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    Enterprise Account Manager - Plano, United States - Ribbon Communications

    Ribbon Communications
    Ribbon Communications Plano, United States

    3 weeks ago

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    Description

    Position Summary:

    Lead the sales effort and drive new bookings and revenue in the Enterprise market for Ribbon by calling on large Enterprises in the designated regions.

    Player/Coach role that has experience in complex voice and data solutions toProvide coaching and guidance to sales team on opportunity management, account planning, vertical market growthAbility to position at multiple levels within an Enterprise account, including C-levelQualify new opportunities, position, and present Ribbon solutions, develop proposals, do business analysis, respond to RFIs and RFPs and negotiate and close deals.

    Represent Ribbon at relevant trade shows and conferences. Network within the industry to enhance Ribbon's image and communications at a high levelMaintain up-to-date Salesforce forecasting and pipeline, submit regular reports to management along with forecastsGain a deep understanding of the customer's (DH)

    Voice and data networks, data centers, and short/long term requirements allowing you to positionRibbon's solutions:
    the expectation is to sell the entire Ribbon Enterprise portfolio.
    Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer/prospect organizations.
    You will benefit from robust Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams throughout your sales cycles.

    You will win deals through proper planning and preparation, as well as being consultative in your approach to solving real business problems.

    Work closely with your SE team, management, and other Ribbon resources to ensure customer features and requirements are understood and represented in the road map where applicable.

    Utilize partners where appropriate.

    Prospect into new vertical accounts in the regionMaintain Salesforce forecast providing accurate visibility to Sales Management and Sales Operations The position will be very fast-paced and may require 40-50% travel.


    Required Experience:
    Strong communication and presentation capabilities, consultative and solution selling techniques, excellent business acumen, and technically astute, along with strong negotiation skills

    Knowledge of the following products:

    Voice Application Server, WebRTC, Policy Routing, Session Border Controllers, CPE Access, Analytics, Advanced Security, Managed Services, IP & Optical switches, and routers.

    Previous sales with OEMs to include Genband, ECI, Audiocodes, Cisco, Juniper, Dell, Avaya, Ciena, Adtran, Adva, Nokia, and others.

    10+ years selling directly into the Enterprise market in North America preferably into at least two of the following verticals.

    Finance, Healthcare, SLED, High Tech/Manufacturing, and Retail. Strong knowledge of the Enterprise market specifically can meaningfully "bring" Ribbon into at least 2-3 key Enterprise prospects. Proven success selling to sectors identified above with recent wins and examples.

    Good working knowledge of Layer 2, Layer 3, VOIP and UCX technology Proven ability to quickly establish rapport and build trusted relationships with customers and examples of success.

    Excellent sales track record in selling IP and Optical based technology solutions and services.
    Excellent team player looking to make a real impact with good communications and interpersonal skills.
    Experienced at selling at all levels within an organization - both externally and internallyResults orientated; self-motivated industry professional.


    Please Note:
    'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'US Citizens and all other parties authorized to work in the US are encouraged to apply.
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