The core objective of this leader is to drive sales/revenue of Juniper’s products, services and solutions to and through one Lenovo.
This leader must drive the development conversations between the two companies to ensure that Juniper’s products are embedded within Lenovo’s solutions to maximize partner leverage.
This leader must lobby executives within Lenovo to increase their investments in solution development, sales enablement, and pipeline explosion.
This leader must build and develop individual and team capability to support Juniper’s accelerated growth while leveraging all of the assets & resources of the company.
Will scale the team as the business needs require.
Will be leading a highly matrixed organization with representation in all Theaters.
Will lead a function that is Global in scope and requires the development of relationships and trust in all geographies.
Establish the strategy, direction and tone for managing the Lenovo Alliance.
Utilize the entire organizational resources, tools and capabilities to strengthen customer confidence in Juniper.
Manage consistent & clear communication
Be seen by Juniper as the “go to person or lightening rod” for this group
Leverage, orchestrate and rally the resources across the company to bring the full potential of the company’s resources to bear on sales opportunities.
Leverage, orchestrate and rally the resources within Lenovo to ensure that leading with Juniper provides a competitive advantage to Lenovo offers.
Apply both tactical and strategic go to market models aimed at growing the joint customer base both in the short and long terms to drive higher revenues, customer growth and customer retention
Work with team to develop and build a pipeline of opportunities
Establish a sound framework across global geographies to ensure that Lenovo’s differentiated value proposition is understood and executed through the Juniper field organization.
Develop territory plans and quota assignment for assigned geographic area
Accurately forecast monthly, quarterly and annual sales achievement
Meet/exceed geo quota, margin and product mix expectations
Ensure that Juniper is delivering a superior customer experience
Ensure that team is focused on selling based on value to customer, features, and function, NOT price
Team Leadership Responsibilities
Work closely with the 3 Theater SVPs and the 3 Theater Partner VPs, and GSBT to drive the Lenovo agenda and execution.
Secure commitment and action from key Lenovo executives to drive a clear “better together” message across their employees and partners.
Hire, coach and develop the geographic management team
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.
Support, lead, and drive the people review process and calibration sessions
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:
We are AUTHENTIC
We are about TRUST
We deliver EXCELLENCE
Key Organizational Relationships and Dependencies
VP of Emerging Alliances: Tight communication of results, strategy and forecast
Theater Partner VPs: 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
GSBT: Drive joint development of innovative solutions
Lenovo Execs: Drive strong “better together” message across the Lenovo employee base
Support Teams: Work with HR, Finance, Sales Ops and Legal to support the sales and broad company agenda.
Key performance measures
Sales achievement
Deliver a Balanced Scorecard (MBO’s)
Grow the business and attain projected growth rates
WIN Customers: Demonstrate customer value to be #1 in market share growth in our addressable markets.
Drive Customer Satisfaction: Deliver world-class customer experiences to be #1 in customer satisfaction
Accurate forecasting
Deal size
Sales cycle time
Expense to revenue ratios
Industry market share
Effectively managed to delivery of all commitments within budget range of 2% on a quarterly basis
Talent/people: Employee satisfaction at over 80%; employee turnover of less than 10% overall, 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 transitioned out of the business.
Top Priorities to Accomplish First Year:
Drive rapid adoption of our Low Touch and High Value Sales motions.
Build a scalable and repeatable process between Juniper and Lenovo.
Dramatically increase Juniper’s participation in IBM Sell-To business.
Build strong relationships across Lenovo’s complex organization.
Ensure that the Lenovo-Juniper joint value proposition is well articulated across the Juniper field organizations.
Gain consistency across global geographies on joint customer engagement.
Individual Characteristics and Requirements:
15+ years of progressive sales leadership roles, including leading a direct sales organization with management of matrix resources of at least 10 employees.
5+ years’ experience with Alliances/Partnering
Deep experience in joint development of new solutions and creating scalable go-to-market models
Experience selling high tech products (hardware, software, services) required; prior networking sales experience desired
Prior success, skills and experience in leading a team that produces > $20M 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, writing and public speaking
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