Job details
Salary from $150,000 a year job type full-time
Qualifications
Bachelor`s (preferred)
Full job description
Key account regional sales manager (ericsson americas)
Location: remote us
Requisition #5689
Job overview:
Spirent has identified ericsson as one of its most important key strategic business partnersOur ambition over the next 3 years, is to drive double-digit sales acceleration and position the ericsson account as the largest multi-million-dollar business unit worldwideThis will be achieved by executing a strong foundational account strategy of selling directly into ericsson business areas, and indirectly through ericsson to its customer units (cu`s -- geographic region) and global customer units (gcu`s -- end customer`s global footprint).
As a regional sales manager, you will report to the ericsson global client partner executive and be an integral member of the ericsson global account leadership teamYour overall objective is to drive new business sales of spirent`s products, services, and solutions, into the ericsson business areas and customer unitsThese customer units are geographically dispersed across their 5 core market areasYou will have a geographic remit and business quota which will be achieved by developing tactical and strategical business activities.
This role may include engagement with the ericsson centralized functions (solution & business areas) including r&d, pre-sales, commercial management, and deliveryIn addition, you will support other rsms with their endeavors on the same account, whether directly or indirectly, to a level that either meets or exceeds spirent`s ericsson key account strategy and objectives.
SpirentPromiseAssured.
Spirent is the leading global provider of automated test and assurance solutions for networks, cybersecurity, and positioningOur innovative portfolio of products and services addresses the test, assurance, and automation challenges of a new generation of technologies: 5g, sd-wan, cloud, autonomous vehicles, and beyondEach year we assure the promises that more than 1,500 customers worldwide make to their customers, spanning communications, transportation, government, defense, aerospace, financial services, healthcare, retail, and moreOur network, cybersecurity, and positioning experts work closely with customers to understand their needs and deliver solutions that cover their entire technology lifecycle, from the lab to real-world deployment.
Why spirent?..Because together we can shape tomorrow
Spirent is its people! when you join the spirent team, you will join forces and work alongside some of the most passionate and greatest subject matter experts in the industryHere, you will find a place where you can grow, think, explore, create, and make change happen in an innovative and creative environmentSuccess is important to us, and so is your personal well-beingAt spirent, you will love the work and life balance experience!
Job responsibilities:
Operational sales:
Leadership in the development and execution of tactical and strategic sales plans.
A clear focus on management metrics and meeting /exceeding annual performance and quota targets.
Define and deliver regional direct and indirect gtm sales enablement campaigns focused on delivering growth and aligned to the customer business activities in the relevant theatre.
Forecasting accurately on sf.com, pipeline development, and sales conversion on a monthly/quarterly basis, in line with the ericsson account global roll-up of sales generation/achievement.
Account relationship:
Develop a clear understanding of the ericsson regional product development and gtm strategic plan.
Land and expand day-to-day and strategic relationships at a senior leadership / cxo level within the ericsson regional business areas (ba`s) plus their gtm teams in the cu`s/cbu`s.
Successful position spirent as a trusted advisor, a thought leader, and a preferred partner.
Able to understand and articulate mapping of the key decision-makers and influencers in strategic deal managementBuild a regional strategy for these identified individuals to be targeted through an ericsson global account team executive calling program.
Account management:
Co-ordinating all regional sales activities with other spirent sales owners on the ericsson account, as well as wider virtual team resources, to ensure success through the right engagement and cadence.
Ensure clear understanding of escalation procedures exist across ericsson and prompt handling of customer escalations involving relevant spirent departments (finance/operations/technical support) are owned through to resolution.
Collaborate with other members of the spirent ericsson global account team in preparation and participation in all internal leadership and customer-facing qbrs and associated scorecarding.
Represent spirent at appropriate customer forums and industry events or at executive briefing visits, including preparation of all relevant materials to support such events.
Job requirements:
Bachelor’s degree from an accredited university or equivalent work experienceA master’s degree preferred.
A minimum of 8+ years of relevant work experience.
Proven track record of achieving international sales objectives and targets.
Managing and developing direct and indirect channel sales enablement.
Familiarity with strategic account selling methodologies across international borders including understanding currencies impacts, taxation, delivery, embargoes, and others as appropriate.
Extensive recent experience of selling to network infrastructure manufacturers and relevant to spirent`s offering in the marketplace.
Experience developing and implementing successful go-to-market plans, multi-year business/sales plans, and short-term sales campaigns.
Established personal network of key stakeholders within ericsson hq and regional market areas/theatres.
Skilled at complex negotiations and ability to retain core spirent`s requirements whilst demonstrating value to ericsson.
As an ericsson customer advocate, the ability to influence and negotiate without authority across internal business areas.
Strong understanding of business disciplines (finance, accounting, operations, strategy, marketing).
Experience in international solution sales across cloud, networks, core, bss and oss, virtualization, and security.
Exceptional communication skills including listening, writing, and speaking and good command of business tools including sf.com, microsoft office, and others as appropriate.
Energetic sales leadership that motivates both internal and external personnel.
Consultative selling style that helps build trusted partner relationships.
Strong team player contributing to other team members’ success with empathy, integrity, and honesty.
Ability to travel at reasonable notice to any customer location.
Job type: full-time
Pay: from $150,000.00 per year
Benefits:
401(k)
401(k) matching
Dental insurance
Disability insurance
Flexible schedule
Health insurance
Life insurance
Paid time off
Parental leave
Vision insurance
Work from home
Schedule:
8 hour shift
Monday to friday
Supplemental pay:
Bonus pay
Education:
Bachelor`s (preferred)
Experience:
Related: 8 years (preferred)
Work location: remote
Hiring insights
Hiring 1 candidate for this role
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Job activity
Posted 2 days ago
