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: Federal Account Manager - Optical
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.
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.
CRM consistently updated and senior Ribbon and ECI executives well
informed of developments in the Federal, DOD, and Government Agency
Key Organizational Relationships &
• 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
Key Performance Measures:
• Sales achievement (OI and
• Market share with the Federal government and through
the ecosystem of supporting system integrators and general
• New Applications Developed for the Federal
• Turnkey network models utilized by government agencies
and branches of the DoD.
• Develop strong virtual team
relationships, accountability and execution.