Product Sales Specialist

Where

Herndon, VA

What you'll be doing

Take a leadership role as technical sales specialist driving Converged Optical sales for assigned accounts within Americas. Be the go to sales lead in converged optical in a collaborative sales approach with the account teams of the selected accounts where opportunities are developed or present. Build and execute an innovative joint business plan with sales management for your assigned vertical/operation/country. Grow and convert pipeline. Establish reference customers. Understand, articulate and position both internally and externally Converged Optical evolution and product portfolio. Strong architectural sales experience. Develop and maintain strong relationships with key Transport and IP decision makers in the market and in the channel and ecosystem partners. Directly engage in Converged opportunities, while allowing the local account team to maintain overall ownership of the relationship and strategy of the account. Demonstrate a strong appreciation of Optical Transport needs in a customer organization. Use technical and business acumen to align business drivers to solutions. Demonstrate the necessary skills to negotiate with peers, partners and customers using a Win/Win philosophy. Establish a strong team selling approach. Deliver business value in every engagement, for the customer, for the partners and for the account team. Mentor AMs and RMs to make them more effective in selling Converged Optical solutions with an architectural approach. Take a lead role with senior management, peers, partners, company and customers in developing and maintaining success in IP and Optical solutions. Self sufficient during the entire sales cycle of an Optical solution, including both technical and commercial aspects of our offering. Should be responsible for forecast accuracy related to Converged Optical opportunities within the assigned accounts. Should be able to define together with account teams the bidding structure and the intelligence needed around our Converged Optical Solutions to provide wining proposals.

What your background should be

Demonstrate successful sales experience with 5+ years of proven record of accomplishment, in Packet Optical related solutions. Complete fluency in DWDM, OTN, Packet, Layer2, IPoDWDM and SONET/SDH required. Competitive product knowledge and experience required. Must be proficient in team selling approach, comfortable applying business acumen and financial expertise to identify & qualify selling opportunities. Demonstrate success in managing strategic accounts; including sales strategy, opportunity discovery, forecasting, quota attainment, sales presentations and short term, midterm, and long-term opportunity management. Strong relationship, management skills with a genuine understanding of identifying, building and maintaining solid relationships with multiple key decisions makers within strategic accounts and partners. Must be comfortable communicating company value to executive levels. Strong solution focus expertise for Optical Transport, in order to be viewed as the lead Converged Optical Sales Specialist for your assigned operation. Must have in depth knowledge of competitors and the best sales strategies to compete against them. Excellent negotiation skills. Strong influencing skills to engage internal resources, including BDMs, PLM, CSEs Services and Partners.

Required Schooling / Training

Not Specified

Who is the client company

The worldwide leader and most renowned multinational IT Corporation that provides designs, manufactures and networking equipment.

If you are interested in this position, send your resume to apply@kochdavis.com