Sr Regional Sales Manager,Layer 4-7 Test Solutions
Spirent Communications - Germantown, MD

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Senior Regional Sales Manager, Layer 4-7 Test Solutions

Spirent Communications is where the world’s leading communications companies turn when they need to accelerate their time-to-market for next-generation communication systems. In fact, every significant industry test in the last six years has used Spirent's test systems as the benchmark. We are continually recognized by customers, industry, press, and technology associations for our innovative thinking and our ground-breaking products. The communications market has untapped potential. The boundaries of how fast, far, and accurately voice and data can be transmitted have yet to be reached, or even defined. Spirent solutions are paving the way for tomorrow’s communications.
The atmosphere at Spirent is innovative, creative, and technically challenging. We are always looking for new employees with exceptional abilities, vision, and commitment levels to join our team.
If you want to work with truly bright and motivated people—and be a part of an industry-leading company that's helping to revolutionize communications technologies—this is your opportunity. Our focus on employee satisfaction stems from a core belief that market-leading products start with one thing: market-leading people. At Spirent, we offer more than jobs, we offer unique career opportunities. We can do this because we are large enough to encompass a breadth of possibilities, while being small enough for you to be noticed and recognized. Are you innovative enough to work at Spirent?

Job Summary:
Spirent is looking for an experienced Account Executive with a successful record of selling to key contacts in service providers (carriers and cable MSO'), large network equipment manufacturers and large enterprise IT Departments who focused on delivering critical telecommunications infrastructure within the Eastern region. This individual needs to be a highly driven self-starter with a passion for exceeding expectations and making challenging situations appear easy to master. S/he will drive initiatives and be comfortable making evangelical sales and effectively managing a complex buying process.

Key Responsibilities:
  • Accountability for overall territory business results, including annual and quarterly bookings targets. Accurate forecasting through the use of the Company's pipeline management system, and regular forecast commitments.
  • Develop and execute territory and strategic account plans in support of goals/objectives.
  • Work with inside sales representative and dedicated system engineer in qualifying, creating and executing strategies for current and new customers.
  • Identify key individuals within target accounts, build business and technical champions, and close business.
  • Develop and maintain strategic working relationships with assigned clients and understand each client’s technical and business needs.
  • Responsible for revenue generation/quota attainment, strategic account & territory management and sales opportunity management.
  • Drive Spirent sales activity within the region and have the sales skills and technical knowledge to make presentations, lead customer discussions and effectively communicate the benefits of Spirent’s Layer 4-7 Testing solutions.
  • Coordinate Sales Engineering efforts needed to support evaluations and pre-sales activities.
  • Responsibility for driving customer requirements and conveying accounts strategic direction.
  • Develop and implement sales strategies needed to successfully exceed revenue goals.
  • Manage sales opportunities from qualification to close, including preparation of quotations, presentations and negotiation.
  • Coordinate and facilitate post-sales support and customer training.
Desired Skills:
  • Proven track record with 5 years+ of consistently exceeding quota.
  • Understanding of the communications industry including industry and technology trends, major players in the industry, and technologies being deployed (GSM, LTE, Ethernet technologies, Application Performance and Security).
  • Understanding of networking, security, applications and/or protocol design is desired. Understanding of security, application-aware and deep packet inspection technologies. Security devices knowledge (Firewall, DPI, IPS, IDS).
  • Self-motivated and willing to accept challenges.
  • Strong interest in problem solving and developing innovative solutions.
  • Strong verbal and written communication skills.
  • Ability to travel (50+%).
  • Proven success selling into the service provider/carrier/large network equipment manufacturer marketplace with active, high-level relationships within these communities.
  • Someone who thrives working in a highly transparent organization and models character and integrity in all of their internal and external interactions.
  • LI-TJ1
Job Requirements:
Desired Skills:
  • Proven track record with 5 years+ of consistently exceeding quota.
  • Understanding of the communications industry including industry and technology trends, major players in the industry, and technologies being deployed (GSM, LTE, Ethernet technologies, Application Performance and Security).
  • Understanding of networking, security, applications and/or protocol design is desired. Understanding of security, application-aware and deep packet inspection technologies. Security devices knowledge (Firewall, DPI, IPS, IDS).
  • Self-motivated and willing to accept challenges.
  • Strong interest in problem solving and developing innovative solutions.
  • Strong verbal and written communication skills.
  • Ability to travel (50+%).
  • Proven success selling into the service provider/carrier/large network equipment manufacturer marketplace with active, high-level relationships within these communities.
  • Someone who thrives working in a highly transparent organization and models character and integrity in all of their internal and external interactions.

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