Cisco Partner Account Manager, Optus in Sydney, Australia
Partner Account Manager, Optus
Location: Sydney, NSW, Australia
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1219986
What You’ll Do
We currently have an exciting opportunity for a Partner Account Manager to look after one of our largest Service Provider partners, Optus. Service Providers (SP’s) are pivotal to Cisco in driving Digital Transformation across the market customer segments. To support this market dynamic and transformation the key responsibilities will be to;
Establish trusted advisor relationships with the assigned Cisco Service Provider Partner(s) at all levels (C-level, LoB, Sales and IT decision makers)
Act as a Partner advocate who orchestrates deep relationships between Service Provider Partner(s), Direct Sales Team and the rest of Cisco
Build strategic relationships between Cisco, Partners and key ecosystem Partners for joint solutions and offers
Work with Optus to support and drive execution of the plan across the core functions of Sell-To, Sell-Through and Sell-With go-to-market motions
Use internal teams to identify and build partner capacity by working with Cisco’s SPaaCH team
Act as a strategic business advisor that helps Partner(s) develop business outcome-based solutions and capture market transitions for sustainable, profitable growth
Work with Cisco and our cross functional teams locally and globally to ensure the Service Provider business goals are aligned to partner offerings
Focus on enablement with Partner(s) to develop sales talent, skills and capabilities
Promote adoption of certifications, specializations and Cisco Partner Programs
Guide partners on how to fully utilize Cisco's programs, promotions and resources to increase profitability
Responsible for influencing and driving strategic planning and investment to accelerate Partner(s) sales goals. Accountable for Partner(s) revenue growth and execution of GTM strategies with Partner.
Understand and drive partner profitability (i.e. through helping to attach professional, managed and support services, leveraging programs etc.)
Develop a differentiated partner value sales proposition (that differentiates from rest of Cisco partner community)
Collaborate with Architecture Business Leaders, Product Sales Specialists and Product Managers on presentations, product demonstrations, and on-site customer visits
Competitive landscape/awareness and positioning
Who You'll Work With
Most of our revenue is delivered through partners to our mutual customers and Service Providers are an integral part of Cisco’s partner landscape. SP’s also have a broad eco-system of partners that may also have relationships with Cisco. Partners and Service Provider partners strengthen Cisco’s differentiation by adding applications, technology and/or services to address a customer’s need. They increase our reach in market and provide local market knowledge and expertise to support our customer’s needs.
An individual PAM may be responsible for one or a number of predefined partners depending on the particular requirement.
Who You Are
You will have a consistent track record and experience in Sales and/or Sales Management with a deep understanding of complex sales cycles and outcome based selling. A high degree of business insight is required for the role, with benefit in understanding P&L and how various partner types make money and measure their business. You be willing to roll up their sleeves, be able to maintain high energy and have a tenacious personality. You will:
Understand a SP’s strategic and business plan to interpret and implements account strategies that leverage this knowledge
Identify products, services and/or solutions and work collaboratively with cross-functional teams to orchestrate opportunities for product offering development to meet customer needs
Build an understanding of customers key business drivers and use this knowledge for crafting profitable business
Act as a business manager, relationship manager, sales person and business developer
Have experience and knowledge of the Australian Telecommunications market
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