Juniper

Juniper is changing what’s possible in networking. We’re going beyond building the networks 

customers expect — we’re building the networks customers deserve. And the world is taking note. 

But to continue to excel, we have work to do. Change in our industry is accelerating. To power 

connections and empower change, we need radical thinkers, eternal optimists, and energized 

personalities. We need people like you.

Success requires big thinking and high-reaching goals. Our culture breeds innovation. Here, you will 

have the opportunity to take chances and let your ideas grow. You will be supported by thoughtful, 

inclusive, and accessible leaders. You will have every chance to be a part of the conversation and 

seize our momentum. Your career will be better for it.

At Juniper, we strive to deliver network experiences that transform how people connect, work and 

live. We Power Connections, Empower Change, and we do that through our core values Being Bold, 

Building Trust and Delivering Excellence.

Do you want to solve complex problems and build systems that will change the Internet? Do you 

want to be part of a company that is on the cutting edge of technology? Do you want to work with a 

world-class team of engineers?

Senior Major Account Manager

Juniper is looking for sales professionals who can find and create new sales opportunities within our target Service Provider accounts in VIC and lead a team of Juniper people and external partners to win those opportunities.

The candidate will ideally have recent experience selling into Service Provider 

networking, Security, Cloud and Data Centre areas. A successful candidate could also have experience 

selling into the Enterprise networking market. They will be a keen listener, able to understand 

underlying customer requirements, then drive them within Juniper as well as understand the 

business case driving specific sales plays and how to use them to create value for Service 

Providers. The candidate will drive both existing and develop new opportunities. They will thrive 

working in and creating winning matrixed teams, often including Partners and sometimes 3rd parties.

Primary Responsibilities:

• The Account Manager will work well in a matrixed environment, participating in a “virtual” 

team to drive success for Juniper and our Service Provider Customers

• The Account Manager will focus on developing specific areas of business with both short and 

long term Account Plans to expand Juniper’s deployed solutions with SPs

• The Account Manager will be a team player enthusiastic about helping the team close 

business in specific focused areas or solutions

• This individual will work and coordinate with other Senior Account Manager’s in the VIC SP 

Team, Systems Engineers, Business Units, Engineering, Marketing, and Partner Account 

Managers

• C Level communication and selling skills are required to work with key Decision-Makers at all 

hierarchical levels.

• Relationship and management skills that directly translate into identifying and working with 

key decision-makers and influencers

• Grow sales pipelines, manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management
• Responsible for both managing and building new business into an attainable and sustainable 

pipeline.

• Engage all necessary internal resources, including the BU’s to drive sales success
• Provide accurate and timely weekly forecasts to sales management
• Reporting line will be through the Sr Director of Sales – Service Provider

Candidate Desired Background:

• 6+ years of Vendor experience in sales, networking, data centre and/or security solutions is 

required while any additional telecommunications qualifications and or experience, would be 

viewed positively

• A proven and referenceable track record of successful sales and Quota attainment
• Strong track record of driving sales in service providers with existing relationships in the 

Challenger Service Provider space in VIC

• Experience in developing sales strategies, preparing proposals and presentations
• Broad-based technological awareness in the networking industry, complemented by 

knowledge of data networking concepts, with specific skills in the vertical areas of routing, 

switching and security applied across traditional and cloud solutions.

• Excellent communication skills, both written and oral
• Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate 

issues with peers, partners and customers using a Win/Win philosophy

• Creative innovator who is a proactive team player, with a proven track record working in 

matrixed environments

• Strong business acumen with an innovative “can do” mindset
• Good relationship-building and consultative skills
• Ability to prioritize in a dynamic, changing environment
• Ability to Travel

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