Area VP Sales - West Region

Area Vice President - West Region 

Position Overview:

• The core objective of this leader is to drive the attainment of goal, drive double-digit growth, and create a strong sales culture across Juniper’s West Area.
• This leader will be empowered to build a top-performing team with a winning mindset, leverage our excellent solutions, and work closely with our partners and team.  
• Will lead a team of 6 direct reports, ~40 sales professionals, and an extended team across the West geography. 

Position Responsibilities:

• Establish the Vision, strategy, and execution, and align to the Americas key metrics.
• Leverage all organizational resources, tools, and capabilities to drive Juniper brand preference, develop pipeline, and expand customer confidence in Juniper. 
• Must demonstrate capacity to lead the business, strong character, and effective communication
• Talent- Works tirelessly to establish Juniper as “The Destination” for top talent in the West Area.  Attract, develop, and retain top talent through enablement, coaching, and bolstering the strong culture at Juniper.  
• Apply tactical and strategic go-to-market models to grow the customer base in the short and long term to drive higher revenues, customer growth, and customer retention.
• Lead, drive, and champion our primary focus of capturing greater market share in Enterprise, Data Center, WAN, Security, and Software offerings across this Area.
• Work with team to develop and build a pipeline of opportunities
• Develop territory plans and quota assignments for the assigned geographic area
• Accurately forecast monthly, quarterly, and annual sales achievement
• Meet/exceed geo quota, margin, and product mix expectations
• Influence, engage, and enable appropriate partners in support of our go-to-market strategy
• Ensure that Juniper is delivering a superior customer experience
• Ensure that the team is focused on selling based on value to the customer, features, and function, NOT price

Team Leadership Responsibilities

• Work in a matrix environment with sales engineering, Marketing, and Services to achieve results
• Hire, coach, and develop the geographic management team
• Create an inspired community of people who are able, committed, and empowered to achieve amazing success
• Proactively and continuously reinforce the Juniper business model, and expectations of team members and ensure buy-in to the company’s goals via team meetings, skip levels, and an open-door approach to communications
• Support, lead, and drive the people review process and calibration sessions
• Be a leader who listens, coaches, guides, and provides an opportunity for team and individual achievement 
• Lead by example and display the characteristics and core values of the Juniper Way

 Key Organizational Relationships and Dependencies

• SVP of Sales: Tight communication of results, strategy, and forecast
• Peer Sales Leadership: Share best practices and resolve issues proactively
• Sales Engineers:  Work with the sales engineers and their leadership to support the sales programs.
• Channel: Lead channel organization in strategy and execution of sales plans
• Marketing: Team with the marketing team on connected sales and marketing processes
• Services:  Partner with services to deliver solutions for customers
• Customers: Communicate and listen to the customer.  Participate in winning account strategy & plan design to influence customer decisions.
• Other sector sales:  Partner with peers in other sectors to ensure the maximum success for Juniper
• Support Teams: Work with HR, Finance, Sales Ops, and Legal to support the sales and broad company agenda.
• Product Groups:  Work cooperatively with Juniper Business Cross Functions Business Team (XBT’s) executives to stay plugged into product roadmaps and be able to leverage them or their teams in support of key sales opportunities

 Key performance measures

• Attainment of Goal
• Y/Y growth
• Forecast Accuracy 
• Cross Sell Penetration and growth rates
• Productivity ratio (RPH)
• Coverage/Close Ratio
• Net Promoter Score 
• Expense-to-revenue ratios
• Industry market share
• Talent/people: Employee satisfaction at over 80%; employee turnover of less than 10% overall, less than 5% for those rated exceptional or very strong ; succession plan in place