Sales Account Manager

Job Profile Summary:

• Sales: Responsible for achieving assigned sales quotas and goals for customers located within a defined geographic territory or account list. Builds on and develops trusted customer relationships from working level to executives, prospects and develops business, helps customers define and responds to RFPs, and develops proposals for presentation to customer. Coordinates account resources with representatives from marketing, pre-sales engineering, product line management and development.

Complexity/Contribution:

• Specialist on complex technical and business matters. Will champion significant projects, programs and business initiatives using demonstrated creativity and ingenuity.

Independence:

• Provides a leadership role for the virtual team through knowledge in his/her area of specialization driving the assigned customer and ribbon objectives. Generally free to determine work priorities based on general direction from management.

Skills/Experience:

• Specialist in technical and business skills. Individuals with a customer focus have developed the acumen to cultivate and develop lasting, trusted customer relationships.

Ribbon is looking for a senior salesperson to develop and grow the market for both the Ribbon Cloud & Edge Business and the IP and Optical business in the Canadian Service Provider and Cable market. The role will focus heavily on Voice, Voice Security, IP, Optical, and SDN/Automation solutions targeting new customers for Ribbon in Canada. The successful candidate will exhibit solid experience within expanding accounts and have a clear understanding of the solutions required to evolve their networks.

Position Summary:

• Define and execute the Voice and IP Optical sales strategy and go-to-market plan for identified accounts.
• Qualify new opportunities, position, and present Ribbon solutions, develop proposals, do business analysis, respond to RFIs and RFPs.
• Take care of the overall sales cycle for opportunities: identifies underlying opportunity, qualifies opportunity, gathers internal approvals ‘Go-Decision’, supports proposal synthesis process, proposal quality assurance, delivers proposal to customer, follows-up on proposal decision win/loss analysis.
• Orchestrates all pre-sales and post-sales efforts around target accounts.
• Work closely with the SE team, management, and other Ribbon resources to develop the most compelling offering.
• Maintain Salesforce database for customer opportunities, representing the regional sales funnel and pipeline, and submit regular reports to management along with forecasts.

Required Skills:

• 10+ years sales experience in the telecommunications industry, selling to service providers, wireline, wireless and/or MSO carrier markets.
• Self-motivated, results-oriented professional with the drive to succeed.
• Experience in prospecting and proven record in new business development.
• Established long-term customer relationships.
• Ability to work independently and manage all sales related activities in target accounts.
• Excellent presentation, communications, and interpersonal skills.
• Experience selling at all levels within an organization – both externally and internally.
• Consultative and solution selling techniques, excellent business acumen, and technically astute.
• Ability to find creative solutions to complex issues.
• Demonstrated ability to drive a sense of urgency throughout the organization and to drive important initiatives to completion.
• Demonstrated track record of success at exceeding revenue targets in a highly complex and competitive environment.

'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.'