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Partner Account Manager
3 months ago
At Juniper, we believe the network is the single greatest vehicle for knowledge, understanding, and human advancement the world has ever known.
To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.
Partner Account Manager (PAM)
The Partner Account Manager is responsible for creating and implementing effective partner account development, management, marketing, services and enablement strategies in order to win revenue opportunities that create mutual value and drive significant growth.
This position is primarily responsible for the development and performance of resellers to achieve business success in . The position will also be responsible for the national strategy for a number of developmental partners as well as being the Juniper representative for channel partner matters in the territory generally.
Primary Responsibilities:
Partner Program Development and Execution
Responsible for understanding & implementing Partner sales strategies Accountable for the successful deployment of Partner projects Working with appropriate cross functional associates, recommend programs to support sales strategies; e.g. marketing programs, services etc… Lead the creation, implementation and management of Partner business plans Implement a governance approach for managing monthly business meetings and quarterly business reviews of Partners. This approach should be consistent with the Area approach and across both sectors and this work will require close collaboration with the Area Partner Director. Ensure partners meet the necessary certifications consistently to drive healthy customer satisfaction Foster teaming between Juniper’s and the partners’ sales teams to drive increased sales coverage, funnel development and revenue Ensure high levels of partner satisfaction measured by the annual surveyOrganizational Effectiveness
Primary interface to partner team to provide feedback, new requirements and challenges to current Partner programs, processes or procedures Gather, coordinate and facilitate prioritization of sales requirements that originate from partner requests Maintain in-depth knowledge of partner sales processes and support initiatives Monitor process metrics to monitor and continuously improve partner sales productivity Create and maintain strong relationships with but not limited to Sales, Marketing, Customer Service and any other adjacent teams Review and ensure committed partners are executing against signed off business plans Create and execute strategic partner business plans Develop business relationships at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management Build professional relationships with key executives Maintain list of key partner contacts Create and maintain partner profiles Engage appropriate Juniper resources to move deals through the sales cycle Provide sales training and facilitate technical training to partner sales teams Identify technical skill gaps within each partner and build plans to address technical skills gaps Understand and communicate all Juniper partner programs Communicate the partner’s programs and initiatives to Juniper teams Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry Work with marketing managers to successfully manage product launches, product promotions, and product phase out plans Execute quarterly Juniper-wide initiatives as appropriate Work with the partner marketing team to implement and track success of marketing plansSkill Set Required:
University qualification preferred 12+ years of Sales/Sales management experience preferably operating in a channel sales model in the ICT industry Has a presence; good speaking capability; speaks with confidence and credibility; communicates effectively Proven contributor; can motivate and influence others; raise the bar Team player; can work cross functionally Not afraid to get into the details; get “hands dirty” Flexible Operates with the utmost integrity Large company experience Can work in a fast paced, dynamic environmentWhat it is:
Leads and implements Partner business plans and results assigned to them Drive consistent implementation across all partners Consolidate and provide feedback from partners Ensuring alignment to overall area strategy and business planWhat it isn’t:
It is not responsible for creating partner programs or strategy inconsistent with the global programs without consultation and agreement with the Theatre Partner Team.ABOUT JUNIPER NETWORKS
WHERE WILL YOU DO YOUR BEST WORK?
Wherever you are in the world, whether it's downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking - where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life's work. At Juniper we believe this is more than a job - it's an opportunity to help change the world...
INCLUSION AND DIVERSITY AT JUNIPER
At Juniper Networks, we are committed to elevating talent by creating a trust-based environment where we can all thrive together. We know from experience that people from underrepresented groups often do not apply for roles they do not feel they meet all the criteria for. If you think you have what it takes, but do not necessarily check every single box, please consider applying. We’d love to speak with you.
Additional Information for United States jobs:
ELIGIBILITY TO WORK AND E-VERIFY
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.
Juniper Networks participates in the E-Verify program. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of new hires and the validity of their Social Security Numbers.
● Information for applicants about E-Verify / E-Verify Información en español:
● Immigrant and Employee Rights Section (IER) -
E-Verify® is a registered trademark of the U.S. Department of Homeland Security.
Juniper is an Equal Opportunity workplace and Affirmative Action employer. We do not discriminate in employment decisions on the basis of race, color, religion, gender (including pregnancy), national origin, political affiliation, sexual orientation, gender identity or expression, marital status, disability, genetic information, age, veteran status, or any other applicable legally protected characteristic. All employment decisions are made on the basis of individual qualifications, merit, and business need.
