72714P-Sr Account Manager

Role Description – Senior Key Account Manager, Victoria State Government

In this key role, you will manage and drive sales engagements for large Victoria State Government accounts, working closely with Juniper strategic partners in an assigned territory.

Your focus will be to create and implement a sales strategy focused on attaining deployment of Juniper products and services. You will also be responsible to meet and exceed quarterly and annual revenue quotas while ensuring that all Juniper sales and delivery activities are run efficiently and effectively.

The role will be responsible for developing and implementing territory, account, and opportunity plans that are focused on achieving Victoria State Government wide deployments of Juniper products and services. You will develop and nurture executive relationships with key buyers and influencers, leveraging these relationships where appropriate during the sales process to win bids, proposals, RFI/RFPs, and Statements of Work.

Ultimately, you will negotiate with clients to achieve win/win results that provide the basis for strong, ongoing value-based and trusting relationships.

This is a full-time position in the Juniper Melbourne office.

Primary responsibilities:

• Own the development and delivery of a Victoria State Government business development strategy across nominated key accounts to successfully position Juniper's global strategy and architecture.
• Achieve agreed quarterly and annual sales goals, contributing to overall profitability, success, and positive image of Juniper in the marketplace.
• Generate VIC government business opportunities, managing the sales process through to closure of the sale, qualifying opportunities, and accurately forecasting pipeline.
• Develop and manage relationships with new and existing clients, identifying new sales avenues/areas in order to fulfill revenue objectives, while also managing customer satisfaction.
• Create and maintain territory, account, and opportunity plans to assist with developing and securing new business.
• Work collaboratively with key stakeholders to support the VIC government business development strategy.
• Work closely with Juniper's strategic partners and distributors community to create pipeline through both direct and indirect engagements.

Critical skills for successful candidate:

• More than 10 years' experience selling within the ICT sector, with proven sales achievement that consistently exceeds targets.
• Executive presence and leadership maturity to engage and communicate with executives and key decision-makers to share insights and demonstrate excellent judgment to achieve positive outcomes.
• An influencer with the ability to persuade, influence and collaborate to identify opportunities and drive an aligned outcome to achieve results.
• A leader who is accustomed to collaborating effectively with all levels of an organisation and developing a strong network.
• Results-oriented with the proven ability to drive execution-focused results with relevant technologies and customer outcomes.
• An effective communicator with excellent executive-level communication and presentation skills, with the ability to 'read the room' to understand when an audience is not on-board and pivot to achieve support.

Personal characteristics:

• Competitive, self-motivated, hunter-type mentality, who thrives in a fast-paced, ever-changing environment.
• An action-oriented, independent thinker who can move deals through the selling cycle.
• An open and honest communicator who is well-organised and strong in follow-through.
• Results oriented/driven, with the capacity to work under pressure and meet deadlines.
• An independent, yet team playing individual who is dedicated to meeting and exceeding expectations of internal and external customers.

About Us

At Juniper, we strive to deliver network experiences that transform how people connect, work, and live.

By challenging the inherent complexity in the Cloud + 5G + AI era, our solutions power the connections that matter most - from education to healthcare to secure banking. Our commitment is to advance real outcomes for network teams and every individual they serve.

We are driven by experience

We strive to deliver a simplified experience for those who run networks and those who depend on them.

We are relentlessly focused on putting our customers – the network architects, builders, and operators – at the center of all that we do, so that their customers – the team connecting on Zoom, the associate using a scanner in a store, the student during their online class - are as happy and productive as possible.

It all starts with software innovation. From Junos to Apstra and Paragon to Mist AI, we push the envelope on predictability, programmability, automation, and insights. By making experience the top priority, you can build agile networks that transcend customer expectations.

When it comes to innovation, commitment, and creativity, our team of Junivators lead by example. Every day, they bring our mission to life by embracing these core values:

Being bold - We pursue simplicity. We challenge the status quo, including challenging ourselves. We embrace diverse ideas and the change that they bring. That's what being bold is all about.

Building trust - Our success is determined by our customers' success. We say what we mean and take the initiative, so you can count on us to get things done.

Delivering excellence - We're obsessed with exceptional quality and a remarkable customer experience. Even when we've achieved that goal, we are always looking for ways to improve. And if we fall short, we act fast to fix it.

Juniper Networks, Inc. is an American multinational corporation headquartered in Sunnyvale, California.