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Global Sales Enablement, Channel Sales Enablement Sr. Manager

Company: Juniper Networks
Location: Sunnyvale
Posted on: February 25, 2021

Job Description:

USA, CA, Sunnyvale Juniper solves the world's most difficult problems in networking technology. We bring simplicity to networking with elegant solutions and services that connect the world. Be a #Gamechanger and drive Juniper's exciting cloud evolution. The Organization: Our sales enablement organization is empowered to improve effectiveness with a modern approach to accelerating sales productivity for our sales, services and partner communities. We proudly drive an outcome-based customer-centric culture of learning with consistent frameworks for sales onboarding, ongoing skill development, proven sales methodologies, and a well thought out sales tool suite in alignment to the buyer's journey to provide timely, concise, convenient, and relevant support to the sales organization. The mission of Sales Enablement at Juniper Networks is to develop an elite sales team - Juniper & Partners - to accelerate revenue growth by equipping our business, technical and service sellers with relevant content, consistent processes and effective technology. The Role: The Services Enablement Lead plays a leadership role in enabling our customer-facing services roles including services sales globally to win loyal, repeat, and expansion customers and reports to the Head of Sales Methodologies. This is an individual contributor role that requires strong business acumen, keen attention to detail and ability to understand sales and business objectives. This role requires an entrepreneurial and creative skilled approach in order to work collaboratively with Juniper's global services organization, as well as key cross-functional business including, Corporate Marketing, Product Management, Global Sales and Finance. In this role, you will architect and drive services enablement activities that support Juniper's services organization including the development of how to sell services content, services onboarding, services ongoing, services excellence, and ties into all activities throughout the customer journey in the post-sale. You will also own the orchestration and management of Juniper Networks enablement logistics, tools, platforms and program(s) as it relates to the enablement of Services Managers and Services Sellers including, but not limited to:

  • Enablement starts with a holistic view of services team goals and requirements, then determining services enablement requirements and programs to support
  • Enablement activities generally consist of course curation and delivery as well as and live training (whether via virtual classroom or in-person)
    • Serve as first point of contact for inquiries for services training needs
    • Work with services teams to provide services enablement to Juniper teams
    • Evaluate content created for Juniper sales and repurpose relevant materials for relevant services teams
    • Work with content creators to drive a holistic enablement approach for the entire customer journey
    • Work with key stakeholders to define and drive the sales to services transition elements - process, tools, methodologies, and technology stack
    • Work with Services team to post relevant materials to MindTickel for onboarding, ongoing, and excellence learning journeys
    • Work cross-functionally with services sales, services delivery, and services leadership to
      • Perform needs analysis on content, process, and tools to maximize channel sales success
      • Identify actionable initiatives and metrics
      • Develop and deliver scalable enablement plans
      • Collaborate with the services managers and services sales teams to prioritize enablement activities by role and OKR
      • Ensure that all operational aspects of services enablement program are in place
        • Manage scheduling and follow up with services-ready content and in-person workshops
        • Confirm availability of presenters and their alignment to workshop objectives and expectations for smooth delivery
        • Ensure workshop locations are confirmed, workshop materials ordered, and catering is booked (post-COVID travel is approved and live in person events occur)
        • Report ROI, attendance, and survey feedback to Services Leaders and Enablement, participate in quarterly business reviews for services
        • Look for ways to optimize the enablement experience with a good understanding of the existing technical stack and provide input to future innovations in automation and delivery
        • Develop an expertise in sales methodologies and sales programs including MEDDICC, services and sales playbooks, and end-to-end view of the sales and services tools stack Who Are You: Your Experience
          • Minimum of 3-5 years of related experience in the technology industry
          • Experience in effective services, customer and sales relationship management
          • BA or BS, with MBA or equivalent experience preferred
          • Services sales and marketing experience, general sales experience, and sales enablement experience strong positives Your Professional Skill Set
            • Strong and demonstrable critical and analytical thinking skills
            • Proven ability to lead and influence cross-functional teams in a very collaborative manner
            • Proven Interpersonal and collaborative skills, with a passion for excellence in action
            • Able to prioritize, focus, and execute through obstacles
            • Outstanding presentation, verbal and written communication skills
            • Strong judgment, initiative and sense of urgency
            • Strong program/project and time management skills
            • Ability to manage and execute at the detail level
            • Ability to multi-task and drive cross functional team to meet common goals
            • Microsot Office skills (Outlook, Word, Excel, PowerPoint, Teams, SharePoint), MindTicke and Google Suite is a plus
            • Ability to travel > 25% (once travel is safe to resume) ABOUT JUNIPER NETWORKS Juniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world's largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 9,000+ colleagues come together across 46 countries to realize our company vision - Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, 96 of the Fortune 100 and hundreds of public sector organizations. WHERE WILL YOU DO YOUR BEST WORK? Wherever you are in the world, whether it's downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking - where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life's work. At Juniper we believe this is more than a job - it's an opportunity to help change the world... ELIGIBILITY TO WORK AND E-VERIFY In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. Juniper Networks participates in the E-Verify program. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of new hires and the validity of their Social Security Numbers. --- Information for applicants about E-Verify / E-Verify Informaci--n en espa--ol: This Company Participates in E-Verify / Este Empleador Participa en E-Verify --- Immigrant and Employee Rights Section (IER) - The Right to Work / El Derecho a Trabajar E-Verify-- is a registered trademark of the U.S. Department of Homeland Security. Juniper is an Equal Opportunity workplace and Affirmative Action employer. We do not discriminate in employment decisions on the basis of race, color, religion, gender (including pregnancy), national origin, political affiliation, sexual orientation, gender identity or expression, marital status, disability, genetic information, age, veteran status, or any other applicable legally protected characteristic. All employment decisions are made on the basis of individual qualifications, merit, and business need.

Keywords: Juniper Networks, Sunnyvale , Global Sales Enablement, Channel Sales Enablement Sr. Manager, Executive , Sunnyvale, California

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