Non-CA Pay Range (Base Plus Commission at 100%):-At Infinera, your base pay is one part of your total compensation package. Your actual base pay will depend on your skills, qualifications, experience, and location. This role may be eligible for equity grants, discretionary bonuses, or commission payments. The amount of these incentives is based on the terms of the Company’s incentive plans, the Company’s financial performance, and/or individual employee job performance.Infinera also offers paid leave, medical, dental, and vision coverage, 401(k), life, and disability insurance and toeligible employees.Role: Channel Sales Director – Strategic PartnersLocation: United States (remote)JOB DESCRIPTIONOverall responsibility for the strategy, objectives and partner sales plans for strategic partners in North America (System Integrator and Value Added Distributors)Develop and maintain strong relationships with partners using available internal and external resources, to maximize revenue opportunities and sustain Infinera as a strategic, long-term partnerMeet and exceed regional partner sales targetsNegotiate and develop customized Go-to-Market models that benefit both Infinera and the partner, including but not limited efficient inventory stocking processes, cost of carry agreements, Incoterms, management of taxes, etc.Collaborate effectively across the sales team and other functions (Marketing, Services, Commercial Management, Legal, HR, PLM etc)Reporting and forecasting partner sales accurately and timely in 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 requirementsComplex sales methodologies are applied in key deals, with full partner and stakeholder analysisEvangelize 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 territoriesEnsure clear and timely partner Joint Business plans are in place for all key partners and reviewed by all relevant stakeholders on an ongoing basisDrive lead and opportunity development with partners through appropriate incentivesHelp work with partner to ensure timely closure of orders, book to billIdentify, recruit, and on-board new partners as needed to drive new business in specifical geographies and vertical marketsQUALIFICATIONS REQUIRED10+ years of experience in telecommunications consulting, services and/or salesGraduate with bachelor university degree and preferably with graduate degrees (e.g. Master or above)Excellent understanding of the trade, importation and tax requirements for the countries in regioEnthusiasm for, and ability to strongly evangelize, Infinera’s value propositionGood organization and motivation skills for associated team membersExcellent Communication SkillsAbility to work independently as well as in a team, pro-active, flexible with high customer and service focusComfortable presenting and discussing solutions at CxO levelPersonal seniority to handle CxO contacts and high-level local administrationGood level of financial and business acumen and negotiation skillsGood network with major partners in the target regionStrong expertise in optical transport solutions (optical networks, Ethernet and IP solutions), ideally with background on Infinera solutions and productsVery good knowledge of optical and data networkingGood understanding of Product landscape from different vendors (Ciena, Nokia, Cisco, Ekinops, Juniper, etc)#LI-JP1#LI-RemoteInfinera 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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