Job description

What You’ll Do

The primary responsibility for a Partner Account Manager (PAM) is to build credibility and trust to inspire investments in Cisco-centric practices with our Partners.

Role & Responsibilities

You will influence Partners’ business transformation while developing and promoting Partners’ unique value propositions, sales & operational processes, and internal consumption of Cisco solutions. You will also need to build trust, credibility and relevance with Partners’ sales teams to increase the number of active Partner AM sellers of Cisco solutions. Success will require a strong baseline of experience in customer-centric sales of Cisco solutions and the related ability to coach by example (adopting a “train, teach, position” methodology for Partner AM success).

Another area of focus is to drive strategic alignment between our Partners and Cisco’s direct sales teams to maximize our collective success. This will require working with Cisco Regional Sales Managers to develop, communicate, and execute regional go-to-market plans.

Key Responsibilities include the ability to:
Understand key industry trends and dynamics that are driving the need for major Partner and customer change.

Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation.

Engage and coordinate extended team resources to provide multiple touch-points within a Partner’s organization to scale resources, and drive accountability for the achievement of goals and objectives.

Establish a reputation as a sales leader capable of articulating how customers’ achieve business transformation (assist Partners with GTM strategies, planning, & provide sales coaching through customer-facing engagements).

Demonstrate, quantify, and translate how technology can provide customers (through Partners) with sustainable competitive advantage and improve business outcomes.

Leverage financial acumen and sales experience to grow mindshare & wallet share within Partner’s account teams.

Who You Are

The successful candidate will bring a significant knowledge base and in-depth understanding of BOTH Sales and Channels dynamics. Previous experience working as a Commercial, Enterprise, SLED Account Manager is preferred.

Individual must be able to quickly establish credibility with Partner principals and sales teams. They must inspire trust and be viewed as a sales leader- capable of training, teaching, and helping Partners position Cisco’s solutions/architectures in customer-facing engagements.

The ability to listen, make recommendations and influence Partner executives is required. A strong personal network of executive relationships is optimal. This person will need to be a strategic thinker with effective communication and influence skills.

The successful candidate will be customer focused, achievement driven and possess an impressive executive demeanor. He/she will bring a true team-orientation and collaborative approach in addition to possessing excellent presentation skills, including strong verbal and writing capabilities.

Finally, this individual must have a level of business maturity, flexibility and the instincts to adapt to a high-energy, dynamic environment characterized by high growth expectations and a collaborative culture. This individual must work extremely well in cooperative teams, but also expect to work independently and with a set of diverse individuals on a regular basis.

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