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Senior Account Manager - Germany & Central Europe

  • Job Tracking ID: 512052-548722
  • Job Location: Darmstadt, DEU
  • Job Level: Management
  • Level of Education: Any
  • Job Type: Full-Time/Regular
  • Years of Experience: 5 - 7 Years
  • Starting Date: January 2, 2017



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Job Description:

About Sonus:

Sonus brings the next generation of Cloud-based SIP and 4G/VoLTE solutions to its customers by enabling and securing mission critical traffic for VoIP, video, IM and online collaboration. With Sonus, enterprises can intelligently secure and prioritize real-time communications, while service providers can deliver reliable, secure real-time services for mobile, UC and social applications. Sonus offers an award-winning portfolio of hardware-based and virtualized Session Border Controllers (SBCs), Diameter Signaling Controllers (DSCs), Network-as-a-Service (NaaS) capabilities, Policy/Routing servers and media/signaling gateways.

Position Summary:

Responsible for defining and executing on the sales strategy for the DACH and Central European Service Provider market. Primarily a new business role but the position also has existing accounts that will need to be maintained and further developed. As a result, specific named accounts will also be included. The chosen candidate will be responsible for developing the plan and executing all sell to sales activities within the region. In addition the candidate with be required to achieve short and long term goals and meet a sales quota in line with regional and corporate objectives.

 Responsibilities Include:

  • Lead the sales development campaign and be responsible for sales activities assigned to the post holder in the region for both existing and new accounts by successfully positioning Sonus solutions and services
  • Sell Sonus solutions to the national incumbents, Tier 1 and 2 / 3 carriers in the wireline, wireless, cable and ISP markets across DACH, Central and Eastern Europe.
  • Grow Sonus net new customer base across the DACH region with specific focus on Germany thereby maximizing the companies’ opportunity for growth in both the short and long term.
  • Work with the EMEA team to identify and qualify new opportunities within the Service Provider sell to market.
  • Identify and develop strong business relationships with the top ten leading System Integrators within the German and Central European market that Sonus should be partnering with and execute a development strategy to successfully increase Sonus regional market share.
  • Develop and execute an account and target customer sales plan for the Service Provider sell to market.
  • Presentation of the Sonus solution and differentiators to customers/prospects/ partners to establish a winning position for Sonus products
  • |develop and define a winning sales strategy for each account/prospect for Sonus
  • Work with Pre-Sales Engineering team to deliver strong technical and commercial proposals to customer requirements.
  • Be fully responsible for and lead all RFP and RFI activity as and when received from existing and prospective customers.
  • Attend trade shows, conferences and network within the industry to increase Sonus’ brand awareness across the region.
  • Maintain a centralized contract database with marketing, and ensure up-dates with market/competitors positions.
  • Ensure Sales Force.Com is updated on a regular basis in line with corporate objectives. Thereby providing Sonus with the latest status for prospective opportunities.

 

Experience and Skills:

  • A good working knowledge of VoIP technology combined with proven experience of successfully selling to the Service Provider market in the region.
  • An extensive background of working with and selling the Systems Integrator market.
  • Excellent sales track record in selling SIP based technology solutions and services.
  • Excellent team player looking to make a significant impact with good communications and interpersonal skills.
  • Experienced at selling to all levels within an organization – both externally and internally.
  • Results orientated, self-motivated industry professional with an excellent sense of ownership and sales leadership.
  • Business Degree, or equivalent, plus 7-10 years commercial experience within IP industry.
  • Able to complete and contribute to complex sales negotiations.
  • Senior sales experience, with marketing and excellent regional industry knowledge.
  • Financial acumen with ability to read, develop and understand financial forecasts/tender documents.
  • Good working knowledge of key business tools such as Sales Force.Com
  • Excellent sales track record in selling SIP based technology solutions and services.
  • Excellent knowledge of the telecommunications and Service Provider industry in DACH and across Central Europe.
  • Excellent team player looking to make a significant impact in both the short and long term, with comprehensive communication and interpersonal skills.
  • Experienced at selling at all levels within an organization – both externally and internally.
  • Results orientated, self-motivated industry professional team player.
  • Able to take direction from the Regional Sales Director and Sales Vice President Europe, and other senior members of European management team.
  • Other duties as directed by Senior Management  of Sonus Networks