Meru Networks develops and markets wireless LAN infrastructure solutions that use virtualization to deliver pervasive, high-fidelity wireless service for business-critical voice, video and data applications. The company first introduced its award-winning virtual cell wireless architecture in 2003, and Meru products embody a complete departure from typical hub-based WLAN approaches, offering a wireless solution with levels of performance, reliability, security and cost-effectiveness previously found only in wired networking environments.Meru’s solutions have been adopted in all major industry vertical markets, including Fortune 500 enterprises, health care, education, retail, manufacturing, hospitality and government. Meru is headquartered in Sunnyvale, Calif.

Job Description

The Account Manager’s focus centers on Meru’s Wireless LAN solutions. This includes owning and coordinating all aspects of the sales cycle as well as maintaining and expanding the customer base within the assigned territory. In this key role, you will manage and drive direct sales into major enterprise accounts.

• Generate enterprise business opportunities and managing the sales process through to closure of the sale.
• Create and implement strategic account plans focused on attaining enterprise-wide deployments of Meru products and services.
• Develop executive relationships with key buyers and influencers and leverage these during the sales process.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
• Understand, develop and grow a Country/Region/Territory whereby monthly, quarterly and annual sales targets are achieved and exceeded.
• Understand and convey key Business issues facing Distributors, resellers and customers
• Develop sales plan to provide market overview and sales/marketing strategy for achieving sales target (Quota).
• Recruit and manage the channel partners including Distributors/Re-Sellers/Systems Integrators.
• Manage all aspects of the sales cycle to secure new customers
• o canvassing and cold calls
• o executive calls
• o line manager presentations
• o product demonstrations
• o discussion of papers and proposals
• o negotiation and close
• Develop and plan sales/marketing activities and campaigns within each Country/Region/Territory.
• Understand, where appropriate, opportunities for localization of our products and services.
• Maintain sufficient activity levels to achieve sales target (Quota) and build appropriate pipelines to achieve quarterly sales targets for the following two quarters.

Desired Skills & Experience

• 7+ years of solution and service based sales experience within a networking hardware and/or related high technology business environment with an emphasis on selling network solutions to the health care and/or education markets.
• Minimum 3 years selling enterprise network products and services, preferably with wireless experience.
• Candidates will be highly motivated and have extensive experience in successfully selling large ticket solutions in their region.
• Excellent knowledge of multiple platforms in correlation with wireless networking, competitors and market landscape is required.
• Candidates must have strong presentation, written and oral communication skills as well as the demonstrated ability to work as part of a team.
• Bachelor’s Degree in business, marketing or related discipline preferred.
• Significant travel required.