Security Lead Business Development Mgr

Juniper Networks, a company of innovators believes that creating simplicity through engineering is the highest form of innovation. From our first release, the ground-breaking M40 router, to today’s end-to-end advancements in network security, automation, performance, and scale, our drive to move beyond the constraints of complexity has expanded the reach of networks everywhere. We’ve enabled our customers to connect to everything and empower everyone in ways that have changed the world. We are seeking a highly motivated Worldwide Security Business Development Manager to drive strategic business development and market expansion. Priorities include pre-sales security scale (programs, plays, initiatives, security awareness, and enablement) within the global network security addressable market. This role also requires a demonstrated ability to think big and strategically, envisioning and driving forward-looking initiatives that go beyond immediate goals to shape the future landscape of Juniper network security in a constantly evolving technological environment.

Primary Responsibilities:

• Engage, qualify, and develop new security accounts.
• Developing and implementing strategies to penetrate and grow market share within the cybersecurity sector.
• Analyzing market trends, customer needs, and competitor strategies to position Juniper Networks' security solutions effective in the marketplace.
• Building relationships with potential clients and partners to expand the company's reach and influence in the network security industry.
• Working closely with various internal teams, including Sales Engineering, Product Specialists, Field Marketing, and Partner Account Managers, to align on business goals and strategies.
• Leading joint efforts with channel partners to drive sales and market presence.
• Ensuring that sales and marketing strategies are cohesive and aligned with the company's overall objectives and capabilities in network security.
• Engaging with key clients to understand their security needs and how Juniper’s solutions can address these requirements.
• Leading the sales process from initial contact through to closing deals, including presentations, proposal development, and negotiations.
• Meeting and exceeding sales targets, managing sales pipelines, and providing accurate sales forecasts.
• Stay abreast of emerging technologies and trends in network security to maintain Juniper's competitive edge in the market.
• Understand named account’s technical/operational use cases while driving how they can achieve better network and business outcomes with Juniper security.
• Understand the competitive security landscape while differentiating Juniper’s value with security.
• Lead prospecting, customer meetings and presentations.
• Implement Juniper’s security sales playbooks.
• Lead and/or help with local and regional events, both in-person and virtual.
• Lead proposal and opportunity win strategies.
• Grow security software sales (ARR)
• Grow security sales opportunities.
• Exceed both current quarter and annual security quota.
• Win both new security logos and new security product introductions.
• Build a security annuity business of franchise customers.
• Manage both current and full year for security sales pipeline and forecast.
• Provide accurate weekly/quarterly security sales forecasts while maintaining good Salesforce hygiene.
  
  Experience:
• Profound understanding of the IT networking sector, particularly focusing on network security, WiFi, Switching, SD-WAN, and Artificial Intelligence.
• Familiarity with a broader portfolio that includes Routing, Data Center Switching, and Security.
• Technical knowledge in networking, network security, APIs, machine learning, and artificial intelligence is highly advantageous.
• Proven track record in sales or business development, specifically in the technology or cybersecurity industry.
• Experience with developing and scaling security sales strategies, lead generation, account management, and driving business growth.
• Demonstrated ability to engage and negotiate with high-profile security clients and decision-makers (CIO, CTO, CISO, CISO-1)
• Proficiency in using customer relationship management tools like Salesforce.com.
• Skill in managing security sales pipelines, forecasting, and achieving sales targets.
• Experience in accurate reporting and analysis of sales data to inform business strategies.
• Ability to analyze security market trends, understand customer needs, and position products effectively against competitors.
• Experience in identifying new market opportunities and developing strategies for market penetration and expansion.
• Excellent communication skills, including the ability to clearly articulate product value propositions and technical information.
• Strong relationship-building skills, with the ability to network and develop partnerships with a variety of stakeholders, including internal teams, customers, and channel partners.
• Strong business sense with the ability to construct business cases and understand financial implications.
• Experience in competitive security strategy development and product positioning in the market.
• A minimum of 8 years of experience in the high-tech industry, with a significant portion of that time spent in roles related to network security.
• In addition to these key experiences, candidates should also possess high levels of integrity, emotional intelligence, creativity, proactivity, and a positive approach to problem-solving. These skills are crucial for success in a dynamic and competitive industry like network security.

Minimum Salary: $268,928.00

Maximum Salary:$386,584.00

The pay range for this position is expected to be between $268,928.00 and $386,584.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.

ABOUT JUNIPER NETWORKS

Juniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world's largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 9,000+ colleagues come together across 46 countries to realize our company vision - Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, 96 of the Fortune 100 and hundreds of public sector organizations.

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...