Juniper Networks is looking for a Senior Director to take on a new role within the Federal Sales team focused on leading and transforming the direction and strategy of the Department of Defense sector. This role is responsible for developing and executing a strategy to take the Department of Defense sector in a novel direction, and the Senior Director’s creativity and forward thinking strategies will be critical.
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The Senior Director for Juniper Federal’s Department of Defense business (DoD) will be responsible for leading the overall strategy for Defense accounts, direct management of resources delivering Juniper Networks solutions to the DoD, and increasing customer satisfaction. This position will report to the Vice President, Juniper Federal.
Qualifications and Responsibilities:
This leader must have demonstrated industry connections, business and sales vision, a network of partners and the experience to develop strategy in the recently evolved defense markets of cloud as well as tactical and mission-centric programs.
· There must be demonstrated knowledge of Department of Defense’s spending priorities for growth and the creativity to translate that knowledge into activities and action in the field.
· Demonstrated growth over the past three years (DoD IT transformation) as well as a history or gaining market share, account acquisitions across defense during this same period
· A proven sales & sales management track record with increasing responsibility and consistent delivery of year-over-year revenue growth. This includes extensive direct contact with customers and channel partners, an ability to draft and implement successful sales plans, an understanding of customers’ computing architectures and how to qualify and address business opportunities, sales negotiations, and training, coaching, and motivating a sales team.
· A demonstrated knowledge of the defense community’s issues as they pertain to security, standards, and technology.
· Strong relationships with Program managers (PEOs), Product groups and Information Assurance Managers to ensure availability of key customer requirements in the Juniper product portfolio.
· Strong analytical skills. Working with and delivering against business metrics is a must. The ability to analyze Juniper market opportunities, quantify results, and take appropriate steps to meet or exceed goals will be critical to success. Understanding Juniper metrics systems (i.e. quota, scorecard, etc), developing specific data models to manage our business, and communicating this information to the DoD team and management will be essential.
· Well-rounded business experience. An understanding of the key industries comprising the vertical, along with general understanding of and experience with distribution channels, SIs/VARs, consultants, and additional industry peer groups.
· High level of customer satisfaction. Demonstrating an ability to add value to customer relations and overall account goals will be important.
· Creativity. Tackling complex architecture sales, competitive threats, customer ‘inertia’, and making the appropriate judgment calls to succeed.
· Good understanding of sales tracking tools and methodologies with proven ability to forecast revenue within +/- 5% of monthly, quarterly, and annual targets.
· Ability to reengineer Defense revenue tracking with support from Finance & Operations.
· Ability to gain security clearance required. Existing secret clearance or higher preferred.
Qualifications should include:
· 7+ years of demonstrated successful territory and sales management of both sales and technical professionals.
· A BA/BS in Marketing, Business or equivalent experience required. MBA preferred.
· Position is based in DC. Some travel required (40%).
Ability to meet Juniper Networks, customer, and/or government security screening requirements are required for this role. These requirements include but are not limited to the following specialized security screenings:
Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
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