Inside Partner Account Manager (Ipam)

Juniper Networks Sunnyvale , CA 94085

Posted 2 months ago

About the Position:

This individual will be responsible for incubating (recruit, onboard, enable, and grow) and driving sales through a specified set of channel partners. The Inside Partner Account Manager (iPAM) will manage overall partner relationships and activities alongside Distribution Champions including sales and technical training, sales/opportunity transaction management, facilitation of demand generation activities, and compliance with Juniper certification requirements. 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. Provide accurate and timely information regarding channel sales activities and sales information, opportunity identification, and competitive impacts to sales and channel management. Coordinate regional sales operations, service, and marketing activities with local partners.


  • Incubate (Recruit, Enable, On-board, and Grow) and land target partners with the Enterprise Sales GTM around with Authorized Distribution Partners.

  • Collaborate with distribution product managers in activities that drive incremental growth such as campaigns, events or other means.

  • 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 partner accounts to meet and exceed set revenue targets

  • Establish productive, professional relationships with key personnel in assigned partner accounts.

  • Coordinates the involvement of company personnel, including enterprise sales, services, distribution

and management resources, in order to meet partner Sales Achievement targets and performance


  • Contribute to the territory planning process and assume ownership for its channel implementation

  • Provide reliable partner forecasts on a monthly, quarterly and annual interval

  • Sells through partner organizations to end users in coordination with enterprise sales and distribution


  • Proactively assess, clarify, and validate partner needs on an ongoing basis.

  • Identify Partner strengths and target verticals to land appropriate Juniper Networks sales plays and

position within territory

  • Drive adoption of company programs among assigned partners.

  • Understand partner needs and requirements

  • Engage with Inside Sales to route qualified opportunities to the appropriate strategic partner and

enterprise sales team for further development and closure

  • Assist the Regional Sales team with partner targets, conflicts, and challenges.

  • Perform effective online training and demos to target partners and prospects

  • Help partner move into strategic areas for Juniper around ecosystems

Minimum Qualifications:

  • Proven inside sales experience

  • 3-5 Y ears Sales Experience

  • Strong phone presence and experience dialing dozens of calls per day

  • 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.

  • Understanding of and experience in strategic selling and working with partners and distributors

  • Successful track record in meeting sales quota objectives required

  • Strong interpersonal skills and relationship management skills

  • Commitment to customer service and willingness to adapt as necessary

  • Excellent written and verbal communication skills required.

  • Strong listening and presentation skills

  • Ability to multi-task, prioritize, and manage time effectively

  • Proficient with corporate productivity and web presentation tools

  • Experience working with

  • College (BA/BS) degree required

Preferred Qualifications:

  • Ability to map Juniper's value propositions into a partner's strategic priorities to create compelling

events for their sales force.

  • Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and

partners required.

  • Broad-based technological awareness complemented by knowledge of data networking and security

concepts and products

Other Information:

  • Relocation is not available for this position
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Inside Partner Account Manager (Ipam)

Juniper Networks