Description
The IP Solutions Sales Manager reports to the Head of Partnership & Alliances. The IP Solution Sales Manager role will involve strategically and practically working with Customer Units (CUs), Engagement Practices (EPs; organized in accordance with solution areas) and Business Units (BUs) with the goal of increasing sales by enhancing solutions with Juniper products. Role will require domestic and (limited) international travel.
Sales & Business Development Support
- Proactively develop new opportunities to drive enhanced solution sales & services business growth
- Develop value propositions and sales material in support of launching new solutions and services in line with RNAM direction
- Manage regional partnership
- Work with Juniper Sales Support to help transfer competence to relevant entities
- Support Region North Americas marketing through creating content for and active participation in various industry events - all in line with RNAM direction.
- Provide project sales leadership for opportunities to ensure timely, high-quality responses that address the following:
- Comprehensive end-to-end [e2e] offering
- End-to-end value proposition is cohesively positioned
- Overall pricing and account strategy is consistent with the winning strategy
- Support relevant Engagement Practices with statement of work (SOW) definition/clarification
- Establish alignment with Delivery & Partnering & Sourcing & Project Office on delivery strategy
- Work with delivery organization to forecast and develop competences to support future business
- Develop Cost Estimates (DCE/SICOP) and secure Delivery sign-off on the estimated project costs
- Actively participate and contribute in customer negotiations and scoping
- Organize and promote training and technical certifications for field
Reporting
- Provide management with a forward-looking view of the business based on new orders forecast (Business Predictability)
- Report on progress, focused initiatives
- Establish strong relationship with Juniper sales and Strategic Alliances, Customer Units, Operations, Engagement Practices, and Business Units
Portfolio Development
- Identify portfolio and product gaps, work with Business Unit and/or 3PPs to address these as part of customer solutions
- Work with Customer Units and different market category Engagement Practices to align strategies, tactics, and opportunities to meet/exceed sales order targets