Senior Sales Account Director

Senior Sales Director – Major EMEA Account Lead EMEA Region UK, Europe – Field Based Infinera has pioneered the technique of large scale photonic integration. Major U.S. and Global networks have taken notice. Our innovation has helped us win market share leadership making us a large part of daily life all around the world with our technology. Our Sales Managers are a vital part of what we do and will be key in the launch and growth of our new business/product, etc. Imagine being part of a team that is fundamentally changing the way people communicate, and the way they collaborate.Essential Functions and Key Responsibilities:Responsible for achieving assigned sales and development goals by managing and coordinating the overall sales activities across a major flagship Infinera Customer. Major Account Management and Development Tasks* Applies a structured and disciplined approach using a direct sales model within major countries and Entities.* Management of 15-20 customer entities across the region over a variety of product lines, Metro, Subsea, Long Haul.* Direct reports across the region* Extensive travel to Newbury, Luxemburg, Italy, Germany and other locations across the region.Ability to separate tactical from strategic opportunities and to apply a variety of classical account strategies as may be required to close each opportunity.Identifies and works with accounts to provide solutions, develop new business, ensure customer satisfaction, and maintain positive ongoing relationships.Works with other internal sales personnel to propose specific solutions for a given account or partner.Designs & implements a business approach/plan to win customers, ensure the customers satisfaction, solidifying the customer's relationship to Infinera, maximize the profitable selling of products and services and corresponding growth.Manages revenue goals for the given region and provides regular updates to senior sales/operations staff concerning account issues, financial status, etc.Ensures gathering of market intelligence, technology trends in the relevant market, analyzing and communicating them to headquarter and the product units.Experienced in applying structured sales methodology (e.g. TAS).Recruit, develop and manage strategic partner accounts in countries where Infinera has no direct coverage model.Evangelize Infinera's DWDM approach, drives new solutions and develops marketing tactics with partners.Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.Minimum Knowledge/Skills/Abilities:Extensive sales experience in service providers with the majority spent on the vendor side and recent experience inside the service provider transmission sector (e.g. Optical, SDH etc.) KnowledgeEssential to have broad knowledge of the following Service Provider market segments Transmission Infrastructure, SDH, Optical Networks, WDM, Ethernet and IP, Sub Sea SLTE market including cable systems, and competitors.Good understanding of architectural requirements and the technical visions of a Telecom network.Good understanding of the targeted account's business requirements and service strategy * Experience in working with targeted accounts and their affiliates.Proven personal relations with decision makers at targeted accounts in the planning-, operations- and purchasing departments.Knowledgeable in marketing requirements of the targeted accounts and ability to transmit these into technical solutions.Introduction of new products/solutions within a highly competitive market situationProven track record of consistently exceeding sales goalsSkills: Strong selling and negotiation skills to close deals with excellent interpersonal skills at all levelsCombination of solid financial, commercial thinking and clear technological understanding of telecom applications throughout the operator world.Entrepreneurial with a good business sense, implementer with a pragmatic approach in realising projects.Team player, with desire and ability to work on an international scale.Must be a hands-on person, not needing a large support organization, but enjoying being a key player in a small organization with limited resources with a supportive involvement in all business processes with direct and short decision processes.Work behavior:Pragmatic doer and sound problem solver.Hunter with farming abilityStartup typeGoal orientation, commitment, initiative, independent working capability, resilience, flexibility, cooperation, information delivery, decision making, toleranceCultural fit into highly motivated and dynamic international sales teamEducation Required:MBA or degree in Engineering with additional degree in Business or equivalent experience in senior Business/Sales rolesInfinera is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. Infinera complies with all applicable state and local laws governing nondiscrimination in employment.