Non-CA Pay Range (Base Plus Commission at 100%):
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At Infinera, your base pay is one part of your total compensation package. Your actual base pay will depend on your skills, qualifications, experience, and location. This role may be eligible for equity grants, discretionary bonuses, or commission payments. The amount of these incentives is based on the terms of the Company’s incentive plans, the Company’s financial performance, and/or individual employee job performance.
Infinera also offers paid leave, medical,
dental, and vision coverage, 401(k),
life, and disability insurance to eligible employees.
“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.”
JOB DESCRIPTION
- Overall responsibility for the strategy, objectives and partner sales plans for strategic partners in North America (System Integrator and Value Added Distributors)
- Develop and maintain strong relationships with partners using available internal and external resources, to maximize revenue opportunities and sustain Infinera as a strategic, long-term partner
- Meet and exceed regional partner sales targets
- Negotiate and develop customized Go-to-Market models that benefit both Infinera and the partner, including but not limited efficient inventory stocking processes, cost of carry agreements, Incoterms, management of taxes, etc.
- Collaborate effectively across the sales team and other functions (Marketing, Services, Commercial Management, Legal, HR, PLM etc)
- Reporting and forecasting partner sales accurately and timely in SFDC
- Fully leverage the Infinera portfolio to drive partner sales opportunities
- Overseeing the “customer lifecycle” to ensure a best-in-class approach to the partners and customer experience
- Work with Product Line Management to define product and market requirements
- Complex sales methodologies are applied in key deals, with full partner and stakeholder analysis
- Evangelize the Infinera value proposition with partners and customers
- Effectively manage any channel conflict in collaboration with the other sales leaders
- Collaborate with Marketing to drive the creation and utilization of sales collateral, demand generation programs, and other campaigns that drive customer revenues in identified segments and territories
- Ensure clear and timely partner Joint Business plans are in place for all key partners and reviewed by all relevant stakeholders on an ongoing basis
- Drive lead and opportunity development with partners through appropriate incentives
- Help work with partner to ensure timely closure of orders, book to bill
- Identify, recruit, and on-board new partners as needed to drive new business in specifical geographies and vertical markets
QUALIFICATIONS REQUIRED
- 10+ years of experience in telecommunications consulting, services and/or sales
- Graduate with bachelor university degree and preferably with graduate degrees (e.g. Master or above)
- Excellent understanding of the trade, importation and tax requirements for the countries in regio
- Enthusiasm for, and ability to strongly evangelize, Infinera’s value proposition
- Good organization and motivation skills for associated team members
- Excellent Communication Skills
- Ability to work independently as well as in a team, pro-active, flexible with high customer and service focus
- Comfortable presenting and discussing solutions at CxO level
- Personal seniority to handle CxO contacts and high-level local administration
- Good level of financial and business acumen and negotiation skills
- Good network with major partners in the target region
- Strong expertise in optical transport solutions (optical networks, Ethernet and IP solutions), ideally with background on Infinera solutions and products
- Very good knowledge of optical and data networking
- Good understanding of Product landscape from different vendors (Ciena, Nokia, Cisco, Ekinops, Juniper, etc)
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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.
