Account Manager - Service Provider

• To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.
• This position will manage few Telecom customers in North India and primarily responsible for growth of revenues, WIN New Accounts/ Domains, drive customer satisfaction, responsible for 360 degree coverage of the Accounts.

Job responsibilities

• Set up relationship with key customer stake holders including C level. Work closely with customer technical / planning / business teams to understand their business needs / concerns.
• Set up excellent business relationship with Internal (within Juniper) and External (within Customer) teams.
• Overall objective is to drive sales of Juniper s products, services and solutions direct and through channels for Key SP customer.
• 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 account plans and quota assignment for assigned resources.
• 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.

Major Accountabilities

• Sales Achievement
• Reseller partner relationships
• Key Executive alignment with key stake holders in the customer unit.
• Accountable for developing quarterly and annual plans in support of attaining revenue goals

Key Performance Measures

• Sales achievement to plan
• Growth of Revenue and increase in market share
• Accurate forecasting
• Sales cycle time, lead to closure
• Work closely with Partners eco-system

Key Qualifications, Competencies and Capabilities

• Engineering graduate and or MBA with minimum of over 7 years of front-end selling experience.
• Significant relevant working experience in handling service provider Market sales
• Energetic and charismatic sales leadership skills that can motivate both an internal and external sales team to meet quarterly objectives and strategic goals.
• Must have proven skills of working with channel partners.
• Technology savvy, must have sold OEM products like networking or high-end servers or storage or software or SI services.
• Education - Engineering graduate and/or MBA from a good business school.
• Self-driven, highly charged, willingness to challenge the status quo are some key traits.
• Exceptional customer facing/listening skills and the ability to coach the same within the team.
• Experience with networking products, solutions, markets and competition.
• Skilled at resolving complex negotiations with various channel partners and internal stakeholders under time pressure.
• Exceptional presentation skills, analytical skills and superior written and verbal communication skills.
• Upto 30% travel required.