Network AI Sales Specialist - Technology Accounts

Position: Network for AI Sales Specialist - Technology Accounts
* Develops long term sales pipeline to increase the company’s market share in Data Center and Routing networking.
* Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit.
* Provide support for sales segments.
* Set direction for business development and solution replication.
* Creates and grows reference customers.
* Sell complex products or solutions to customers on a partnership basis.
* May act as a dedicated resource to a few strategic accounts.
* Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
* Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
* Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
* Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
* Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
* University or Bachelor’s degree preferred.
* Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
* Prior experience selling networking solutions includes multiple, diverse set of selling responsibilities.
* Viewed as expert in given field by company and customer.
* Typically, 12+ years of related sales experience.
* Prior Networking technology sales experience required
* Prior experience with setting sales/GTM strategy
* Prior experience with Enterprise accounts required
* Experience selling to Technology accounts strongly preferred
* Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex network solutions.
* Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
* Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
* In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
* Considerable knowledge of the customer’s infrastructure and architecture.
* Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.
* Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements.
* Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
* Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
* Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
* Excellent project oversight skills.
* Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
* Utilizes Salesforce as an expert and accurately forecasts business.
* Successful partner engagement experience.
* Works effectively with our partners to drive additional revenue.
* Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
* Understands the leverage of services as part of strategic portfolio of products.
* Promotes services as part of all strategic opportunities.
* Maintain knowledge of industry trends, associated solutions, and key partner solutions.
* Leads sales engagements where the field of specialty is the key to a profitable and successful delivery.
* Accounts may be international or global.
* Orchestrates the regional pursuit resources for the account.
* Balances industry knowledge with the value of technology to enable articulation of business value in…