About Ribbon (Nasdaq: RBBN)
We deliver global real-time communications software and network
solutions to service providers, enterprises, and critical
infrastructure sectors. We engage deeply with our customers, helping
them modernize their networks for improved competitive positioning and
business outcomes in today’s smart, always-on and data-hungry world.
Our innovative, end-to-end solutions portfolio delivers unparalleled
scale, performance, agility and automation and includes optical and
packet networking, core to edge IP solutions, UCaaS/ CPaaS cloud
offers, and leading-edge software security and analytics tools.
To learn more, visit rbbn.com
Position Title: Field/Territory Sales Account Manager - Optical/Federal
Location: DC/VA/MD Area
As the Account Manager for US Federal Sales Globally, this leader is
primarily responsible for the development of Ribbon and ECI’s
collective optical and packet transport business with the DoD, Federal
Agency, and US Government market segment(s). Key focus on positioning
network solutions which facilitate unique or more cost effective
capacity augment or turnkey private network deployments directly or
through general contracting systems integrators.
This is a key business leadership position inside an inspiring
company, and in one very exciting territory; and by executing it well
we will establish and execute a thought leadership agenda for Ribbon
and ECI within this unique and growing market. Key work areas include:
- Defines and executes sales strategy and Go to Market (GTM) for
sales to the US Government.
- Coordination with the existing Ribbon and ECI Federal and Channel
- 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 Federal
sales. This includes, but is not limited to, defining and writing
account plans, defining tactical roles and responsibilities to
entire sales support teams, aligning and coordination of pre-sales
activities, coordinate projects implementation tasks along with
assigned PM, monitoring and following-up support organization
activities for high severity and critical open cases and
escalations, defining right moment for engagement of PLM and ECI
executives in customer topics.
- Keep CRM consistently updated and senior Ribbon and ECI executives
well informed of developments in the Federal, DOD, and Government
Key Organizational Relationships & Dependencies:
Customer Facing Teams: Mentoring and effective use
of assets available.
Sales Engineers: Work with Sales Engineering
Director, and his team, on the definition of technical strategy to
the account, and on its execution. Provide guidance and
prioritization for assigned SE work at the underlying accounts.
Marketing: Teaming to create and validate the
assets needed and the effectiveness of those assets.
Customers: Communicate and listen to the customer.
Elaborate winning account strategy & plan design Influence
Industry Communities: Evangelize the use of Ribbon
and ECI solutions to solve their business needs. Understand the
direction of the industry to guide Ribbon and ECI.
Key Performance Measures:
- Sales achievement (OI and Revenue).
- Market share with the Federal government and through the ecosystem
of supporting system integrators and general contractors.
- New Applications Developed for the Federal market.
- Turnkey network models utilized by government agencies and
branches of the DoD.
- Develop strong virtual team relationships, accountability and execution.