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VP Regional Business Group, Americas - Packet Optical Networking Division

Company: Ribbon Communications
Location: Dallas
Posted on: February 25, 2021

Job Description:

VP Regional Business Group, Americas - Packet Optical Networking Division We deliver global real-time communications software and network solutions to service providers, enterprises, and critical infrastructure sectors. We engage deeply with our customers, helping them modernize their networks for improved competitive positioning and business outcomes in today's smart, always-on and data-hungry world. Our innovative, end-to-end solutions portfolio delivers unparalleled scale, performance, agility and automation and includes optical and packet networking, core to edge IP solutions, UCaaS/ CPaaS cloud offers, and leading-edge software security and analytics tools. To learn more, visit rbbn.com Position Title: VP--Regional Business Group, Americas- Packet Optical Networking Division Location: Dallax, TX area (Preferred)-- Position Summary: Position Overview
As a key part of the Packet Optical Networking division, the Regional Business group (RBG) Leader for the Americas which includes Canada, USA, and Central & Latin America, is tasked with working closely with the Ribbon Sales team to grow the business in the region, Primary responsibilities include:
--- Build and Lead a team of business development, pre and post sales professionals with technical and operational expertise.
--- Create long range business plan for the region, which includes market segmentation, competitive landscape, target customers and associated break in strategy, required product solution including services and possible partnerships, go to market strategy leveraging direct sales and channel partners, and target multiyear financial targets.
--- Drive business development initiatives per the strategic plan with aim of "setting the table" to win. This includes working with key stakeholders and target customers to gain an understanding of the customer's business objective(s), in order to create a winning strategy.
--- Partners closely with Sales to create a customer engagement map between Ribbon and key customer stakeholders.
--- Drive customer technical engagements with the aim of gaining customer mindshare; conducting economic analysis, influencing RFP, and driving proof of concept and demos,
--- Drive all aspects of the bid process end to end; including responses to RFI and RFP, RFP defence meetings, creating winning solution for a bid, developing the bill of material, working with Product Line management (PLM) to validate required roadmap , assisting Sales to create the bid strategy and pricing, building business case with profitability and cash flow, and approve pricing within a pre-determined sandbox.
--- Responsible to deliver awarded projects on time from initiation through delivery
--- and within budget
--- Provide consultant design/business case to customers on network transformation solutions
--- As part of business strategy, create regional portfolio strategy and near and long requirements which are fed to LOB for inclusion in portfolio plan.
--- Continuously monitor the market, competitive activity, and changes in macro trends to spot business development opportunities
--- Work with Marketing to orchestrate the marketing plan for the region
--- Responsible for building consolidated view of product demand including total volume, mix and timing for submission to Ribbon central operations team
--- Responsible for managing customer facing inventory
--- Key performance indicators include meeting order sales, and margin targets, along with breakthrough wins in key target accounts Experience and Skills: --- 10+ years of experience with a track record of success in developing and growing business in Americas region
--- Strong technical and business acumen, with a background in IP crucial along with knowledge in Optical networking,
--- Excellent understanding of the Networking industry landscape
--- Possess customer contacts in service provider, ICP, and channel partners
--- Possess outstanding communication skills, with ability to clearly articulate Ribbon value proposition
--- Outstanding and proven ability to partner with customers, including gaining mindshare and translating that mindshare into revenue
--- Proven ability to work collaboratively with Sales and Portfolio/PLM teams across organizations in multiple geographic locations
--- Demonstrated ability to drive post sales activities in region including setting up a proper project management and execution process, with the aim of delivering on contractual commitments
--- Believes in the power of teamwork and celebrates team achievements above all else.
--- Proficiency in conflict management and negotiation, with abilities to influence and lead others.
--- Bachelor's degree with MBA or advanced degree welcome Please Note: 'All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.' US Citizens and all other parties authorized to work in the US are encouraged to apply. If you are having difficulties with the application process, please click here

Keywords: Ribbon Communications, Dallas , VP Regional Business Group, Americas - Packet Optical Networking Division, Executive , Dallas, Texas

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