National Partner Account Manager

Job Description

What You’ll do

Within the Cisco ANZ organisation the Partner Account Manager (PAM) is pivotal in maximising the scale and coverage that Cisco is able to achieve in the marketplace. The PAM acts as the General Manager for their Partner’s Business and is responsible for driving incremental revenue and profitability with the Partner through business outcome-based solutions, market transitions, and the extended Partner ecosystem.

Success Metrics

· Partner demonstrates capability in selling Cisco’s portfolio and services, and driving Cisco preference

· Successful transition to new software and subscription models

· Partner satisfaction and loyalty; Strong relationship with Cisco GTM and Architectural teams

· Increased Partner wallet share, revenues and profitability

PAM's key responsibilities include:

· Establishes trusted advisor relationships with assigned Cisco Partner(s) at all levels (C-level, LoB, Sales and IT decision makers).

· Acts as a Partner advocate who orchestrates deep relationships between Partner(s), Direct Sales Leaders and their teams and rest of Cisco.

· Builds strategic relationships between Cisco, Partners and key ecosystem Partners for joint solutions and offers.

· Acts as a strategic business advisor that helps Partner(s) develop business outcome-based solutions and capture market transitions for sustainable, profitable growth.

· Focuses on enablement with Partner(s) to develop sales talent, skills and capabilities.

· Promotes adoption of certifications, specializations and Cisco Partner Programs.

· Guides partners on how to fully utilize Cisco's programs, promotions and resources to increase profitability.

· Responsible for influencing and driving strategic planning and investment to accelerate Partner(s) sales goals. Accountable for Partner(s) revenue growth and execution of GTM strategies with Partner.

· Understand and drive partner profitability (i.e. through helping to attach professional, managed and support services, leveraging programs etc)

· Develop a differentiated partner value sales proposition (that differentiates from rest of Cisco partner community)

· Competitive landscape/awareness and positioning

Partner Engagement

· 80% of time spent on relationship orchestration, strategy & planning, practice development and business development with Partner.

· Less than 20% of time spent on transactional, support activities.

· Partner engagement is increasingly complex with transition to new consumption models and importance of Partner ecosystem.

· PAM engages as a business advisor on Cisco solutions and leverages Cisco engineering resources for technical consulting.

Who You'll Work With

Most of our revenue is delivered through partners to our mutual customers. The Partner Ecosystem includes value-added resellers (VARs), global system integrators, service providers, architectural partners, outsourcers, influencers, ISV’s and specialized partners. Partners strengthen Cisco’s differentiation by adding applications, technology and/or services to address a customer’s need. They increase our reach in market and provide local market knowledge and expertise to support our customers needs.

An individual PAM may be responsible for one or a number of predefined partners depending on the particular requirement.

Who You Are

The ideal candidate will have a proven track record and experience in Sales and/or Sales Management, either Direct or in Channel, with a solid understanding of complex sales cycles and outcome based selling. A high degree of business acumen is required for the role, with benefit in understanding P&L and how various partner types make money and measure their business. The candidate should be willing to immerse themselves into the Partner business, be able to maintain high energy and have a tenacious personality.

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.