As the leader of the Japan Enterprise Sales team, this person is primarily responsible for the development and management of operations, processes and initiatives that will increase the productivity of the team, improve competitiveness, and drive revenue growth while optimizing operating expenses.
Minimum of 15 years of recent experience in working all facets of Enterprise Market sales.
Requires a minimum of 5 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.
GENERAL DESCRIPTION AND OVERALL OBJECTIVES
Overall objective is to drive sales of Juniper’s products, services and solutions direct and through channels.
Meet and/or exceed predetermined sales and services quota and key objectives while operating within Juniper’s business and compliance guidelines.
Assess, build and develop individual and team capability, ready to scale in support of Juniper’s accelerated growth.
Lead a team of Sales resources, some directly and some through matrix relationships to drive sales.
Help to determine the optimal placement of resources as the team is built.
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 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
KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
Reports to the Country Manager Japan
Customer Service executives and management team that support the region
Peer Juniper Enterprise 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
MAJOR ACCOUNTABILITIES
Sales Achievement
Reseller partner relationships
Key Executive alignment with Enterprise Markets 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 plan
Development and retention of talent
KEY PERFORMANCE MEASURES
Sales achievement to plan
Growth of Enterprise markets revenue utilizing Juniper channel partners
Increase in market share of Juniper in Enterprise 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
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 Enterprise Accounts with extensive relationships and the ability to build relationships within Juniper Resellers
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.
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