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Senior Partner Account Manager

2 weeks ago

Jakarta, Indonesia Juniper Networks Full time

**Partner Account Manager (PAM) for Indonesia**

The Partner Account Manager is responsible for territory selling, creating and implementing effective partner account development and enablement strategies in order to win revenue opportunities that create mutual value and drive significant growth.

This position is responsible for achieving quarterly and annual goals by managing a territory and for the business planning and management of selected partners to achieve business success in Indonesia. 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.

**Primary Responsibilities**:
Partner Program Development and Execution
- Own the native sales quota for non-named (commercial) account segment and deliver to plan
- Responsible for understanding & implementing Partner sales strategies
- Manage partner upgrading or drive recruitment of new partners to enable business growth
- Accountable for the successful deployment of Partner projects
- Working with appropriate cross functional associates, recommend programs to support sales strategies; e.g. joint demand generation activities 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 profitability and 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 survey

Organizational 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, Engineering, 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
- 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 plans

**Skill Set Required**:

- University qualification preferred
- 10+ 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 environment

**What 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 plan

**What 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.