Sales Account Director- ICP's

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 to eligible employees.

“This position requires direct or indirect access to certain confidential information, hardware, software, technology, or technical information (referred to here as “Export-Controlled Information”) controlled under the U.S. International Traffic in Arms Regulations (ITAR) and/or the U.S. Export Administration Regulations (EAR). All personnel in this position must be eligible to or be able to obtain authorization from the appropriate agency to access applicable Export-Controlled Information. The U.S. Department of Commerce currently requires a foreign person with a most recent citizenship or permanent residency of Sudan, Ukraine, or a country currently designated in Country Group D:1, E:1 or E:2 (Supplement No. 1 to Part 740, Title 15) to have an export control license to access our Export-Controlled Information, unless they meet certain exemptions provided under U.S. export control laws and regulations. The list of applicable countries in Country Group D:1, E:1 or E:2 may be updated by the U.S. government from time to time. The current processing time for an export control license is approximately 4 to 6 months.

Your employment or engagement with Infinera shall be contingent on verifying your eligibility or requirement for obtaining a necessary license and/or authorization from the appropriate agency. You will be required to provide certain information for export control compliance assessment purposes, and your information will be reviewed by Infinera's hiring and export control teams to ensure compliance with the U.S. export control laws and regulations. Infinera will collect necessary documents (such as proof of citizenship etc.) to assess license/authorization requirements if you are offered and accept the position.”

Essential Functions and Key Responsibilities:

Responsible for achieving assigned sales and development goals by managing and coordinating the overall sales activities in Tier 2 ICP Accounts. Major Account Management, Prospecting, and Development Tasks

Applies a structured and disciplined approach using a direct sales model within the strategic account.

Ability to support Tier 2 ICP Account(s) to create revenue and cultivate future business.

Ability to separate tactical from strategic opportunities and to apply a variety of classical account strategies as may be required to close each opportunity.

Identifies and works with accounts to provide solutions, develop new business, ensure customer satisfaction, and maintain positive ongoing relationships.

Works with other internal sales personnel to propose specific solutions for a given account or partner.

Designs & implements a business approach/plan to win customers, ensure the customers satisfaction, solidifying the customer's relationship to Infinera, maximize the profitable selling of products and services and corresponding growth.

Manages revenue goals for the given region and provides regular updates to senior sales/operations staff concerning account issues, financial status, etc.

Ensures gathering of market intelligence, technology trends in the relevant market, analyzing and communicating them to headquarter and the product units.

Evangelize Infinera's DWDM approach, drives new solutions and develops marketing tactics with partners.

Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.

Minimum Knowledge/Skills/Abilities:

At least 7 - 10 years’ sales experience in service or internet content providers with the majority spent on the vendor side and recent experience inside the transmission sector (e.g. Optical, SDH etc.) Knowledge

Essential to have broad knowledge of the following Service Provider market segments Transmission Infrastructure, SDH, Optical Networks, xWDM, Ethernet and IP.

Good understanding of architectural requirements and the technical visions of an ICP network.

Good understanding of the targeted account's business requirements and service strategy * Experience in working with targeted Tier 2 ICP Accounts and their affiliates.

Proven personal relations with decision makers at targeted accounts in the planning-, operations- and purchasing departments.

Knowledgeable in marketing requirements of the targeted accounts and ability to transmit these into technical solutions.

Introduction of new products/solutions within a highly competitive market situation

Proven record of accomplishment in frequently reaching or exceeding sales goals.

Willing to travel. Up to 65%

Skills: 

Strong selling and negotiation skills to close deals with excellent interpersonal skills at all levels

Combination of solid financial, commercial thinking and clear technological understanding of ICP DCI, Metro, Long Haul and Subsea applications.

Entrepreneurial with a good business sense, implementer with a pragmatic approach in realizing projects.

Team player, with desire and ability to work on an international scale.

Must be a hands-on person, not needing a large support organization, but enjoying being a key player in a small organization with limited resources with a supportive involvement in all business processes with direct and short decision processes.

Work behavior:

Pragmatic doer and sound problem solver.

Hunter with farming ability

Startup type

Goal orientation, commitment, initiative, independent working capability, resilience, flexibility, cooperation, information delivery, decision making, tolerance

Cultural fit into highly motivated and dynamic international sales team

Education Required:

Undergraduate Degree in Engineering or Computer Science with additional degree in Business or equivalent experience in senior Business/Sales roles

Location: , Preferred locations:  Western US (Remote)

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Infinera 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.