelerated growth.
• Lead a team of Sales and SE resources, some directly and some through matrix relationships to drive sales.
• Help to determine the optimal placement of resources as the team is built.
• Build team connection regardless of reporting relationships to leverage sales efforts across the region.
• 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 processes and approaches to minimize channel and internal conflicts.
• Assist in facilitating and brokering significant deals that may involve channel conflicts or competing interests both internally and with external
partners.
• Develop account/territory plans and quota assignment for assigned resources.
• Model the “Juniper Way” as a key leader of the company
• Influence, engage and enable appropriate Reseller personnel 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 management team
• Represent Juniper at appropriate customer forums or at Executive Briefing visits
2) KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
• Reports to the Americas Commercial Sales leader
• Customer Service executives and management team that support the region
• Peer Juniper sales directors, particularly with regard to collaboration on overall Reseller account plans.
• Juniper Business (Product) Group executives to stay connected into product roadmaps and be able to leverage them or their teams in support of key
sales opportunities
• Juniper’s Marketing teams
• Support Functions (HR, Finance, Sales Operations) for strategic and operational support
• Regional channel partners as source of both for both selling and deploying Juniper’s products and solutions
• Global and Named account senior leaders/decision makers to build the relationships that allow the team to articulate Juniper’s value proposition and brand
3) DECISION MAKING AUTHORITY
• Authority to make decisions regarding:
• Budget and expense, per annual budget Staff hiring, promotions, compensation, awards, performance evaluations and terminations
• Non Standard Pricing (NSPs)
4) MAJOR ACCOUNTABILITIES
• Sales Achievement
• Reseller partner relationships
• Key Executive alignment with our Go To Market model.
• 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
5) KEY PERFORMANCE MEASURES
• Sales achievement to plan
• Growth of revenue utilizing Juniper channel partners
• Increase in market share of Juniper commercial accounts
• Partner relationship quarterly reviews
• Accurate forecasting
• Deal size
• Sales cycle time, lead to closure
• Volume and speed of closure of NSPs and quotes
• Quickly and thoroughly attend to escalations
• Talent/people: Employee satisfaction at over 80%; employee turnover of less than 10% over all, less than 5% for those rated exceptional or very strong ; succession plan in place by developing leadership within the organization; appropriate span of control; under performers coached to success or out
6) KEY CAPABILITIES, COMPETENCIES, AND QUALIFICATIONS
• Exceptional customer facing/listening skills and the ability to coach the same within the team.
• Energetic and charismatic sales leadership skills that can motivate both an internal and external sales team to meet quarterly objectives and strategic goals.
• Knowledge of commercial market with extensive relationships and the ability to build relationships within Juniper Resellers
• Requires a minimum of 8 years’ experience leading a sales organization of at least 5 employees with an additional 5 years of direct selling experience.
• Proven track record of making sales goals in at least 8 of the last 10 years.
• Experience with networking products, solutions, markets and competition.
• 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 leaders and sales professionals
• Strong analytical skills
• Skilled at resolving complex negotiations with various channel partners and internal stakeholders under time pressure.
• Exceptional communication skills including listening, writing and public speaking
• Ability to represent and speak on Juniper’s behalf at technology conferences
• Sales experience with high tech products (hardware, software, services) required, networking sales experience required.
• Ability to influence without authority across functional silos is critical.
Pass it on for Referral Bonus. Not the right role for you, but know someone we should meet? Share with him to earn $1,000 referral bonus.
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