Global Head of Cloud Sales

Summary: Juniper is seeking an inspiring and visionary individual to lead our Cloud business globally, with a primary focus on the US. This is a highly impactful role and reports directly to our EVP Chief Revenue Officer

Position Overview:

Responsible for leading, building out and executing on sales strategy and leadership of the Cloud Sales organization.

The core objective of this leader is to drive significant sales growth of Juniper's products, services, and solutions in the Cloud vertical

This leader must build and develop individual and team capabilities to support Juniper's accelerated growth while leveraging all of the assets & resources of the company.

Position Responsibilities:

Responsible for setting the vision, strategy and direction and delivering transformational leadership to accelerate YoY growth.

Utilize the entire organization's resources, tools, and capabilities to strengthen customer confidence in Juniper.

Leverage, orchestrate, and rally the resources across the company to bring the full potential of the company's resources to bear on sales opportunities.

Builds significant customer relationships through expert influencing and thought leadership.

Develop territory plans and quota assignment for assigned area.

Accurately forecast monthly, quarterly, and annual sales achievement

Ensure that Juniper is delivering a superior customer experience.

Manage consistent & clear communication.

Team Leadership Responsibilities

Hire, coach, and develop the management team.

Create an inspired community of people who are able, committed and empowered to achieve amazing success.

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

Requires L1 and CEO staff level influence.

Works alongside cross functional business segments and CEO executive staff to influence direction and optimize business growth. Is an evangelist and part of the GTM Senior Leadership team, through executive level contribution to the success of the wider Leadership Team and GTM business.

EVP, CRO:Tight communication of results, strategy, and forecast.

Sales Engineers:Work with sales engineers and their leadership to support sales programs

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.

Support Teams:Work with HR, Finance, Sales Ops, and Legal to support the sales and broader 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

Sales Achievement

Deliver a Balanced Scorecard (KPI's)

Grow the business and attain projected growth rates.

WIN Customers: Demonstrate customer value to be #1 in market share growth in our addressable markets.

Drive Customer Satisfaction: Deliver world-class customer experiences to be #1 in customer satisfaction.

Accurate forecasting

Top Priorities to Accomplish First Year:

Successfully set the direction and tone for the Cloud organization

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.

Individual Characteristics and Requirements:

15+ years of progressive sales leadership roles, including leading a direct sales organization with management of matrix resources.

Key industry and customer (CxO) relationships in the Cloud business.

Experience selling high-tech products (hardware, software, services) is required, specifically prior networking sales experience.

Prior success, skills and experience in leading a team that produces > $1B in annual product, services, and solutions revenue.

Exceptional customer-facing/listening skills and the ability to coach the same within the team.

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.

Ability to travel frequently both domestically and internationally as required