Job Description
Senior Partner Account Manager (SR PAM) Role Description:
The Senior Partner Account Manager (SR PAM) serves a liaison between the Juniper Field Sales Account Managers, assigned Partner(s) and Partner Account Management teams. They are responsible for building, maintaining, and managing long-term relationships with current and prospective partners. This includes working with the partner and program teams to develop go-to-market strategies and execute demand-generation activities, such as email marketing campaigns, events for customers and prospects, and webinars. Partner account managers also work with partners and Juniper teams to establish and track business goals and performance metrics, such as sales pipeline and revenue generation.
The SR PAM is responsible for expanding and growing the assigned Partner revenue along with market share. The SR PAM will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. This includes developing annual business plans and holding quarterly business reviews to ensure partners are on track to meet sales commitments.
The SR PAM is also responsible for positioning end-to-end solutions and articulating our strategies to partner management and personnel and develop relationships with partner sales teams. Help track and develop leads that foster growth opportunities with the partner. Work closely with Juniper regional sales teams to ensure proper Channel engagement and Customer satisfaction. Coordinate regional sales operations, service, and marketing activities with local partners.
Key Responsibilities:
Partner Enablement:
- Must have experience managing a Multi-national partner.
- Oversee enablement efforts toward this set of partners, serving as the Juniper point of contact for information, processes and tools that assist in overall partner enablement to sell and to support.
- Drive assigned Partner(s) to meet and exceed set revenue targets.
- Support partner enablement across multiple LOB and organization subsidiaries with how network solutions fit into large technology deals, with special focus on the following domains: Routing, Switching, Security, Core, Campus & Branch, Datacenter & Cloud Services.
- Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting networking and security product including ability to align Juniper’s value propositions into a partner’s strategic priorities to create compelling events for their sales force.
- Collaborate with Marketing to identify key activities for the Partner that will drive incremental growth such as campaigns, events or other means.
- Act as primary owner of the business relationship of all levels within the Partner and Distribution organization, including sales, product management and operations.
- Conduct team meetings to ensure full alignment with PAM’s, Sales Operations, Marketing, Inventory Planners for objectives, strategies, and tactics.
Senior Partner Account Management/Partner Business Manager:
- Provide reliable forecasts on a monthly, quarterly, and annual basis.
- Ability to develop and execute a joint business plan with the assigned Partners.
- Provide guidance, support, and direction to the PAM team on targeted tactics through the development and communication of a well scheduled coverage plan.
- Actively engages resources and leaders to build strategic relationships with the partner which ensures long- term business opportunities for company.
- Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
- Excellent written and verbal communication skills
Field Sales Alignment:
- Develop a strong alignment with the Field sales teams including contributing to the quarterly and annual sales planning process.
- Develop strong relationship and initiate regular interlocks with Business Development leaders.
- Coordinates the involvement of company personnel, including field sales, services, distribution, and management resources, in order to meet partner Sales Achievement targets and performance objectives.
Desired Qualifications:
- Minimum of 3-5 years of Sales experience.
- Successful history in meeting sales objectives.
- Strong interpersonal and relationship management skills.
- Experience in directly selling networking and security products and in managing partners and channels.
- Experience in developing sales and channel strategies, preparing proposals and presentations, and presenting networking and security products as required.
- Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
- Experience working with Salesforce.com.
- Understanding of and experience in strategic selling and working with partners and distributors
- Ability to map Juniper’s value propositions into a partner’s strategic priorities to create compelling events for their sales force.
Minimum Salary: $211,200.00
Maximum Salary:$303,600.00
The pay range for this position is expected to be between $211,200.00 and $303,600.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.