Account Executive (Req#1027)

We are seeking a dynamic, results-driven Networking Sales Specialist to lead global growth initiatives across our Network Infrastructure Solutions portfolio. This role is critical in driving market expansion, developing strategic relationships, and capturing new revenue opportunities centered around high-end routing and optical networking solutions from leading OEMs including Arista, Ciena, Cisco, Juniper and Nokia.

The ideal candidate brings deep expertise in carrier-grade and hyperscale infrastructure technologies, understands the buying cycles of large enterprise and SLED clients, and can confidently navigate both C-level and engineering conversations. This individual will act as a trusted advisor to clients while tightly aligning with our internal overlay engineering, partner teams, and regional sales leadership.

As a High-End Routing and Optical (HERO) Networking Sales Specialist, you will be working in concert with the ePlus regional vice president’s (RVP) and services leadership. This position is critical to the company’s Networking success and is the primary catalyst for achieving our growth objectives within the ePlus Technology inc. business.

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The essential functions of this position include:

• Partner with the regional vice presidents (RVP) and services leadership to have joint responsibility for the growth and development of the HERO regional business, driving high performance around achieving the financial growth goals/budget, building and executing a business plan, and facilitating a regular Networking forecasting cadence within the assigned territory.
• Conduct customer facing responsibilities by aligning with the top strategic accounts within the territory (focus, growth accounts) to personally provide “Next Generation Networking” thought leadership to uncover and drive to closure strategic customer opportunities alongside the regional account teams.
• Drive Strategic Growth: Identify and close large-scale, complex opportunities in high-end routing and optical networking across enterprise, government, education, financial, health care, data center operators, and hyperscale enterprises.
• Technology Evangelism: Position solutions involving IP core routing, DWDM/ROADM transport, packet optical, and automation infrastructure across a multivendor ecosystem (Cisco, Ciena, Nokia, Arista, Juniper).
• Partner Engagement: Cultivate strong OEM alliances to develop joint go-to-market strategies, maximize partner incentives, and accelerate pipeline velocity.
• Cross-Functional Leadership: Collaborate with overlay architects, delivery engineers, and regional AEs to build, position, and win strategic deals. Lead customer engagements from qualification through close.
• Market Intelligence: Stay ahead of industry trends (AI infrastructure, disaggregated networks, converged IP/Optical, NetDevOps) and provide feedback to influence internal strategy and solution development.
• Revenue Ownership: Own assigned sales targets for both product and attached services, forecast accurately, and drive accountability across key pursuits.

In addition to the above primary job responsibilities, other duties include:

• Coach and position the field teams toward a posture of hyper-growth within the HERO segment of the business, while maximizing the services contribution to the overall business. This includes providing clear direction to local leadership and sales/services teams regarding the focus partnerships, technology areas, and enablement activities required to accelerate the growth of the security practice.
• Perform in a customer facing HERO sales/presales capacity, working in concert with field sales and sales leadership, to drive improved HERO account penetration, field sales participation in selling HERO solutions, opportunity qualification, pipeline development, and business growth.
• Operate in a strategic manner within the territory and account base exhibiting key characteristics such as, executive level presence, business and sales acumen, a service led approach to client engagement, and strategic solution selling across the ePlus HERO product and services portfolio.
• Learn, successfully customize, and execute the HERO go-to-market strategy and approach at a regional level within the agreed upon customer accounts.
• Leverage previous success and experience in the HERO Architectures, Complex Professional Services Engagements, and Advisory & Managed Services to provide thought leadership for clients, partners, and internal ePlus teams.
• Regularly contribute to ePlus IP development, global strategy, services & solutions roadmap, digital marketing, and occasional public speaking opportunities.
• Partner, coach and mentor with regional account teams within the territory to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region.
• Collaborate and align with regional teams and leadership supporting Network Solutions with the services organization to deliver on High-Capacity Networking solutions to meet the critical infrastructure demands of next generation network application workloads.
• Participate in the local efforts for network demand generation campaigns working with the field sales organization, ePlus partner alliance management, and the marketing organization.
• Effectively collaborate with existing ePlus field sales, presales, partner alliances, strategy and services leadership. This includes supporting global shared services go-to-market efforts such as assessments, advisory and managed services.
• Coach the field account teams toward landing new High-End Routing and Optical opportunities within the existing ePlus customer base and expanding current footprint in existing ePlus Networking accounts.
• Work in concert with field sales/services and partner alliance management to facilitate joint account and territory planning exercises with top Networking OEMs and key services partners (Cisco, Arista, Juniper, Nokia and Ciena).
• Develop joint marketing plans to recommend tactics, strategic approaches and assist the field with regularly scheduled demand generation activities within the territory.
• Coordinate ongoing enablement activities and development of field sales and engineering staff relative to HERO and in support of the approved go-to-market approach.
• Provide accurate forecasting of HERO sales for assigned territory.
• Meet or exceed financial growth targets for HERO product and services sales, with a specific focus on growing Networking services faster than product.
• Collaborate with peers across other markets to share best practices and develop a consistent approach for the HERO Networking Sales Specialist position, yielding optimal results for the organization. 

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Qualifications

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• BA/BS in Business, Management, Computer Science, Electrical Engineering or Field Engineering preferred
• 7+ years of experience selling and positioning High Capacity Networking Solutions, Carrier Networking, and Critical Infrastructure solutions
• Proven success selling solutions at the CXO and VP level
• Preferred OEM certifications or training:
  • Cisco, Ciena, Nokia, Juniper, Arista
• Exposure to AI networking and data center interconnect strategies
• Knowledge and experience selling High-Capacity Routing, Optical and Converged Routed Optical Networking products and services
• Competently discuss, Carrier and Critical Infrastructure solutions using five or more of the following domains:
  • IP Core Routing
  • MPLS | SRv6 | DDoS | CGN
  • DWDM/ROADM transport
  • Converged Packet and Optical
  • Coherent Optics
  • Network Automation
  • Infrastructure Security