Sr Major Account Manager

Juniper is looking for new business sales professionals to develop and close opportunities across a specific-account base. S/He will excel in this dynamic role while leveraging a team of partner account managers and resellers to support growth of their account base. S/He will be responsible for opportunities which will have been identified either through key partners or from their daily activity. The emphasis will be on specific account management and growing the Juniper share within these accounts.
Primary Responsibilities:
* The Major Account Manager will work well in a matrixed environment, building a "virtual" team to drive success within their account base.
* The Major Account Manager will focus on developing their specific strategy within their accounts to drive more Juniper portfolio sales
* The Major Account Manager will have a dedicated establish Sales Engineer, as well as Field Marketing Resources, Business Unit and Solution Vertical Specialists, and an establish team of 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 and sales forecasts, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity and sales forecast management is expected
* Engage resources, including the BU's to drive sales success
* Provide accurate and timely forecasts to sales management
* Co-ordinates members of virtual account teams: SEs, Managers, Insides Sales, Channel and Channel Management members, PLM, etc
* Reporting line will be through to the General Business leader.

Candidate Background:

• Must have 8 years of IT Sales experience, calling directly on end user IT and business decision makers, experience selling via reseller partners is preferred
• Must have industry knowledge of Cisco, ARISTA, HP/Aruba, Palo Alto Networks and Juniper product portfolios
• Must have clear understanding of industry selling methodology; MEDDICC
• Must have experience using Salesforce.com, helping sellers to build 6 month & 9 month pipelines
• Preferred to have experience using Clari.com
• Must have 8 years of maintaining and beating annual quota targets
• Must be a self-starter, open to coaching and mentoring
• Must have 8 years of experience working with an indirect sales model with Regional and National Reseller Partners
• 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
• Ability to Travel

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Minimum Salary: $211,200.00

Maximum Salary:$303,600.00

The pay range for this position is expected to be between $211,200.00 and $303,600.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper's pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.