Strategic Account Manager - Higher Education

At Juniper, we believe the network is the single greatest vehicle for knowledge, understanding, and human advancement the world has ever known.

To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.

Strategic Account Manager – Enterprise – UK “Higher Education” 

About Juniper 

At Juniper, we strive to deliver network experiences that transform how people connect, work and live. 

By challenging the inherent complexity in the Cloud + 5G + AI era, our solutions power the connections that matter most - from education to healthcare to secure banking. Our commitment is to advance real outcomes for network teams and every individual they serve. 

It’s that simple! 

Why Juniper 

Our vision is for Juniper Networks to become a multi-generational community that empowers people to accomplish the impossible. This requires a perspective that is multi-generational itself, thinking beyond the markets and products of today and tomorrow to the values that enable a community to prosper for generations. We value trust, integrity, respect, humility, being bold and delivering excellence. We're looking for people who live the values of our culture and can bring our vision to life. 

The Role – Higher Education Vertical 

We are looking for a new acquisition account manager, who can develop and build Juniper business within the Higher Education market vertical. The role will be approximately 90/10 focused on new business acquisition, so applicants must be competent in new business acquisition strategies and retain a proven track record in their ability to identify, qualify and propose enterprise networking solutions to key stake holders as required. All candidates must retain experience in working through accredited channels.

The Vertical Strategic Account Manager must be a strong relationship builder and hold strength in translating IT technology into customer value and stakeholder outcomes. 

The Vertical Strategic Account Manager will lead all aspects of the sales process, including but not limited to business development strategy, GTM messaging alignment with stakeholder needs and customer/prospect engagement and channel alignment.

Whilst the role is defined as home worker, we fully expect at minimum 2-3 days of field based activities such as customer and partner meetings, events and office days.

What you will do 

Own and manage named accounts within a UKI Strategic vertical market. In this instance “Higher Education” 

Physical and virtual engagement proving close interworking with the end user client, juniper accredited channel and the wider Juniper team across the UK. 

Identify, qualify, and propose strategic outcome and customer value-based solutions to stakeholders within your preferred vertical market.

Collaborate with Juniper accredited channel to drive business development programs and activities that will increase Juniper awareness and drive differentiation and customer value within your vertical market. 

Ensure adequate SFDC hygiene across Opportunity management and sales forecasting.

Develop sales strategies for your target vertical, including account targeting, goal setting, messaging, marketing programs etc. 

Support and engage with all/any customer events/functions Juniper or partner initiated. 

Create and manage a market specific business plan identifying primary market opportunity, preferred channel, key Juniper values and business drivers for investment in infrastructure technology, define priority outcomes enabled by networking technologies.

The knowledge and experience we would like you to have 

Worked within the parameters of strategic selling methodology e.g. “MEDDPIC” 

Ability to competently & confidently present. e.g. customer meetings, vertical events, internal meetings, channel events & meetings. 

Demonstrate strong communication, negotiation and closing skills. 

Demonstrate a proven track record in positive performance against sale quota.

5+ years in field-based sales, performing/leading customer meetings, partner meetings.

Knowledge & understanding of networking & security solutions, general understanding of new technologies innovations. e.g. Artificial Intelligence and Cloud Architectures 

Competently and confidently engage with prospects, customers and partners at executive level including the ability to hold business level conversations. 

Ability to translate technology into customer value and strategic business outcomes. 

Ability to identify, qualify and engage with CxO level contacts within you named account list. 

Must have the ability to work autonomously, be self-motivated and a strong team player. 

Must be Fluent in English and live in the UK

Juniper is an Equal Opportunity workplace and Affirmative Action employer. We do not discriminate in employment decisions on the basis of race, color, religion, gender (including pregnancy), national origin, political affiliation, sexual orientation, gender identity or expression, marital status, disability, genetic information, age, veteran status, or any other applicable legally protected characteristic. All employment decisions are made based on individual qualifications, merit, and business need. 

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. 

ABOUT JUNIPER NETWORKS

WHERE WILL YOU DO YOUR BEST WORK?

Wherever you are in the world, whether it's downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking - where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life's work. At Juniper we believe this is more than a job - it's an opportunity to help change the world...