The Role & Team:
Infovista Corporation is seeking a unique individual with a rare combination of outstanding communication skills, excellent technical expertise, ability to build relationships with customers, and experience in earning customers’ business in complex sales cycles. This position will challenge the successful candidate to excel in a variety of areas and offer significant opportunity for reward and growth.
As the Account Director for Tier One Service providers, the successful candidate will be responsible for the development of sales in the region for the Global Network Product Line, enhancing current client relationships, developing new businesses with prospective clients.
The candidate will need to have sound knowledge of Infovista’ s technology offering and see the big picture of how it relates to customers’ needs.
In this role, the candidate will build on his/her background in network testing/ optimizations operations, service assurance and/or telecom technology to establish credibility with existing customers, partners and prospects.
The candidate will navigate resources within customers’ organizations to reach key technical buyers and decision makers become their trusted advisor and radiate within Infovista’ s accounts with the target to grow current footprint e.g. via identifying new teams and use-cases. Driving innovation, automation and value the Account Director shall work closely with customers and partners and influence them, and interfaces with Infovista’ s Product Development and Professional/Technology Services organizations to ensure successful handoff of customer engagements.
The candidate will use his/her sales experience to drive and secure business in very competitive situations, while focusing on the sales goals.
In turn, Infovista will provide a challenging, fast-paced environment that rewards initiative and results.
Profile: Sales skills.
- Strong drive for results and drive for targets.
- Sales Analytical skills. Experience with sales metrics.
- Understanding of sales cycle.
- Savvy in transactional, solution and value-based selling.
- Ability and drive to qualify opportunities early
- Good time-management
- Outstanding communication skills.
- Strong communication and influence skills, in writing and verbally, including the ability to concisely communicate and build relationships.
- Ability to communicate concepts to all levels of the customer organization including engineers, managers, and executives.
- Ability to understand how technical sales influence business cases, capacity to coordinate internal resources to enable goals of successful business.
- Selling as a team; clear and pro-active communication internally – leverage of the organization
Technical knowledge.
- Knowledge of the CSP market in the network testing, optimization and operations space. Strong understanding of the CSP buyers.
- In-depth knowledge of network testing Tools across different use cases.
- Understanding Network testing market competitors’ landscape.
- Ability to present Infovista network testing portfolio to CSPs
- Creating Solution proposal that address customer pain points with the best solution.
- Open mind to grow Network testing business beyond telco CSPs such as new verticals, private networks.
Personal skills and know-how:
- Strategic thinking, rigorous, ability to set up adequate processes. The candidate will be able to build strategic plans to succeed on complex deals, defeat competition and construct an organization aligned with the business requirements.
- Strong analysis competencies, business Acumen, vision. Global vision, analysis and anticipation skills, capacity to coach and dispense critical advice.
- Ability to inspire, charisma. The positioning of the role implies the capacity to inspire others.
- Strong assertiveness to defend Infovista standards and interests.
- Prioritization and adaptability skills, in a fast-paced environment with frequent changes in deadlines, priorities and workload.
- Excellent organization skills. Proven ability to drive projects to completion and multitask among many different opportunities.
EXPERIENCE:
- 7+ years building and managing relationships with customers or vendor, including senior executives.
- Hunter mentality
- Proven track record selling Network Planning, Optimization and Testing solutions
- Experience or a strong understanding of Service Assurance solutions
- Strong acumen selling SW
- Demonstrated ability at closing deals and track record of meeting quota
- Current relationships with senior leaders at Tier One CSP’s, T-Mobile, AT&T, Comcast and Verizon
- Travel required up to 50%