Business Deveploment Manager - Financial Services Industry (FSI) - United States

Company Name:

Juniper Networks Inc.,

Position : Business Deveploment Manager - Financial services Industry (FSI)
Reports to: VP APAC Enterprise Sales
Job location : Singapore
Recruiter: Shantonu Ghosh
Send resume to: shantonu@juniper.net
 
GENERAL DESCRIPTION AND OVERALL OBJECTIVES
The FSI BDM is responsible for building and executing the strategy to grow Juniper’s presence, and revenue, in the FSI industry in APAC. This includes working with the WW Industry team to build a strategy that is consistent with the global strategy but able to be executed locally, and playing a key role in landing FSI customer wins in APAC. The BDM will help coordinate Juniper’s efforts in the Financial Services industry vertical market that will increase revenue growth, field productivity, Juniper relevance, market share in APAC. Additionally, strong contribution to Solution Development, partner/alliance ecosystem, and indirect channels business elements is critical.  This is a key position within the APAC Enterprise Sector and through this role, we will establish and execute a thought leadership agenda and drive key wins.
 
Key work areas include:

Drive business development and sales in the APAC Financial Services market
Leveraging the WW Industry teams and global strategy, develop the business plan and value proposition for the APAC Financial Services industry.
Build FSI GTM to for APAC
Help build target account list and play an instrumental role in landing key FSI design wins in APAC
Drive usage of sales & business development playbooks around the solutions for the industry
Drive the industry analysis and market segmentation
May be required to do public speaking, thought leadership, strategic positioning, and industry analyst messaging; also own the Juniper community of interest for the Financial Services industry
Support the Account Teams in defining account strategy and long term strategic selling
Interface between WW Industry team, Business Units and Account Teams to provide industry input into technology/product planning
Provide business value lens on core technology messaging
Identify and help establish partnerships/alliances with industry solution and service providers in the value chain
Provide feedback to the WW industry team, as appropriate, on industry approval for products and standards as required
Provide industry leadership and a sense of community to the APAC FSI sales teams
 
 


 
KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES

Sales executive Leadership: Communication, reporting and recommendations on the business/sector and sales plan and the effectiveness of aforementioned
Account Teams: Mentoring and effective use of assets available.
Marketing: Teaming to create and validate the assets needed and the effectiveness of those assets.
Customers: Communicate and listen to the customer…Customer Advocacy
Industry Communities: Evangelize the use of Juniper to solve their business needs. Understand the direction of the industry
 
KEY PERFORMANCE MEASURES

Pipeline build and acceleration
Sales achievement (including close rate); revenue
Industry market share; Juniper share in specific customers
Develop strong virtual team relationships, accountability and execution
Industry Major Business Objectives
Enterprise Sector performance
 
KEY CAPABILITIES, COMPETENCIES, AND QUALIFICATIONS

Strong business-to-technology knowledge within Financial Services broadly, with specific expertise in at least one of the 3 major subsectors (Capital Markets, Retail Banking, Insurance)
Deep APAC experience, and ideally brings a rolodex of existing FSI customer executive relationships
Established thought-leadership in the industry, with focus on the use of technology to solve business challenges in the industry
Proven ability to drive vision, customer scenarios and sales approach in the industry
Strategic sales, business development, and marketing leadership experience with 10+ years management and industry-related experience
Proven ability to influence a matrix organization and directly manage a team of vertical marketing and solution strategists
Demonstrated success in building, managing, and motivating high-performance teams
Strong presentation, facilitation skills, analytical ability, managerial ability and professionalism