Partner Account Manager

Job Description

What You'll Do

Develops and drives a joint Service Provider Partner Account Manager account plan and strategy, pulling in all cross-functional resources to plan for a mutually beneficial outcome. Develop and Maintain the Long-term strategic partner plans and investment in technologies

* Nurture and Maintain with high-level Executive relationship with Service Provider Partners leadership team, as well as, promote the high-level executive engagement with Cisco's leadership team, including Latam and Americas Partners Operations (APO)

* Drive regional and local engagement of Cisco's Team - Field Channels, Service Creation, Marketing, GSPPO, APO.
* Drive adoption of Managed Services & Cloud offerings and programs

* Special focus on SD-WAN, Security and Collaboration (migration HCS to Flex Plan)

* Maintain visibility of high-value partner opportunities
* Drive growth of sales with Service Providers Partners through both expansions of coverage by technology and geography. Focus on increasing the Service Provider Partners overall investment in Cisco's technology (getting our fair share)
* Coordinate with peer leaders from across Cisco to ensure that the full execution of Service Provider Partners plans is aligned with the overall Latam and APO regional strategy.
Overall sales direction
* Develop a strategy that supports the growth targets determined for assigned Service Provider Partners by the regions leadership team.
* Define overall Service Provider Partners aligned with the theater goals
* Define strategies to win and share of wallet in our Strategic Service Provider Partners
* Work with assigned Service Provider Partners to determine technologies and countries in MCO (Argentina, Chile, Colombia, Paraguay and Uruguay) GTM and capacity
* Develop and deliver a comprehensive sales development plan for assigned Strategic partners.
* Cross-Cisco coordination
Who You'll Work With

* This role reports into the Latin America SP as a Channel Organization - under the Latin America Enterprise Architectures & Market Segments

* The focus of this position is MCO (Countries: Argentina, Chile, Colombia, Paraguay and Uruguay)

* The Service Provider Partner Account Manager is the orchestrator of the Cisco relationship with a set of our top SP Partners. Responsible for defining and executing on targeted growth strategies and comprehensive sales and business development plans related to the assigned set of partners in this country.
The role includes aligning with Cisco's account teams, Global and Americas Partner Organization teams, ensuring an end-to-end vision, as well as, maintaining an in-depth understanding of competitive conditions, industry practices, market opportunities, and theatre, customer and partner requirements. The role would work very closely with the field Channels team (SP PAMs) in MCO where the assigned SP Partners have operations and maintain a close engagement with the Cloud & MS regional team.
Collaborate on the definition of new solution requirements and partner development priorities of Regional Strategic Service Provider Partners, as well as, new business models and GTM strategies based on feedback from partners, account team, and internal stakeholders. Role would be accountable for developing and following the joint GTM Strategy and the investment that these strategies determine in the different technologies and territories of Latam. Successfully balance the short-term goals and longer-term vision.

Who You Are

The Regional Service Provider Partner Account Manager is a senior professional with experience in managing and maintaining high-level partner relationships on a regional level
Minimum Qualifications:
Requirements
5+ Years working in a Channel Partner role with senior level exposure

Experience in Service Providers accounts

Knowledge SD-WAN and Security

Required Competencies
1. Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships
2. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one's own group and Cisco.
3. Business and Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client's economic and buying environment.
4. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one proposal.
5. Project Management Skills - Developing project plans and revising them as needed in response to obstacles; identifying and marshaling resources to implement plans; managing, monitoring, and communicating progress and parameters to team members and stakeholders.
6. Goal Alignment: Creating a line of sight between own and other's objectives and those of the business unit as driven by strategy, maintain consistency between individual and organizational goals, and realign goals in response to the changing realities of the marketplace and the competitive landscape.
* Solid knowledge and experience of channel and customer management practices.
* Solid understanding and experience in management of all aspects of sales support processes.
* Ability to handle large geographical territories across multi-cultural environments.
* Excellent conflict resolution, negotiation and team building skills and proven Ability to establish clear objectives and direction.
* Team player
* Clear record of achievement, a willingness to work hard and perseverance to make things happen
* Fluency in English and Spanish

* Holder of relevant work permit
Desired Skills:
Bachelor's degree is required, Master's degree preferred
Technical (engineering, computer science, physical science) degree highly desirable

Knowledge SD-WAN and Security

Travel Expectations

English and Spanish fluent
About 35% of time is expected to involve travel.

Why Cisco

We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

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