Juniper Networks Sunnyvale , CA 94085
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
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 Salesforce.com
College (BA/BS) degree required
events for their sales force.
concepts and products