73025p-lead Territory Acct Mgr

3 weeks ago

Melbourne, Australia Juniper Networks Full time

**Senior Territory **Account Manager**

**Role: Mist **AIDE **Solution Sales Specialist**

Digital transformation is everywhere, with technologies such as Multi-Cloud, Automation, IoT, AI/ML and 5G driving the next waves of innovation. Juniper Networks is at the heart of this transformation with its industry leading technologies that are ever more software defined, helping to answer the most complex issues in connectivity.

And in view of Juniper Network’s exciting acquisition of Mist Systems and 128 Technology, we are now looking for AIDE Solution Sales Specialists to expand our growing market share in the Enterprise sector.

**AIDE **Solution Sales Specialist - your role**:
We are seeking an exceptional sales / technology leader to serve as a sales specialist for the Mist Wireless and 128 Technology SD WAN portfolio s. This person will define and execute the Go-to-Market (GTM) for Juniper’s wireless and unified access solutions with focus on building pipeline and driving new business across the teams that he or she supports across the Australia & New Zealand markets.

The AIDE Solutions S ales S pecialist will build and maintain close relationships with:
(i) New Customers and Existing Accounts - with the aim to become a trusted advisor and proactive force to help Juniper sales teams win competitive opportunities.

(ii) Juniper Account Teams - will enable Juniper sales teams to sell Mist, assist them in positioning Mist and Unified access in their accounts, help them counter competition, and know how to price deals to win.

(iii) Juniper Partners - will identify and help recruit key partners in the region, ensure that partners are sales enabled, and help them compete and win.

The Specialist will drive demand for the Mist portfolio and be a sought-after resource for individual account engagements, and “one to many” demand generation events.

The Specialist will coordinate communications between the sales region they are supporting and the leadership of the wireless, wired and wan business. This will include forecasting, and engaging needed resources to drive opportunities to closure, and past closure to customer satisfaction. The Specialist will work closely with leaders of the product BUs to influence, understand and communicate their strategic direction, business plans and product roadmaps. Must advocate for sales/GTM requirements to be successful in the market.

**Key capabilities, competencies, and qualifications**:
**Skills**:

- Combination of exceptional Sales/Commercial and Technology/Architecture knowledge and experience, including at a leadership level
- Exceptional customer facing skills, with ability to communicate at all levels, including CxO executive presence
- Excellent communicator and public speaker to a variety of audiences both internal and external
- Technically capable to define specific product requirements and understand how they will affect customer networks. Must be able to use industry background as the basis for making assessments of the future requirements of Juniper solutions/use cases
- Excellent ability to influence internal and external stakeholders and build consensus - build and drive “virtual” cross-functional teams
- Excellent verbal and written/presentation interpersonal skills are critical

**Abilities**:

- Has the ability to create enthusiasm and excitement in others and is relentless in achieving goals
- Must be able to have a credible (technology) interaction with CxOs (CEO, CTO, COO, CFO) about the industry, technology, and Juniper products and solutions to a good depth of technology knowledge
- Will have a strong background and relevant experience to define and execute the GTM strategy for Mist in region
- Must be able to multitask in a role with little supervision and many demands from many stakeholders
- Ability to translate complex technology needs for various non-technical audiences and tangible business outcome
- Comfortable with extensive in region travel to visit with customers, partners and account teams

**Experience**:

- 10+ years in a Sales role exceeding quotas with strong new account success.

**About Juniper Networks/Mist**

With the acquisition of Mist Systems, Juniper has added a unique blend of wireless, Artificial Intelligence and cloud expertise which makes us stand out from the competition and bring innovation to the wireless space. Mist’s next-generation Wireless LAN (WLAN) platform is now combined with Juniper’s wired LAN, SD-WAN and security solutions in order to drive the cloud transition within the enterprise and accelerate our enterprise growth.

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