Account Director Europe

The Role & Team:

InfoVista Corporation is seeking a sales driven individual with outstanding communication skills, excellent technical expertise, ability to build relationships with customers, and experience in earning customers' trust in complex sales cycles. This position will challenge the successful candidate to excel in a variety of areas and offer significant opportunity for reward and growth.

As the Account Director for Service providers, the successful candidate will be responsible for the development of sales in the region for the Global Network Product Line, enhancing current client relationships, developing new businesses with prospective clients.

The candidate will need to have a "hunting" persona for new logos and expansions in existing client base.

In this role, the candidate will build on his/her background in service assurance, network testing/ optimizations and other telecom technologies to establish credibility with existing customers, partners and prospects.

The candidate will navigate within customers' organizations to reach key technical buyers and decision makers and become their trusted advisor and radiate within Infovista's accounts with the target to grow current footprint. Driving innovation, automation and value. The Account Director shall work closely with customers and partners and influence them, and interface with Infovista's Product Development and Professional/Technology Services organizations to ensure successful customer deployments.

The candidate will use his/her sales experience to drive and secure business in very competitive situations, while focusing on the sales goals.

In turn, InfoVista will provide a challenging, fast-paced environment that rewards initiative and results.

Profile:

Sales skills.

• Strong drive for results and drive for targets.
• Experience in selling Service Assurance, Network Testing solutions or other OSS solutions.
• Experience in closing big deals above €1m.
• Ability to build key strategies focusing on territory and key accounts.
• Brings a wealth of industry experience and key relationships, C-Level, Senior Management
• Strong communication and influence skills, in writing and verbally, including the ability to concisely communicate and build relationships.
• Ability to communicate concepts to all levels of the customer organization including engineers, managers, and executives.
• Ability to understand how technical sales influence business cases, capacity to coordinate internal resources to enable goals of successful business.
• Selling as a team; clear and pro-active communication internally – leverage presales, product management, R&D and professional services organisations

Technical knowledge

• Strong knowledge in Service Assurance, network testing and /or other OSS solutions and systems
• Strong knowledge of the CSP market in the OSS and network engineering, optimization and operations space. Strong understanding of the CSP buyers

Personal skills and know-how

• Strategic thinking, rigorous, ability to set up adequate processes. The candidate will be able to build strategic plans to succeed on complex deals, defeat competition and construct an organisation aligned with the business requirements.
• Strong analysis competencies, business Acumen, vision. Global vision, analysis and anticipation skills, capacity to coach and dispense critical advice.
• Ability to inspire, charisma. The positioning of the role implies the capacity to inspire others.
• Strong assertiveness to defend Infovista standards and interests.
• Prioritization and adaptability skills, in a fast-paced environment with frequent changes in deadlines, priorities and workload.
• Excellent organization skills. Proven ability to drive projects to completion and multitask among many different opportunities.

EXPERIENCE

7+ years building and managing relationships with customers or vendor, including senior executives.

• Hunter
• Proven track record selling Service Assurance, Network Testing and Optimisation solutions or other OSS solutions
• Strong acumen selling SW
• Demonstrated ability at closing deals and track record of meeting quota
• Current relationships with senior leaders at CSP's in Europe
• Travel required up to 50%