Senior Account Manager - Us Msos, Ip And Optical

JOB PROFILE SUMMARY:
Sales: Responsible for achieving assigned sales quotas and goals for customers located within a defined geographic territory or account list. Builds on and developments trusted customer relationships from working level to executives, prospects and develops business, helps customers define and responds to RFPs, and develops proposals for presentation to customer. Coordinates account resources with representatives from marketing, pre-sales engineering, and development.

COMPLEXITY/CONTRIBUTION:
Specialist on complex technical and business matters. Will champion significant projects, programs and business initiatives using demonstrated creativity and ingenuity.

INDEPENDENCE: Incumbents provide a leadership role for the work group through knowledge in his/her area of specialization. Generally free to determine work priorities based on general direction from managers.

SKILLS/EXPERIENCE: Specialist in technical or business skills. Individuals with a customer focus have developed the acumen to cultivate and develop lasting, trusted customer relationships.

Ribbon is looking for this mid-senior salesperson to develop and grow the IP and Optical business into the US MSO market. The role will focus heavily on IP, Optical, and SDN/Automation solutions supporting the top US MSOs. The successful candidate will exhibit solid experience in the MSO market and a clear understanding of the solutions required in the evolving MSO network.

Position Summary:

• Work closely with the SE team, management, and other Ribbon resources to develop the most compelling offering.
• Maintain Salesforce database for customer opportunities, representing the regional sale funnel and pipeline, and submit regular reports to management along with forecasts.
• Define and execute the IP Optical sales strategy and Go-to-Market for identified accounts.
• Takes care of the overall sales cycle for opportunities, this is: identifies underling opportunity, qualifies opportunity, gather internal approvals ‘Go-Decision’, Supports proposal synthesis process, proposal quality assurance, deliver proposal to customer, follow-up on proposal decision win/loss analysis.
• Orchestrates all pre-sales and post-sales efforts around MSO accounts.
• Qualify new opportunities, position, and present Ribbon solutions, develop proposals, do business analysis, respond to RFIs and RFPs.

Required Skills:

• Excellent presentation, communications, and interpersonal skills
• Demonstrated track record of exceeding revenue targets in a highly complex and competitive environment
• Established customer relationships
• Ability to work independently and manage all sales related activities in a region
• Demonstrated ability to drive a sense of urgency throughout the organization and to drive important initiatives to completion
• Self-motivated, results-oriented professional with the drive to succeed
• 8-10+ year’s sales experience in the telecommunications industry, selling into MSO, wireline, and/or wireless carrier markets
• Ability to find creative solutions to complex issues
• Consultative and solution selling techniques, excellent business acumen and technically astute
• Experience selling at all levels within an organization – both externally and internally
• Experience in prospecting and proven record in new business development

Please Note:

US Citizens and all other parties authorized to work in the US are encouraged to apply.