Area Vice President - West Region 

Position Overview:

The core objective of this leader is to drive the attainment of goal, drive double-digit growth, and create a strong sales culture across Juniper’s West Area. This leader will be empowered to build a top-performing team with a winning mindset, leverage our excellent solutions, and work closely with our partners and team.   Will lead a team of 6 direct reports, ~40 sales professionals, and an extended team across the West geography. 

Position Responsibilities:

Establish the Vision, strategy, and execution, and align to the Americas key metrics. Leverage all organizational resources, tools, and capabilities to drive Juniper brand preference, develop pipeline, and expand customer confidence in Juniper.  Must demonstrate capacity to lead the business, strong character, and effective communication Talent- Works tirelessly to establish Juniper as “The Destination” for top talent in the West Area.  Attract, develop, and retain top talent through enablement, coaching, and bolstering the strong culture at Juniper.   Apply tactical and strategic go-to-market models to grow the customer base in the short and long term to drive higher revenues, customer growth, and customer retention. Lead, drive, and champion our primary focus of capturing greater market share in Enterprise, Data Center, WAN, Security, and Software offerings across this Area. Work with team to develop and build a pipeline of opportunities Develop territory plans and quota assignments for the assigned geographic area Accurately forecast monthly, quarterly, and annual sales achievement Meet/exceed geo 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, features, and function, NOT price

Team Leadership Responsibilities

Work in a matrix environment with sales engineering, Marketing, and Services to achieve results Hire, coach, and develop the geographic management team Create an inspired community of people who are 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, skip levels, 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 Organizational Relationships and Dependencies

SVP of Sales: Tight communication of results, strategy, and forecast Peer Sales Leadership: Share best practices and resolve issues proactively Sales Engineers:  Work with the sales engineers and their leadership to support the sales programs. Channel: Lead channel organization in strategy and execution of sales plans Marketing: Team with the marketing team on connected sales and marketing processes Services:  Partner with services to deliver solutions for customers Customers: Communicate and listen to the customer.  Participate in winning account strategy & plan design to influence customer decisions. Other sector sales:  Partner with peers in other sectors to ensure the maximum success for Juniper Support Teams: Work with HR, Finance, Sales Ops, and Legal to support the sales and broad company agenda. Product Groups:  Work cooperatively with Juniper Business Cross Functions Business Team (XBT’s) executives to stay plugged into product roadmaps and be able to leverage them or their teams in support of key sales opportunities

 Key performance measures

Attainment of Goal Y/Y growth Forecast Accuracy  Cross Sell Penetration and growth rates Productivity ratio (RPH) Coverage/Close Ratio Net Promoter Score  Expense-to-revenue ratios Industry market share Talent/people: Employee satisfaction at over 80%; employee turnover of less than 10% overall, less than 5% for those rated exceptional or very strong ; succession plan in place by developing leadership within the organization; appropriate span of control; underperformers coached to success or transitioned out of the business.

 Top Priorities to Accomplish First Year:

This Leader will successfully set the direction and tone for the West Area Successfully implement the global Enterprise growth model Develop the strategy and execution of the team successfully managing the 30-60-90-180 day pipeline Develop the strategy and execution of the large-scale deals (Design Wins) that are a multiyear commitment and effort. Build a world-class sales team that will create a winning relationship with clients

 Individual Characteristics and Requirements:

15+ years of progressive sales leadership roles, including leading a direct sales organization with management of matrix resources of at least 30 employees.  Ideally has led an organization of 100+ considering a fully integrated GTM vertical, including sales, sales engineering, partners, and NS services. Second-line management experience is a must.  Key industry and customer (CxO) relationships in the West Region. Experience selling high-tech products (hardware, software, services) is required; prior networking sales experience is desired. Prior success, skills, 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: $424,000.00

Maximum Salary:$609,500.00

The pay range for this position is expected to be between $424,000.00 and $609,500.00/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.