Territory Account Manager

Juniper Networks New York City , NY 10008

Posted 2 months ago

Juniper is looking for new business sales professionals to develop and close opportunities across a defined geographic territory. The candidate will be territory, rather than specific-account focused, and will excel in this dynamic hunting role, while developing a team of partner account managers to support growth of their territory. 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 rather than specific account management. The territory will encompass parts of New York City and will work alongside a tenured Juniper Sales Engineer.

Primary Responsibilities:

  • The Territory Account Manager will work well in a matrixed environment, building a "virtual" team to drive success of their territory

  • This individual will work a geographic territory, 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 the BU's to drive sales success

  • Provide accurate and timely forecasts to sales management

  • Co-ordinates and lead members of virtual account teams: SEs, Managers, Sales Development, Channel and Channel Management members, PLM, etc

  • Reporting line will be through the Regional Director.

Candidate Background:

  • Minimum 2 years sales experience with desire for enterprise cloud, security or software sales experience

  • Strong track record of driving sales through channel partners

  • Broad-based technological awareness in the enterprise data center market

  • 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

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Territory Account Manager

Juniper Networks