Partner Account Manager

Federal Partner Business Manager (PBM) Role Description:

The Federal Partner Business Manager (PBM) serves a liaison between the Juniper Field Sales Account Managers and assigned Juniper’s Federal Partner(s). They are responsible for building, maintaining, and managing long-term relationships with current VAR and prospective VAR partners. This includes helping to recruit strategic partners, working with the 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 to establish and track business goals and performance metrics, such as sales pipeline and revenue generation.

The Federal PBM is responsible for expanding and growing the assigned partner revenue along with market share. The Federal PBM will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, relationship management and compliance with certification requirements. This includes developing annual business plans and holding quarterly business reviews to ensure partners is on track to meet sales commitments.

The Federal PBM is also responsible for positioning end-to-end solutions and articulate our strategies to senior management and partner personnel. Develop relationships with partner sales teams to obtain and develop leads that foster opportunities. 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 Value Added Resellers as a partner or working for an partner in a Program Delivery, Business Development or Channel/vendor management capacity
• Oversee enablement efforts toward this set of partners, serving as the Juniper point of contact for information, processes and tool that assist in overall partner enablement to sell and to support.
• Drive assigned VAR account(s)to meet and exceed set revenue targets
• Experience in helping partners move into strategic areas for Juniper around ecosystems in Data Center, Campus, NFV and Automation
• 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.
  

Field Sales Alignment:

• Develop a strong alignment with the Federal Field sales teams including contributing to the quarterly and annual Federal sales planning process and assume ownership for the channel implementation
• Develop strong relationship and initiate regular interlocks with Federal Business Development leaders
• Coordinates the involvement of company personnel, including Federal field sales, services, distribution and management resources, in order to meet partner Sales Achievement targets and performance objectives.
• Engage with Business Development, Marketing, Sales ops on program bid opportunity identification including routing qualified opportunities to the field sales teams for further development and closure
  

Partner Account Management:

• Provide reliable partner forecasts on a monthly, quarterly and annual interval
• Ability to develop and execute a joint business plan with the assigned partners.
• Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
• Excellent written and verbal communication skills
• 5 years sales experience in technology
  

Desired Qualifications:

• Successful track record 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.
  

Other Information

• Relocation is not available for this position

• Position based in Washington, DC metro area

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