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Territory Account Manager
2 weeks ago
Ribbon Communications delivers global communications software, packet and optical network solutions to service providers, enterprises, Utility, Transportation and critical infrastructure sectors.
One of our key goals is helping our customers modernize their networks for improved competitive positioning and business outcomes to their end-customers in today's smart, always-on and data-hungry world. Our innovative, end-to-end solutions portfolio delivers next generation unparalleled scale, performance, and agility, including core to edge IP solutions, cloud-native offers, leading-edge software security and analytics tools, as well as 5G-ready packet and optical networking solutions acquired via our recent merger with ECI Telecom.
We are looking for an experienced and proactive Channel Sales over-lay Director for our IP Optical Channel Business across the International theatre market.
Responsibilities Include:
- Management of the IP Optical Global Channel overlay sales focused on our global partners/ channels in the APAC region part of the international market's theater.
- Drive the channels IP Optical Channel indirect business to achieve the set sales targets.
- Maintain and grow relationships with strategic regional & global channels in APAC to make Ribbon an integral part of their solutions. Have the capability to interface with relevant key stakeholders on all levels at the global channel organization and in alignment with the local Ribbon sales teams in specific countries/ regions in addition to the global channel local branches.
- Develop strategic business plans for global accounts, maintain price books and global supply contracts/ agreements as required.
- Manage the regional channel onboarding, training processes and accreditation policy in cooperation with the appropriate internal entities.
- Support regional channel sales managers with developing programs and initiatives, working with global channel team, marketing, and other channels support entities.
- Collaborate with Marketing on planning and conducting campaigns, events etc.
- Own and drive pipeline of business opportunities.
- Collaborate with the local regions to plan yearly channel budget.
- Attend trade shows, conferences and network within the industry. Provide input to regional marketing plans and collaborate with Portfolio Marketing to share regional requirements and market insights.
- Be responsible for the interface with a pre-assigned global channels teams promoting Ribbon technology solutions, managing opportunities pipeline, push the global channel to offer Ribbon solutions when applicable.
- Regular business travels to customer locations and Ribbon offices in APAC as required.
- Position reports to Ribbon head of EMEA & APAC IPO channels business.
Education and Experience:
- At least 5 years’ experience as a Channel Manager in the IP Optical domain.
- Strong sales and customer orientation combined with understanding of telecommunication technology, market, and trends.
- Strong commercial skills and experience with negotiations, have the right mix between a hunter and a farmer type of sales manager.
- Managerial experience - advantage
- Excellent team player looking to make a real impact with good communications and interpersonal skills.
- Proven ability to present at both technical and decision-making levels in the appropriate way, articulate benefits, and value propositions accordingly.
- Existing network of channel contacts - important advantage
- Experience with Critical Infrastructure, Utility, transportation networks - advantage
Languages:
- English fluent verbal and written, additional languages are an advantage.
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.'_
