Sr Sales Specialist/Federal Segment
Juniper is changing what's possible in networking. We're going beyond building the networks customers expect -- we're building the networks customers deserve. And the world is taking note. But to continue to excel, we have work to do. Change in our industry is accelerating. To power connections and empower change, we need radical thinkers, eternal optimists, and energized personalities. We need people like you. Success requires big thinking and high-reaching goals. Our culture breeds innovation. Here, you will have the opportunity to take chances and let your ideas grow. You will be supported by thoughtful, inclusive, and accessible leaders. You will have every chance to be a part of the conversation and seize our momentum. Your career will be better for it. At Juniper, we strive to deliver network experiences that transform how people connect, work and live. We Power Connections, Empower Change, and we do that through our core values Being Bold, Building Trust and Delivering Excellence. Do you want to solve complex problems and build systems that will change the Internet? Do you want to be part of a company that is on the cutting edge of technology? Do you want to work with a world-class team of engineers? The Apstra sales expert will build and maintain close relationships with:
(i) Juniper account teams, (ii) Juniper partners, and (iii) existing and potential customers - with the aim to become a trusted advisor and consultant - across enterprise target accounts, managing opportunities throughout the lifecycle from initial engagement to closure (and on-going lifecycle). The overall objective of the role is to grow Juniper's Datacenter business through the delivery of a consultative approach, providing thought-leadership, delivering commercial and technology innovation, coordinating cross-functional resources, and driving opportunities from qualification to closure, working in close partnership with Juniper account teams. The role will consist of the following major functions:
Execute the GTM strategy for the Datacenter portfolio for the target use cases, especially around how to introduce Intent Based Networking (IBN) solutions in our customer's Datacenter and optimize their operational efficiency in the way they design, build and operate their critical Datacenter Networks. Define and qualify incremental pipeline opportunities for the target use cases in the region, especially in target accounts. Assists to develop new incremental pipeline through thought-leadership activity, internally and externally. Working closely with account leadership to set and execute the account strategy. Build a concept and content to cultivate an effective community of stakeholders for the target use cases in region with the objectives to document and replicate success, educate and share best practice in both in your assigned region and globally. Drive a consistent cadence of enablement for both account teams and partners for the target use cases and solutions in region; covering architectural thought leadership, as well as commercial innovation and best practices. Work with Marketing to drive external visibility of the Juniper Datacenter solutions - through events, both virtual and live. CHARACTERISTICS OF IDEAL CANDIDATE Combination of exceptional sales acumen along with technology / architecture knowledge and experience. Exceptional relationship skills, with ability to communicate at all levels, including CxO / executive presence Excellent communicator and public speaker to a variety of audiences, both internal and external. Confident knowledge of Datacenter networking trends, operational processes, state of the art architectures and technologies. Experience selling enterprise software Capable of defining specific technical solution requirements and relate how they will affect customer environment. Must be able to use industry background as the basis for making assessments of the future requirements of Juniper solutions/use cases. Experience in defining and building commercial RoI/TCO models is critical. Strong influencer of internal and external stakeholders; consider this a change-agent role Builder of consensus - construct and direct virtual cross-functional teams. Excellent verbal and written/presentation communication skills are critical. Must have a strong rolodex with Datacenter customers within the region Must be able a self-starter who can multi-task in a role with little supervision. Comfortable with extensive in-region travel to visit with customers, partners, and account teams.
Experience:
10
years of relevant industry quota-carrying sales experience. Preference given for datacenter networking solutions experience. Multi-vendor knowledge is a differentiator. Know how to forecast and have working knowledge of Salesforce.com For the right candidate, would consider an engineer or technical resource looking to migrate to sales
Salary Range:
$150K -- $200K
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
(i) Juniper account teams, (ii) Juniper partners, and (iii) existing and potential customers - with the aim to become a trusted advisor and consultant - across enterprise target accounts, managing opportunities throughout the lifecycle from initial engagement to closure (and on-going lifecycle). The overall objective of the role is to grow Juniper's Datacenter business through the delivery of a consultative approach, providing thought-leadership, delivering commercial and technology innovation, coordinating cross-functional resources, and driving opportunities from qualification to closure, working in close partnership with Juniper account teams. The role will consist of the following major functions:
Execute the GTM strategy for the Datacenter portfolio for the target use cases, especially around how to introduce Intent Based Networking (IBN) solutions in our customer's Datacenter and optimize their operational efficiency in the way they design, build and operate their critical Datacenter Networks. Define and qualify incremental pipeline opportunities for the target use cases in the region, especially in target accounts. Assists to develop new incremental pipeline through thought-leadership activity, internally and externally. Working closely with account leadership to set and execute the account strategy. Build a concept and content to cultivate an effective community of stakeholders for the target use cases in region with the objectives to document and replicate success, educate and share best practice in both in your assigned region and globally. Drive a consistent cadence of enablement for both account teams and partners for the target use cases and solutions in region; covering architectural thought leadership, as well as commercial innovation and best practices. Work with Marketing to drive external visibility of the Juniper Datacenter solutions - through events, both virtual and live. CHARACTERISTICS OF IDEAL CANDIDATE Combination of exceptional sales acumen along with technology / architecture knowledge and experience. Exceptional relationship skills, with ability to communicate at all levels, including CxO / executive presence Excellent communicator and public speaker to a variety of audiences, both internal and external. Confident knowledge of Datacenter networking trends, operational processes, state of the art architectures and technologies. Experience selling enterprise software Capable of defining specific technical solution requirements and relate how they will affect customer environment. Must be able to use industry background as the basis for making assessments of the future requirements of Juniper solutions/use cases. Experience in defining and building commercial RoI/TCO models is critical. Strong influencer of internal and external stakeholders; consider this a change-agent role Builder of consensus - construct and direct virtual cross-functional teams. Excellent verbal and written/presentation communication skills are critical. Must have a strong rolodex with Datacenter customers within the region Must be able a self-starter who can multi-task in a role with little supervision. Comfortable with extensive in-region travel to visit with customers, partners, and account teams.
Experience:
10
years of relevant industry quota-carrying sales experience. Preference given for datacenter networking solutions experience. Multi-vendor knowledge is a differentiator. Know how to forecast and have working knowledge of Salesforce.com For the right candidate, would consider an engineer or technical resource looking to migrate to sales
Salary Range:
$150K -- $200K
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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