Sales Director – Telecoms & Optical Networks

Sales Account Director – Telecoms & Optical Networks

Dubai, UAE

Infinera has pioneered the technique of large scale photonic integration. Major U.S. and Global networks have taken notice. Our innovation has helped us win market share leadership making us a large part of daily life all around the world with our technology. Our Sales Directors/Managers are a vital part of what we do and will be key in the launch and growth of our new business/product, etc. Imagine being part of a team that is fundamentally changing the way people communicate, and the way they collaborate.

Responsible for achieving assigned sales and development goals by managing and coordinating the overall sales activities and business development with existing and new customers. 

SCOPE: Responsible for achieving assigned sales and development goals by managing and coordinating the overall sales activities within Major Accounts and business development across the region.

TERRITORY: UAE, Dubai & Middle East Regions – Telco Operators

EDUCATION: MBA or degree in Engineering with additional degree in Business or equivalent experience in senior Business/Sales roles. Must be market and competitive aware, with an ability to make informed and decisive decisions.

EXPERIENCE: Extensive industry experience in service providers with the majority spent on the vendor side and recent experience of operating in a service provider environment. Able to work across multi-functions/multi-individuals to achieve desired results. 

Essential Functions and Key Responsibilities:

• Applies a structured and disciplined approach using a direct sales model within major accounts.
• Ability to separate tactical from strategic opportunities and apply a variety of classical account strategies as required in order to close each opportunity.
• Identifies and works with major 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.
• Designs & implements a business approach/plan to win customers, ensure the customer’s satisfaction, solidifying the customer’s relationship to Infinera.
• Maximize the profitable selling of products and services and corresponding growth.
• Manages revenue goals for given accounts 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, analysing and communicating them to headquarters and the product units.
• Experienced in applying structured sales methodology.
• Evangelize Infinera’s approach, drives new solutions and develops marketing tactics with partners when applicable.
• Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.

Minimum Knowledge/Skills/Abilities:

• Essential to have broad knowledge of the following Service Provider market segments Transmission Infrastructure, SDH, Optical Networks, xWDM, Ethernet, IP and SDN/NFV.
• Expected to have an overall appreciation of 5G mobile network architectures and terminology.
• Good understanding of architectural requirements and the technical visions of a Telecom network.
• Introduction of new products/solutions within a highly competitive market situation with a proven track record in frequently reaching or exceeding sales goals.

Preferred Knowledge/Skills/Abilities:

• Sales hunting mentality to build on existing opportunities and grow Infinera’s presence within a major account and prospects.
• 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 telecom applications.
• Entrepreneurial with a good business sense, implementer with a pragmatic approach in realizing projects.
• Team player, with desire and ability to work within a dynamic and fast moving company.

Work behaviour:

• Pragmatic doer and sound problem solver.
• Startup type Goal orientation, commitment, initiative, independent working capability, resilience, flexibility, cooperation, information delivery, decision making, and tolerant.
• Cultural fit into highly motivated and dynamic international sales team.

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“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.”

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.

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