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 State PAM is responsible for the partners in their specific region and accountable for driving incremental revenue and profitability within that Partner community.

Success Metrics

· Partners can demonstrate capability in selling Cisco’s portfolio and services, and driving Cisco preference

· Successful market transition to new software and subscription models within Partners

· 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 Partners at all levels (C-level, LoB, Sales and IT decision makers).

· Acts as a Partner advocate within Cisco who orchestrates deep relationships between Partners, Direct Sales Leaders and their teams, and the 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 Partners develop business outcome-based solutions and capture market transitions for sustainable, profitable growth.

· Focuses on enablement with Partners 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 Partners sales goals. Accountable for Partner’s revenue growth and execution of GTM strategies with Partner.

· Understand and drive partner profitability through helping to attach professional, managed and support services, leveraging programs and building unique offer differentiation.

· Develop a differentiated partner value sales proposition for key partners

· Awareness of competitive landscape within Partner and positioning

Partner Engagement

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

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

· Partner engagement to help partners with the transition to new subscription and consumption models.

· PAM engages as a business advisor on Cisco solutions and involvement with third party ecosystem solution providers.

Cisco Certifications/Specialisations – Identify the optimal strategic path for each partner across architectures and Customer Experience Business Units, and offer guidance on the process of achievement. Be proactive in helping the partners renew relevant certifications/specialisations.

Who You'll Work With

Most of our revenue is delivered through partners to our mutual customers. The Partner landscape 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 our customer’s needs, in addition to this they increase our reach in market and provide local market knowledge.

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 community, have high energy and 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.