Sr Major Account Manager

Juniper Networks, Inc.   •  

New York City, NY

Industry: Telecommunications


5 - 7 years

Posted 52 days ago

Job Description
Juniper is looking for a new business sales professional to develop and close opportunities across a defined territory. The candidate will be territory, rather than focused on a specific set of accounts, and will excel in this dynamic hunting role, while developing a team of partner account managers to support growth of these accounts. S/He will be responsible for opportunities which will have been identified either through key partners, been escalated from Inside Sales or part of new customer acquisition activity. S/he will work with partners to break into these new accounts by winning initial deals. The emphasis will be on new customer acquisition as well as specific account management.

Primary Responsibilities:
• The Major Account Manager will work well in a matrixed environment, building a “virtual” team to drive success of their territory
• The Major Account Manager will focus on developing the top 50 focused accounts in their territory, with a plan to penetrate these accounts with partners
• This individual will work on the City of NY Account(s) as well as the the State of NY account(s), partnering strongly with marketing, SEs, and partner account managers
• Create a consistent cadence to driving partner-led demand generation, call campaigns, with strong opportunity management skills
• Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers
• Relationship management skills that translate into identifying decision-makers and influencers
• Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management
• Engage resources, including Juniper Business Unit's and Product Line Managers, to drive sales success
• Provide accurate and timely forecasts to sales management
• Co-ordinate members of virtual account teams: SEs, Managers, Insides Sales, Channel and Channel Management members, PLM, etc
• Reporting line will be through to the General Business leader, but with strong links to the enterprise sales leader for their territory.

Candidate Background:
• Minimum 6-8 years experience on networking and network security sales is desirable in addition to a Bachelor’s degree or equivalent
• Strong track record of driving sales through channel partners in the Networking and/or Telecommunications industry
• Experience developing sales strategies, preparing proposals and quotes and presenting networking products
• Broad-based technological awareness in the internetworking industry, complemented by knowledge of data networking concepts, with specific skills in the area of routing and switching
• Excellent communication skills, both written and oral
• Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
• Creative innovator who is a proactive team player, with a proven track record working in matrixed environments
• Excellent business acumen
• Good relationship building and consultative skills
• Ability to prioritize in a dynamic, changing environment
• Ability to Travel


Juniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world's largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 9,000+ colleagues come together across 46 countries to realize our company vision - Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, 96 of the Fortune 100 and hundreds of public sector organizations.