Senior Account Manager

  • Job Tracking ID: 512052-580359
  • Job Location: Netherlands - Remote, NLD
  • Job Level: Mid Career (2+ years)
  • Level of Education: BA/BS
  • Job Type: Full-Time/Regular
  • Years of Experience: 5 - 7 Years
  • Starting Date: September 1, 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:

The role is for a sales manager working with partners and on direct demand creation and account management of target customers in the territory. Targets will primarily be Tier 1,2 and 3 Service and Communications Providers in the Nordics and Enterprise accounts.

Core Job Functions:

  • Develop and execute a territory sales plan.
  • Develop and implement a campaign in the region for new accounts within the target SP and CP and Enterprise sectors.
  • Presentation of Sonus solutions and differentiators to customers, prospects and partners to establish a winning position for Sonus Networks.
  • Develop and implement a marketing plan with Sonus HQ (including trade shows, conferences and networking events) within the target market to further develop Sonus Networks brand awareness.
  • Work with the System Engineering team to deliver technical and commercial answers to customer questions.
  • Manage the timely and accurate response to RFPs and RFIs as are received from customers.
  • Demand generation activity with selected partners and distributors.
  • Provide direction and assistance for selection of additional partners to generate new territory

Experience and Skills:

  • A good working knowledge of VoIP hardware technology (Class 4, VAS, Session Management and SBC environment) combined with experience of selling in to the Tier 2 and Tier 3 and Enterprise markets in the region.
  • Successful track record in VoIP hardware sales of between $50K-$500K against annual targets of $2M+, to the Nordics SP and Enterprise community.
  • A demonstrable track record of closing NEW accounts/customers supported by regular overachievement of assigned sales quotas.
  • 8 years sector selling experience.
  • Experienced at selling externally and internally at all levels within an organization.
  • Solution selling using Target Account and Complex Sales applications.
  • Practical matrix management.
  • Unified Communications (Microsoft Lync) knowledge and experience in selling to the Microsoft Lync - practitioner community.

Preferred Experience:

  • Experience using Sales Force.com CRM system.
  • C level engagement.

 Personal Qualities

  • Bachelor’s degree.
  • Superior presentation and interpersonal skills, able to communicate all organizational levels.
  • Excellent team player with good communications and interpersonal skills.
  • Strong organizational skills and project management experience and ability to efficiently run meetings.
  • A driven, focussed and results orientated, industry professional.