WW Specialist Sales Leader for Security (CSEC)

Position Reporting:

• Reports to EVP &Chief Revenue Officer

Position Overview:

• We are seeking an exceptional Security Sales Leader to develop and grow Juniper’s Security business. The role will define and execute the Go-to-Market (GTM) for Juniper’s Security portfolio.
• The core objective of this leader is to drive revenue of Juniper’s Security products and solutions.

• This leader must build and develop individual and team capability to support Juniper’s accelerated growth while leveraging the assets & resources of the company.

Position Responsibilities:

• Establish the strategy, direction, and tone for leading the Security Sales efforts.
• Utilize the entire organizational resources, tools, and capabilities to strengthen customer confidence in Juniper.
• Manage consistent & clear communication
• Be seen by Juniper as the “go-to person for this group
• Leverage, orchestrate, and rally the resources across the company to bring the full potential of the company’s resources to bear on sales opportunities.
• Apply both tactical and strategic go-to-market models aimed at growing the customer base both in the short and long terms to drive higher revenues, customer growth, and customer retention
• Lead and champion our primary focus of capturing greater market share in Security
• Work with team to develop and build a pipeline of opportunities
• Develop territory plans and quota assignment for assigned product area
• Accurately forecast monthly, quarterly, and annual sales achievement
• Meet/exceed product quota, margin, and product mix expectations
• Influence, engage, and enable appropriate partners in support of our go-to-market strategy
• Ensure that Juniper is delivering a superior customer experience
• Ensure that the team is focused on selling based on value to the customer.

Team Leadership Responsibilities

• Lead a diverse team of specialist sales and matrix resources from Marketing and Services to achieve results.
• Hire, coach, and develop the specialist security sales team
• Create an inspired community of people able, committed and empowered to achieve amazing success
• Proactively and continuously reinforce the Juniper business model, and expectations of team members and ensure buy-in to the company’s goals via team meetings and an open-door approach to communications.
• Support, lead, and drive the people review process and calibration sessions
• Be a leader who listens, coaches, guides, and provides an opportunity for team and individual achievement
• Lead by example and display the characteristics and core values of the Juniper Way.

Key performance measures

• Sales Achievement
• Deliver a Balanced Scorecard
• Grow the business and attain projected growth rates
• WIN Customers: Demonstrate customer value to be #1 in market share growth in our addressable markets.
• Drive Customer Satisfaction: Deliver world-class customer experiences to be #1 in customer satisfaction
• Accurate forecasting
• Deal size
• Sales cycle time
• Industry market share
• Effectively managed to delivery of all commitments within the budget.

Top Priorities to Accomplish First Year:

• This Leader will successfully set the direction and tone for Security sales
• Successfully implement the Security sales model
• Develop the strategy and execution of the team successfully managing the 30-60-90-180-day pipeline
• Also develop the strategy and execution of the large-scale deals (Design Wins) that are a multiyear commitment and effort.
• Build a world-class specialist sales team that will create a winning relationship with clients and native quota sales teams.

Individual Characteristics and Requirements :

• 15+ years of progressive sales leadership roles, including leading a direct sales organization with management of at least 20 employees. Ideally has led an organization of 50+ considering a fully integrated GTM vertical, including sales, sales engineering, partners, services, etc.…
• Key industry and customer (CxO) relationships in Security industry.
• Experience selling high-tech products (hardware, software, services) is required; prior security sales experience mandatory, prior networking experience desired.
• Prior success and experience in leading a team that produces > $100M in annual product, services, and solutions revenue
• Exceptional customer-facing/listening skills and the ability to coach the same within the team.
• Extensive knowledge of various channels (Disti’s, VARs, SIs, Carriers) with extensive relationships and the ability to build relationships within each
• Demonstrated experience developing and implementing a successful go-to market plan and multiyear (three-year) business/sales plan
• Extensive experience building and developing a high-performing team of leaders and sales professionals
• Strong quantitative analytical skills
• Exceptional communication skills including listening, writing, and public speaking.

Minimum Salary: $336,000.00

Maximum Salary:$483,000.00

The pay range for this position is expected to be between $336,000.00 and $483,000.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.