Field/Territory Sales Account Manager - Optical/Federal

    • Job Tracking ID: 512052-728646
    • Job Location: Greater Washington DC Area, DC
    • Job Level: Mid Career (2+ years)
    • Level of Education: BA/BS
    • Job Type: Full-Time/Regular
    • Years of Experience: 10 - 15 Years
    • Starting Date: ASAP
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Job Description:

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 

Position Summary:

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 sales team(s). 
  • 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 Agency environment.

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 customer decisions.
  • 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.

Experience and Skills:

  • 15+ years of progressive experience positioning and selling complex optical and packet solutions to the Federal market or through general contractors and systems integrators into this market.
  • Proven background in leading the vision and implementation of network solutions in the Federal market vertical.
  • Business, Engineering or related degree.
  • Key industry and customer VP and above relationships – specifically within the DoD, Federal Agencies, Federal General Contractors, Federally Focused Systems Integrators, and Federal Sales teams within Tier 1 Service Providers.
  • Clear understanding of the major DoD and Federal, programs and contracts under which optical and packet solutions can be procured, and the process for this procurement.
  • Must have ability to understand optical, packet, session border control, and voice switching technologies and solutions.
  • Clear understanding of the process and timelines for JTIC certification.
  • Must have a strong understanding of competitive technologies and solutions.
  • Located in the Greater Washington DC area.
  • Willing to Travel 50+% as the needs of the business dictate.

 

Please Note:

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

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