Sales -- Account Manager Software Sales

Account Manager

East Coast Corridor

Arbor Networks is a leading provider of secure service control solutions for global business networks, including more than 70 percent of the world’s Internet service providers and many of the largest enterprise networks in use today. Arbor is addressing the most strategic issues for service providers – security and service control; delivering best-in class network protection and the means for delivering revenue-generating, differentiated secure services and service plans. Arbor allows service providers to employ both flow-based and DPI- based technologies to enable measurement and protection of the entire network, from the core to the broadband edge. Arbor also maintains the world’s first globally scoped threat analysis network – ATLAS – which uses technology embedded in the world’s largest ISP networks to sense and report on comprehensive worldwide threat intelligence.

Job Description:

 

In this role, the Account Manager will be responsible for selling Arbor products to large Service Providers and Cable Accounts across Canada and North America.  This person will primarily be responsible for development and management of accounts on a national level. Responsibilities will include (but not limited to) the following:

 Cultivate and close new prospectsManage, maintain and up-sell accountsMake presentations to prospects and customersAcquire and work with partner organizations that are essential to sales for the customer community.Ensure resolution of account problems through to resolutionAttain or exceed sales targets on a quarterly  and yearly basis.

Experience/Qualifications:

 10+ years successful sales experience selling packet based networking equipment, network management and or security software (Cisco, Juniper, Nortel, Checkpoint, Lucent etc) to Service and Cable Providers.Previous experience working for as startup or demonstrably suitable to work in a start up environmentMust have a proven track record of consistently meeting or exceeding sales targets.Experience in packet based networking, network security, or security sales into North American Service Provider space

Technical Skills:

 A technology sales background and must be solution sales orientedPartnering activity relationships and contacts with Arbor's Business Development Partners (Cisco, Juniper, Alcatel, NokiaNegotiated licensing/support contractsStrong technical background (routing, networking, network security, customer care provisioning systems etc.)

Desirable Skills:

 Deal hunter and closerTeam player Excellent negotiating skillsStraight forward, courageous and high integrityConsultative sales skills and good overall relationship management skills, solution sales orientedExcellent communication and negotiating skillsStructured and well organized; ability to prioritize and precision in forecastingPresentation skills, Deal hunter and closer, hungry, aggressive sales  approachStructured and well organized; ability to prioritize and precision in forecastingService minded; interest/focused on customerAbility to travel (up to 50%)