Account Manager - Service Provider Job in Juniper Networks

Account Manager Service Provider

Location: Delhi

About Juniper Networks

At Juniper, we believe the network is the single greatest vehicle for knowledge, understanding, and human advancement. To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.

Position Summary

This position will manage a few Telecom customers in North India and is primarily responsible for growing revenues, winning new accounts/domains, driving customer satisfaction, and ensuring 360-degree coverage of the accounts.

Job Responsibilities

• Establish relationships with key customer stakeholders, including "C" level executives.
• Work closely with customer technical, planning, and business teams to understand their business needs and concerns.
• Build excellent business relationships with internal Juniper teams and external customer teams.
• Drive sales of Juniper s products, services, and solutions directly and through channels for key service provider customers.
• Help determine the optimal placement of resources as the team grows.
• Apply tactical and strategic go-to-market models aimed at short- and long-term growth to drive higher revenues, customer growth, and retention.
• Develop processes and approaches to minimize channel and internal conflicts.
• Facilitate and broker significant deals involving potential channel conflicts or competing interests internally and with external partners.
• Develop account plans and quota assignments for assigned resources.
• Influence, engage, and enable appropriate reseller personnel to support the go-to-market strategy.
• Build and manage a pipeline of opportunities with the team.
• Accurately forecast monthly, quarterly, and annual sales achievements.
• Ensure the focus is on value-based selling to customers, emphasizing features and functionality, not price.

Major Accountabilities

• Sales achievement
• Reseller partner relationships
• Executive alignment with key stakeholders in the customer unit
• Development of quarterly and annual plans to achieve revenue goals

Key Performance Measures

• Sales achievement to plan
• Revenue growth and increased market share
• Accurate forecasting
• Sales cycle time (lead to closure)
• Collaboration with the partner ecosystem

Key Qualifications, Competencies, and Capabilities

• Engineering graduate and/or MBA with over 7 years of front-end selling experience.
• Extensive experience in handling service provider market sales.
• Energetic and charismatic sales leadership skills with the ability to motivate internal and external sales teams.
• Proven skills in working with channel partners.
• Technology savvy, with experience selling OEM products like networking, high-end servers, storage, software, or SI services.
• Self-driven, highly motivated, and willing to challenge the status quo.
• Exceptional customer-facing and listening skills, with the ability to coach these skills within the team.
• Experience with networking products, solutions, markets, and competition.
• Skilled at resolving complex negotiations with various channel partners and internal stakeholders under time pressure.
• Exceptional presentation, analytical, written, and verbal communication skills.
• Willingness to travel up to 30% of the time.