Sr. Director - Federal

Juniper Networks Herndon , VA 20171

Posted 11 months ago

Juniper Networks provides strategic solution development, integration and deployment services to our customers through the Professional Services (PS) organization. The Federal Delivery Leader is an experienced Federal Sales and Services professional and a key leader in the Global Delivery Organization (GDO) in PS. This Leader will own and be accountable for all aspects of Federal PS projects, including end-to-end delivery consistency and success. This position will also be responsible for ensuring repeatable and scalable processes are used/complied in delivery to achieve high customer satisfaction and ensure overall profitability. This Leader will grow the PS business in Federal space, engage in business development, and drive account engagements while managing a shadowed P&L for Federal PS business. This position will report to the Global Delivery Leader and dotted line reporting to the Theater Customer Service and Support (CSS) leadership.

Key Responsibilities:

  • Lead, grow, motivate, and manage Federal project delivery resources.

  • Engage with key stakeholders to scope and to define and assign project delivery resource structure and establish Statement of Works (SOWs) for each delivery projects.

  • Own and be accountable for the end-to-end delivery consistency and success of Federal PS projects.

  • Ensure repeatable and scalable processes are used/complied in delivery.

  • Achieve customer satisfaction goals of all Federal projects.

  • Achieve overall profitability goals of all Federal projects.

  • Develop and get buy-in of success criteria and measurement metrics that may be specific to the Federal projects.

  • Own a shadowed P&L for all Federal PS business.

  • Work with Juniper Marketing, PLMs, and Sales to identify and to prioritize Federal PS projects.

  • Directly engaged in project delivery to provide technical guidance and ensure project deliveries meet the required milestones.

  • Engage with Sales, Theater Solution Architect (SA)/Business Development Managers (BDMs), and Services Marketing to develop and support PS Federal business pipelines and to closing deals.

  • Support the Theater SAs in scoping Federal customer engagements to drive customer adoption of new technology and solutions.

  • Grow the PS business in Federal space by engaging in business development and driving account engagements

  • Engage with the technical community through industry events, web forums, and publications to share knowledge and evangelize Juniper's PS services and capabilities.

  • Build a reputation as a subject matter expert (SME) among their peers in the technology, products, solutions, and services.

  • Provide technical and business thought leadership to the Global Delivery Leader to influence vision and direction for developing Delivery capabilities and readiness.

Required Experience:

  • Has led a team of 10+ staff.

  • Strong ability to lead, influence, and drive virtual teams to achieve common goals.

  • Familiar with Federal government agencies, their procurement processes, and their certification requirements.

  • Strong relationships with key contacts in Federal government agencies.

  • Has sufficient level of security clearance to engage in Federal government business discussions.

  • Solid track record of selling, growing, and delivering service businesses to Federal with emphasis on Cloud-based Solutions, network security, and/or cyber security.

  • Program Management experience of large programs.

  • Managed/delivered large scale solutions projects to Federal and/or Service Provider/Enterprise customers.

  • Ability to build executive-level partnerships and communicate effectively with all levels of employees, individual contributors and customers, from CxO organization at Customer side to individual contributor.

  • Superior planning, organizational, influencing, negotiation, change management, and cultural awareness skills, including financial and global business acumen.

  • Professional Services consulting and business consulting experience, including conflict management and hands-on delivery experience of technical projects.

  • An excellent understanding of the industry, the customer's business issues, and of the most appropriate solution architecture to meet their business goals.

  • Ability to present at industry events, not "limited" to Juniper technology; ability to compare our solutions with other industry options.

  • Strong communication and listening skills to enable transformational change in a positive work environment internally while maintaining strong partnerships with the diverse customer base.

  • Technical background and domain expertise in Networking, Networking, Data Center/Cloud, Security, Security, and Automation is valuable.

  • Bachelors and/or MS degree in Computer Science or Computer/Electrical Engineering or equivalent with 12-15 years of related experience.

  • MBA is valuable.

  • Travel up to 30% of the time is possible

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Sr. Director - Federal

Juniper Networks