Non-CA Pay Range (Base Plus Commission at 100%):
$257,000.00 - $477,400.00
At Infinera, your base pay is one part of your total compensation package. Your actual base pay will depend on your skills, qualifications, experience, and location. This role may be eligible for equity grants, discretionary bonuses, or commission payments. The amount of these incentives is based on the terms of the Company’s incentive plans, the Company’s financial performance, and/or individual employee job performance.
Infinera also offers paid leave, medical,
dental, and vision coverage, 401(k),
life, and disability insurance and to
eligible employees.
Sales Account Director - Webscaler MOFN Sales
Americas
The ideal Sales Professional will manage and develop business within the Content Sales vertical in order to generate maximum revenues for Infinera at the appropriate margin levels. Requires strong focus on winning new business with Managed Optical Fiber Network (MOFN) Sales for Hyperscalers through the Telco Carriers and the ability to maintain and expand opportunities in existing footprint.
Position requires strong account strategy, business acumen and technical system sales background to successfully position and win opportunities within the company’s long-haul, metro, & data networks. Knowledge of optical transport and data networks are necessary. Knowledge of SDN, cloud and data center networking concepts and principles a plus.
The ideal candidate is highly motivated, with strong interpersonal skills, presentation skills and the ability to handle many competing priorities within customer accounts. Ability to direct activities of a Sales Engineer to ensure delivery of network recommendations, designs, and quotes. Must be a strong collaborator and build a virtual team of support across multiple internal disciplines/ functions. Must be able to drive effective communications with all levels of the customer hierarchy from project engineers through the C-Suite.
Job Responsibilities
- Supporting Content and Content Carrier Sales across the Americas region.
- Working in a cross functional and multiple regional internal team and customer environment.
- Development Plans and contribute to the objectives, plans and operational framework.
- Overall responsibility for the strategy, objectives and sales plans for content customers buying through Carrier Customers.
- Overseeing the “customer lifecycle” to ensure a best-in-class approach to the customer experience.
- Work with Product Line Management to define product and market requirements and solution design.
- Leading, managing and motivating the local team to ensure that:
- Sales targets are met and exceeded.
- Complex sales methodologies are applied in key deals, with full stakeholder analysis.
- The Infinera portfolio is fully leveraged.
- Reporting and forecasting is accurate and completed within SFDC in a timely manner.
- There is effective collaboration across the other sales teams and with other enabling functions (Marketing, Services, Commercial Management, Legal, HR, PLM etc).
- Evangelize the value proposition with customers and partners.
- Use technical, business and other means to build barriers to entry for competition.
- Advanced knowledge of the competitive landscape and the business market
- Collaborate with Marketing to drive the creation and utilization of sales collateral, demand generation programs, and other campaigns that drive customer revenues in identified segments and territories.
Experience & Qualifications
- Strong understanding of large account sales and ability to think strategically about new business opportunities. Ability to make sound judgments.
- Extensive experience in Optical Telecommunications consulting, services and/or sales.
- Enthusiasm for, and ability to strongly evangelize, Infinera’s value proposition.
- Good organization and motivation skills for associated team members.
- Strong Networking Skills.
- Ability to quickly evaluate account opportunity and set direction.
- Knowledge of telecom carrier structure and decision processes.
- Ability to work independently as well as in a team, pro-active, flexible with high customer and service focus.
- Personal seniority to handle CxO contacts and high-level local administration.
- Good level of financial and business argumentation skills.
- Good network with major carriers and ICPs.
- Technical background in Terrestrial and/or Submarine Optical Network Solutions.
- Very good knowledge on optical and data networking.
- Familiar with OSS and SDN technologies.
- Good understanding of Product landscape from different vendors.
- Fluent in English and Spainish is a plus
Education:
- Ideally Masters in Management and/or degree in Engineering with additional degree in Business or equivalent experience in senior Business/Sales roles
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Infinera is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. Infinera complies with all applicable state and local laws governing nondiscrimination in employment.
