Infinera is the global supplier of innovative networking solutions. Our customers include the leading service providers, data center operators, internet content providers (ICPs), cable operators, enterprises, and government agencies worldwide, including 9 of the top 10 Tier 1 service providers and 6 of the top 7 ICPs. We design, develop, and deliver hardware and software for fiber-based connectivity solutions that span access, aggregation, metro, long haul, and submarine network. Our industry-leading, trendsetting edge-to-core solutions provide the foundation for many of the world’s largest and most demanding networks that generate billions in service revenue for our customers.Channel and Alliance Sales Director – Japan & KoreaTokyo, Japan HybridJOB DESCRIPTIONOverall responsibility for the strategy, objectives and partner sales plans for the Japan and Korean region and Channel Sales QuotaDrive partner led business to meet and exceed regional partner sales targetCollaborate effectively across sales and other functional team to deliver on customer expectations (Marketing, Services, Commercial Management, Legal, HR, PLM etc)Reporting and forecasting partner sales accurately and timely in Salesforce/SFDCFully leverage the Infinera portfolio to drive partner sales opportunitiesOverseeing the “customer lifecycle” to ensure a best-in-class approach to the partners and customer experienceWork with Product Line Management to define product and market requirements for the Japan/Korean partner led market requirementsComplex sales methodologies are applied in key deals, with full partner and stakeholder analysisCollaborate with other Channel Sales to contribute to team’s best practicesEvangelize the Infinera value proposition with partners and customersEffectively manage any channel conflict in collaboration with the other sales leadersCollaborate with Marketing to drive the creation and utilization of sales collateral, demand generation programs, and other campaigns that drive customer revenues in identified segments and territoriesConduct clear and timely partner joint Business plans are in place for all key partners and reviewed by all relevant stakeholders on an ongoing basisWork with key partners to develop marketing plans to drive sales initiatives and help partner manage MDFDrive lead and opportunity development with partner through appropriate incentivesHelp work with partners to ensure timely closure of orders book to billQUALIFICATIONS REQUIRED• 10+ years of experience in telecommunications consulting, services and/or sales• Graduate with bachelor university degree and preferably with graduate degrees (e.g. Master or above)• Enthusiasm for, and ability to strongly evangelize, Infinera’s value proposition• Good organization and motivation skills for associated team members• Excellent Communication Skills. Fluent in Japanese and English (Korean a big plus as well)• Ability to work independently as well as in a team, pro-active, flexible with high customer and service focus• Comfortable to present and discuss solutions at CxO level• Personal seniority to handle CxO contacts and high-level local administration• Good level of financial and business acumen and negotiation skills• Good network with major partners in the target region with proven past successes• Strong expertise networking with preference in packet optical transport solutions (optical networks, Ethernet and IP solutions)• Very good knowledge on optical and data networking (Transmission, MPLS-TP, IP/MPLS, L2VPN / L3VPN, PWE and Ethernet switching)• Familiar with OSS and SDN technologies• Good and proven team player and collaboration across multi-functional teams• Good understanding of Product landscape from different vendors (Ciena, Nokia, Huawei, Cisco, Juniper, etc)#LI-GA1#LI-HybridInfinera 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.
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