Partner Account Manager

The Partner Account Manager will be responsible for the overall business & Joint GTM with Strategic Reseller Partners and will work closely with the their Cross Functional Teams to draw and implement the Business plan & pivotal initiatives. The plan will be regional/vertical and architecture based and will focus on revenue growth, Joint Solution creation & GTM, New service creation, wallet share, Executive Engagement & Governance, Sales Engagement & interlocks.

• Work closely with the West region mid-market sales segment and be a part of their squad and help improve coverage and market penetration.
• Build and maintain CxO relationships with senior executives of Partners
• Increase the Wallet Share of Cisco in Partner’s Business.
• Forecasting, Opportunity tracking and contribute tracking.
• The PAM will work towards Partners offering Cisco as the first brand preference in all opportunities across verticals.
• The PAM will proactively work with the AM team and ensure that the Partners are engaged in all large bids/tender. They will work closely with the Cisco account teams and will be advocate for partners within Cisco.
• Drive New Service creation & managed Services opportunities on Cisco Architectures
• Drive Revenue growth based on the country plan.
• Accelerate current Cisco Architecture revenue & attach-rate
• Focus on regional teams and plan and implement interlocks with the teams.
• Crafting Programs / Campaigns for incentivizing partner’s account teams selling Cisco.
• Aligning with the Channels SE team to prepare an Architecture Enablement Plan to build awareness/education and updates
• Big bet and JMF management along with the APAC Channel team.
• Apply expert business and industry knowledge to lead business and market development activities.
• Assist and participate in strategic marketing planning aligned with Partner Business Planning principles.
• Key alignment to APAC Channel Operations: Strategic Alliance Team & Cisco Service Provider Sales teams

India & SAARC Sales organization comprises of enterprise, commercial and Public Sector segments. We innovate, support and complete the APJ Theatre and WW vision to drive accelerated and profitable business growth.

• 8-10 Years of Experience in Sales, Business Development, Alliance/ Service Creation and management.
• Ability to work closely with regional partners on specific partner aspects of technology and services solutions business model and with Cisco GTM teams for the early field engagement in relevant theatre.
• Ability to work with sales and channels team to prospect, engage & close partner led sales opportunities.
• Previous experience in crafting, on boarding and developing complex partnerships and joint business plans that could span the Cisco value chain.
• Previous partner business development experience including joint business plans, negotiation of legal agreements (Licensing models, joint resale agreements, Joint development and IP agreements, etc. as vital)
• Financial Modelling Skills for Biz case development and return on investment.
• Technical knowledge i.e. Basic Understanding of networking technologies and customer benefits (Key Technologies include Network, Wireless, Security, Mobile and Converged infrastructures
• Ability to align disparate business models and build new ones as needed.
• Ability to work closely with Business Development (Corp and CA) to build operating models for partnerships that could have significant joint investment.
• Knowledge of regional go to market models and ability to map partner’s GTM structure with Cisco for an integrated selling effort
• Experience in crafting and participating in governance structures for ongoing management of these relationships.
• Ability to engage and empower highly skilled BD, Engineering & market functions in matrix model
• Conduct various Events, Seminars, Sales Enablement Workshops to Enable Partners and develop Partner Working Relationships with Cisco Field Teams
• Establish, manage relationships with key function business stakeholders Regional Partner Organization, Architecture Teams, Legal, Finance, Service Provider Sales and AS team
• Establish and maintain working business partner relationships with Channel Operations, Channel/Product Marketing Teams and India Field Sales teams.
• Establish working relationships and alignment with Worldwide Channels organization.

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