Allied Telesis

Compensation

Full Description

Job Summary: Responsible for developing and closing opportunities across a defined list of customers and within a targeted geographic region. The candidate will be account focused, and will excel in this dynamic role, while leveraging a team of inside sales and sales engineers to support growth of their account list and region. Will be responsible for opportunities which will be identified either through key partners or escalated from Inside Sales or part of new customer acquisition activity. Will work with partners to break into these accounts by winning mindshare & executing a win/win sales strategy. The emphasis will be on expanding Allied Telesis, Inc.’s footprint within the accounts and region by leveraging specific sales play book & eco-system partners.  Primary Responsibilities:  * Work well in a matrixed environment, building a virtual team to drive success of their account list and within a defined region (geographical or vertical).   * Focus on developing the top accounts with a plan to penetrate these accounts with partners.    * Will work with marketing, SEs, inside sales, and partner account managers to create a consistent cadence to drive partner-led demand generation and call campaigns with strong opportunity management skills .   * Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management.  * Responsible for building 3 Month, 6 Month and 9 Month pipelines.  * Engage resources, including the BU's to drive sales success.  * Provide accurate and timely forecasts to sales management.   * Coordinates and lead members of virtual account teams: SEs, Managers, Insides Sales, Channel and Channel Management members, PLM, etc. Experience, Skills & Abilities: * Minimum 6-8 years experience in networking and IT sales  * Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers and Economic Buyers Relationship management skills that translate into identifying decision-makers and influencers.   * Referenceable track record of successful sales experience within region & networking/IT solutions  * Strong track record of driving sales through channel partners in the Networking and/or Telecommunications industry  * Experience developing sales strategies, preparing proposals and quotes and presenting networking products * Broad-based technological awareness in the internetworking industry, complemented by knowledge of data networking concepts, with specific skills in the area of wireless, routing and switching * 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  * Creative innovator who is a proactive team player, with a proven track record working in matrixed environments  * Excellent business acumen  * Good relationship building and consultative skills  * Ability to prioritize in a dynamic, changing environment Education / Training: Bachelor Degree MBA Preferred Physical Demands / Work Environment: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. * Normal office environment with moderate noise level, occasional lifting of up to 25 lbs., regular walking, sitting, bending, twisting, standing and reaching.  * Ability to perform consistent work on a PC.  * Ability to travel up to 75% within a geographic region