MSO Sales Sr. Account Manager

JOB PROFILE SUMMARY:

Sales Sr Account Manager: Responsible for achieving assigned sales quotas and goals for customers located within a defined geographic territory or account list (US MSO Accounts). Candidate will build on and develop new trusted customer relationships from working level to executives, prospect and develop business, help customers define and respond to RFPs, and develop proposals for presentation to customers. The Candidate will drive the virtual team to coordinate required resources with representatives from marketing, pre-sales engineering, business development, product line management and R&D as needed.

Additionally responsible for developing and executing a strategic plan for each of the customers in the defined territory, including determining the go-to-market approach, identifying and developing the key relationships, and defining and driving required resources, solution features that will drive success with each customer.

COMPLEXITY/CONTRIBUTION:

Specialist on complex technical and business matters, including spearheading large complex proposals and associated commercial terms.  Will champion significant projects, programs and business initiatives using demonstrated creativity, ingenuity and experience.

INDEPENDENCE: As the “owner” assigned customer accounts, the candidate will take a leadership role for the virtual team as champion and lead advocate for assigned Accounts, through knowledge in his/her area of specialization driving the assigned customer and Ribbon objectives. Generally free to determine work priorities based on general direction from management.
 

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

Ribbon is looking for a salesperson to develop and grow the market for both the Ribbon Cloud & Edge Business (Voice) and the IP and Optical business in the US Cable (MSO) market.  The role will focus heavily on Voice, Voice Security, Analytics, IP, Optical, and SDN/Automation solutions expanding existing and targeting new customers for Ribbon within this market.

The successful candidate will have demonstrated the sustained ability to develop and nurture long term relationships in the market and thus expanded business within accounts and have a clear understanding of the solutions required to evolve their networks.

Position Summary:

• Define and execute the Voice, IP Routing, and Optical transport sales strategy and go-to-market plan for identified accounts.

• Leverage and growth deep relationships across key accounts in territory to influence, monitor and effect change with our customers.

• Qualify new opportunities, position, and present Ribbon solutions, develop proposals, do business analysis, respond to RFIs and RFPs.

• Take 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 target accounts.

• 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 sales funnel and pipeline, and submit regular reports to management along with forecasts.

Required Skills:

• This position is for U.S.-based candidates only. Candidates must be legally authorized to work in the United States. Unfortunately, we are unable to offer visa sponsorship or support immigration processes for this role.

• 10+ year’s sales experience in the telecommunications industry, selling to service providers, wireline, wireless and or MSO carrier markets.

• Bachelor's degree or equivalent experience; MBA or advanced degree preferred

• Self-motivated, results-oriented professional with the drive to succeed.

• Experience in prospecting and proven record in new business development.

• Established long term customer relationships.

• Ability to work independently and manage all sales related activities in target accounts.

• Excellent presentation, communications, and interpersonal skills.

• Experience selling at all levels within an organization – both externally and internally

• Consultative and solution selling techniques, excellent business acumen and technically astute.

• Ability to find creative solutions to complex issues.

• Demonstrated ability to drive a sense of urgency throughout the organization and to drive important initiatives to completion.

• Demonstrated track record of success at exceeding revenue targets in a highly complex and competitive environment.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'

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