At Juniper, we believe the network is the single greatest vehicle for knowledge, understanding, and human advancement the world has ever known.

To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.

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 by developing leadership within the organization; appropriate span of control; underperformers coached to success or transitioned out of the business.

Top Priorities to Accomplish First Year:

This Leader will successfully set the direction and tone for the West Area
Successfully implement the global Enterprise growth model
Develop the strategy and execution of the team successfully managing the 30-60-90-180 day pipeline
Develop the strategy and execution of the large-scale deals (Design Wins) that are a multiyear commitment and effort.
Build a world-class sales team that will create a winning relationship with clients

Individual Characteristics and Requirements:

15+ years of progressive sales leadership roles, including leading a direct sales organization with management of matrix resources of at least 30 employees. Ideally has led an organization of 100+ considering a fully integrated GTM vertical, including sales, sales engineering, partners, and NS services. Second-line management experience is a must.
Key industry and customer (CxO) relationships in the West Region.
Experience selling high-tech products (hardware, software, services) is required; prior networking sales experience is desired.
Prior success, skills, and experience in leading a team that produces > $100M in annual product, services, and solutions revenue
Exceptional customer-facing/listening skills and the ability to coach the same within the team.
Extensive knowledge of various channels (Disti’s, VARs, SIs, Carriers) with extensive relationships and the ability to build relationships within each
Demonstrated experience developing and implementing a successful go-to market plan and multiyear (three-year) business/sales plan
Extensive experience building and developing a high-performing team of leaders and sales professionals
Strong quantitative analytical skills
Exceptional communication skills, including listening, writing, and public speaking.

Minimum Salary: $424,000.00

Maximum Salary:$609,500.00

The pay range for this position is expected to be between $424,000.00 and $609,500.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.

ABOUT JUNIPER NETWORKS

Juniper Networks challenges the inherent complexity that comes with networking and security in the multicloud era. We do this with products, solutions and services that transform the way people connect, work and live. We simplify the process of transitioning to a secure and automated multicloud environment to enable secure, AI-driven networks that connect the world. Additional information can be found at Juniper Networks (www.juniper.net) or connect with Juniper on Twitter, LinkedIn and Facebook.

WHERE WILL YOU DO YOUR BEST WORK?

Wherever you are in the world, whether its 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 lifes work. At Juniper we believe this is more than a job - its an opportunity to help change the world...

INCLUSION AND DIVERSITY AT JUNIPER

At Juniper Networks, we are committed to elevating talent by creating a trust-based environment where we can all thrive together. We know from experience that people from underrepresented groups often do not apply for roles they do not feel they meet all the criteria for. If you think you have what it takes, but do not necessarily check every single box, please consider applying. We’d love to speak with you.

Additional Information for United States jobs:

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 Información en español: 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.