Sr Territory Account Manager

Digital transformation is everywhere, with technologies such as Multi-Cloud, Automation, IoT, AI/ML, and 5G driving the next waves of innovation. Juniper Networks is at the heart of this transformation with its industry-leading technologies that are ever more software-defined, helping to answer the most complex issues in connectivity.

We are now looking for Sr. Territory Account Manager to expand our growing market share in the Enterprise sector.

Sr Territory Account Manager – your role:

We are seeking an exceptional sales/technology leader to serve as a sales specialist for the Mist Wireless portfolio. This person will define and execute the Go-to-Market (GTM) for Juniper’s wireless and unified access solutions, focusing on building pipelines and driving new business across the teams that he or she supports.

The solutions sales specialist will build and maintain close relationships with:

(i) New Customers and Existing Accounts – to become a trusted advisor and proactive force to help Juniper sales teams win competitive opportunities.

(ii) Juniper Account Teams—This will enable Juniper sales teams to sell Mist, assist them in positioning Mist and Unified access in their accounts, help them counter competition, and know how to price deals to win.

(iii) Juniper Partners will identify and help recruit key partners in the region, ensure that partners are sales-enabled, and help them compete and win.

The specialist will drive demand for the Mist portfolio and be a sought-after resource for individual account engagements and " one-to-many” demand generation events.

The specialist will coordinate communications between the sales region they are supporting and the leadership of the wireless business. This will include forecasting the wireless business and engaging needed resources to drive opportunities to closure and past closure to customer satisfaction. The specialist will work closely with leaders of the product BUs to influence, understand, and communicate their strategic direction, business plans, and product roadmaps. To be successful in the market, the specialist must advocate for sales/GTM requirements.

Key capabilities, competencies, and qualifications:

Skills:

Combination of exceptional Sales/Commercial and Technology/Architecture knowledge and experience, including at a leadership level Exceptional customer-facing skills, with the ability to communicate at all levels, including CxO executive presence/Gravitas Excellent communicator and public speaker to a variety of audiences, both internal and external Technically astute and either an expert in the enterprise WiFi market, or possesses the demonstrated capability to become a subject matter expert rapidly Technically capable of defining specific product requirements and understanding how they will affect customer networks. Must be able to use industry background as the basis for making assessments of the future requirements of Juniper solutions/use cases Excellent ability to influence internal and external stakeholders and build consensus – build and drive “virtual” cross-functional teams Excellent verbal and written/presentation interpersonal skills are critical

Abilities:

Has the ability to create enthusiasm and excitement in others and is relentless in achieving goals Must be able to have a credible (technology) interaction with the Head of DC, CTOs, etc, about the industry, technology, and Juniper products and solutions to a good depth of technology knowledge Will have a strong background and relevant experience to define and execute the GTM strategy for Mist in the region Must be able to multitask in a role with little supervision and many demands from many stakeholders Ability to translate complex technology needs for various non-technical audiences and tangible business outcome Comfortable with extensive in-region travel to visit with customers, partners, and account teams

Experience:

5+ years in a Sales role exceeding quotas with strong new account success