Responsible for achieving assigned sales and development goals by managing and coordinating the overall sales activities in the given account(s). Major Account Management and Development Tasks.
Applies a structured and disciplined approach using a direct sales model within the strategic account.
Ability to support Strategic Account(s) to create revenue and cultivate future business.
Ability to separate tactical from strategic opportunities and to apply a variety of classical account management strategies as may be required to close each opportunity.
Identifies and works with account(s) to provide solutions, develop new business, ensure customer satisfaction, and maintain positive ongoing relationships.
Works with other internal sales personnel to propose specific solutions for a given account or partner.
Designs & implements a business approach/plan to win customers, ensure the customers satisfaction, solidifying the customer's relationship to Infinera, maximize the profitable selling of products and services and corresponding growth.
Manages bookings/revenue goals for the given accounts(s) and provides regular updates to senior sales/operations staff concerning account issues, financial status, etc.
Ensures gathering of market intelligence, technology trends in the relevant market, analyzing and communicating them to headquarter and the product units.
Evangelize Infinera's Systems and Sub-Systems approach, drives new solutions and develops marketing tactics with internal and external stakeholders.
Stays abreast of current competition within assigned account(s) and implements strategies to block competitive advancement.
At least 10 years’ sales experience selling to US based service providers with the majority spent on the vendor side and recent experience inside the service provider Transport Sector (e.g. Optical, SDH, some Packet based, etc.) Knowledge
Essential to have broad knowledge of the following Service Provider market segments Transport Infrastructure, SDH, Optical Networks, xWDM, Ethernet and IP.
Good understanding of architectural requirements and the technical visions of a Telecom network.
Good understanding of the targeted account's business requirements and service strategy. Experience in working with targeted accounts and their affiliates.
Proven personal relations with decision makers at targeted account(s) in the planning, operations and purchasing departments.
Knowledgeable in marketing requirements of the targeted accounts and ability to transmit these into technical solutions.
Introduction of new products/solutions within a highly competitive market situation
Proven record of accomplishment in frequently reaching or exceeding sales goals.
Willing to travel.
Strong selling and negotiation skills to close deals with excellent interpersonal skills at all levels.
Combination of solid financial, commercial thinking and clear technological understanding of telecom applications throughout the operator world.
Entrepreneurial with a good business sense.
Works well in a fast paced environment in which ambiguity is a daily factor.
Implementer with a pragmatic approach in realizing projects.
Strong Team player, with desire and ability to work on an international scale.
Must be a hands-on person, not needing a large support organization, but enjoying being a key player in a small organization with limited resources with a supportive involvement in all business processes with direct and short decision processes.
Pragmatic doer and sound problem solver.
Hunter with farming ability.
Goal orientation, commitment, initiative, independent working capability, resilience, flexibility, cooperation, information delivery, decision making, tolerance
Cultural fit into highly motivated and dynamic international support teams and sales team.
Undergraduate Degree in Engineering or Computer Science with additional degree in Business or equivalent experience in senior Business/Sales roles
US, Preferred locations: Atlanta, Dallas or greater Bay Area
Please note that Infinera has adopted a mandatory COVID-19 vaccination policy to safeguard the health and well-being of our employees.
As a condition of employment, our US employees are required to be fully vaccinated for COVID-19, unless a reasonable accommodation for a medical/disability or religious basis is approved or as otherwise required by law. Candidates are not required to and must not furnish proof of vaccination or request an accommodation during the application process. Candidates will be required to do so only after a job offer has been extended and prior to their start date if they accept the job offer. A person is fully vaccinated against COVID-19 if the person has received one dose of the Johnson & Johnson COVID-19 vaccine or two doses of the Pfizer or Moderna vaccine and two weeks have passed since receiving the final dose of the vaccine.
Infinera is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. Infinera complies with all applicable state and local laws governing nondiscrimination in employment.