The Country Manager is accountable for revenue development and growth as well as being responsible for driving sales of Juniper’s solutions (including hardware, software, services and consulting) across all verticals in KSA.
OVERARCHING RESPONSIBILITIES:
Ø Shareholder value: Consistently exceed Sales Achievement (SA) goals
Ø Customer satisfaction: Consistently manage to the highest levels of Customer Satisfaction.
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DECISION MAKING AUTHORITY
Budget and expense – In line with defined targets
Staff hiring, promotions, compensation, awards, performance evaluations and terminations
MAJOR ACCOUNTABILITIES
Driving sales achievement and revenue and consistently over-achieve Quarterly targets
Managing customer satisfaction
Forecasting, Opportunity and Account planning
Accountable for developing and managing within budget
Developing an investment and potential future return plan
Ensuring optimal use of resources across sales, systems engineering, marketing and sales operations
KEY PERFORMANCE MEASURES
Sales achievement to plan, at a minimum, with consistent over-achievement as the long-term measure
Accurate forecasting and company visibility
Deal size
Sales cycle time, lead to closure
Executive briefing visits hosted by region
Quickly and thoroughly managing Account escalations
ADDITIONAL RESPONSIBILITIES:
Apply both tactical and strategic models, to ensure consistent growth both in short term and long term results.
Develop business directly with prospective customers and work with channel director to ensure successful delivery.
Responsible for ensuring revenue growth within the region and aligning a strategy to raise the profile of Juniper within targeted key accounts in the targeted sectors.
Initiate and develop account strategies that anticipate current and future market requirements.
Influence and engage appropriate SE, engineering, PLM and executive support required to win business
Accurately forecast monthly, quarterly and annual sales achievement for the region
Represent Juniper at appropriate customer forums or at Executive Briefing visits
Manage relationships and influence internally within a matrix structure to ensure the region and accounts get the appropriate level of visibility and resources to ensure success.
PERSON SPECIFICATION:
Professional relationships and strong network across KSA
Long-term service in a global or US based employer
Experience managing Account Managers and Sales Teams (10 years)
Strong matrix management experience and performance
Experience developing and implementing a successful go-to market plan and multiyear (three year) business/sales plans or accounts
Strong analytical skills
Exceptional customer facing/listening skills
Exceptional communication skills including listening, written and public speaking
Ability to represent and speak on Juniper’s behalf at technology conferences
High tech sales experience (hardware, software, services, & solutions) required, networking sales experience desired.
High degree of integrity
Inspirational and motivational leadership track record
Fosterer of customer intimacy
Compliance driven
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