Develop and manage account strategy in-line with best practice in large account management. Ensure customer account strategy is aligned with overall Juniper regional strategy. Collaborate with local field sales on the account strategy and support for sales activities. Work with local field sales to identify, track, qualify and support opportunities. Support, establish and host global account reviews with relevant stake holders on a regular basis.
Ensure consistent engagement with the STC globally and establish regular feedback sessions within Juniper. Establish and drive the yearly calendar for all activities and meetings in conjunction with the account strategy. Establish and maintain contacts to all relevant levels inside STC.
MAJOR ACCOUNTABILITIES
Driving sales achievement and revenue
Managing customer satisfaction
Accountable for developing three year, one year and quarterly account plans
KEY PERFORMANCE MEASURES
Sales achievement to plan
Accurate forecasting and company visibility
Executive briefing visits hosted by region
Quickly and thoroughly managing Account escalations
Duties and Responsibilities:
Manage opportunities in STC, including forecasting, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management
Engage multiple resources including the Business Units to drive sales
Position end-to-end solutions and articulate Juniper strategies to senior customer executives
Co-ordinates members of direct and virtual account teams: SEs, Managers, Local field sales, Channel and Channel Management members, PLM etc.
Lead and drive the sales of Juniper’s solutions (including hardware, software, services and consulting) to all key areas within the Account
Focus on short term revenue AND longer term strategy and positioning with the customer to ensure Account growth
Develop senior Account relationships for top down Account sponsorship to assist the team in driving business
Lead the Account strategic planning process to target all major areas of the Account and 100% of Juniper’s opportunity
Provide Account visibility, ensure alignment, and leverage all functional Juniper areas needed to drive business forward.
Map Account technology strategy with Juniper’s key strategic initiatives and build upon intersections to drive and close business
Keep management team and product groups informed of key technology directional shifts and long term opportunities
Focus on Juniper’s whilst ensuring long term customer value loyalty
Accurately forecast monthly, quarterly and annual sales achievement
Represent Juniper at appropriate customer forums or at Executive Briefing visits
Person Specification/Key capabilities, competencies and qualifications:
Saudi National strongly preferred
extensive experience on networking and/or network security sales is desirable in addition to a Bachelors degree or equivalent
strong experience selling into majors customers in MEA and particularly to STC or affiliates
Knowledge skills and experience in managing networking hardware and software sales at a major carrier.
Professional relationships with key executives at the Account
Strong analytical skills
Exceptional communication skills including listening, written and public speaking
Experience developing sales strategies, preparing proposals and quotes and presenting networking products Understanding of the Internetworking Business and an interest in High Tech Organizations in general
Broad-based technological awareness, complemented by knowledge of data networking concepts
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
Excellent business acumen
Good relationship building and consultative skills
Relationship management skills to assist in identifying decision makers and influencers
Ability to prioritize in a dynamic ever changing environment
Ability to Travel
Native level Arabic and fluent in English
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