Senior Sales Engineer APAC Regional Business Center - IPO BU

About Ribbon (Nasdaq: RBBN)

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.

Position Overview

Reporting into the APAC leader of Subject Matter Experts is tasked with working closely with the Ribbon Sales, Sales Engineering, and Portfolio Management teams to grow the business in Japan as a primary goal and in the Region when support is needed. Primary responsibilities include:

• Region means: SEA, China, Taiwan, Korea, Australia & New Zealand

• Business development based on advanced knowledge of IP and Optical networking architecture and solutions along with basic commercial expertise for offers and business cases

• Work on plan and actions for Japan market which includes market segmentation, competitive analysis, target customers, required product solution including services.

• Working closely with customers to gain an understanding of the customer’s business objective(s), Providing consultant design/business case on network transformation solutions, drive customer technical engagement - all with the goal of creating the winning customer value proposition.

• Work with sales to create winning commercial offers, including owning responses to RFI and RFP, working with Regional Product Experts (RPE) to validate required roadmap, working with Regional Subject Matter Experts (RSME) to produce offers (technical and commercial)

• Own Japan portfolio requirements as input to Regional PSE for inclusion into overall portfolio roadmap

• Work with Marketing to orchestrate the marketing plan for Japan market

Requirements

Required Experience and Skills: 

• 10+ years of experience with a track record of success in developing and growing business in Japan

• Possess customer contacts in major service providers, ICP, and enterprise

• Strong technical and business acumen, with a background in IP along with knowledge (must) in Optical networking (highly preferred)

• IP skill means understanding IP services, Traffic Engineering, and IP architecture including TDM Migrations. In addition, to have a clear understanding of 5G MBH and Front Haul, basics of 5G Packet Core & MEC.

• Optical skill means understanding of Optical design at 100G+ rates Long Haul and Metro, Optical GMPLS, Datacenter Interconnect solutions, and Optical network architectures

• Basic understanding of pricing strategy, developing business cases.

• Possess outstanding communication skills, with the 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

• 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