What You’ll do
Within the Cisco ANZ organisation the Partner Account Manager (PAM) is pivotal in maximising the scale and coverage that Cisco is able to achieve in the marketplace. The Canberra based Federal and Defence PAM is responsible for partners in their specific region and accountable for driving growth and maximising profitability through the partner programs within that Partner community.
Partners can demonstrate capability in selling Cisco’s portfolio and services, and driving Cisco preference
Develop successful recurring revenue practices with new software and subscription models within Partners
Partner satisfaction and loyalty; Strong relationship with Cisco GTM and Architectural teams
Increased Partner wallet share, revenues and profitability
PAM's key responsibilities include:
Working with the National PAM’s establishes trusted advisor relationships with assigned Cisco Partners at all levels within ACT.
Acts as a Partner advocate within Cisco who orchestrates deep relationships between Partners, Direct Sales Leaders and their teams, and the rest of Cisco.
Builds strong relationships between Cisco, Partners and key ecosystem Partners for joint solutions and Go to Market offers.
Focuses on enablement with Partners to develop sales talent, skills and capabilities.
Promotes adoption of certifications, specializations and Cisco Partner Programs.
Guides 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 Partners sales goals. Accountable for Partner’s revenue growth and execution of GTM strategies with Partner.
Understand and drive partner profitability through helping to attach professional, managed and support services, leveraging programs and building unique offer differentiation.
Develop a differentiated partner value sales proposition for key partners
Awareness of competitive landscape within Partner and positioning
Most time spent with partners driving business growth, sales enablement, and partner program metrics.
Focus on engagement with Cisco internal stakeholders building partner advocacy including National Partner Account managers, ACT Branch Manager, Segment sales leaders, Account teams and technical specialists.
Consistent diligence around transactional and support activities required for execution and enablement.
Assist and support partners with the transition to new SaaS subscription and consumption models.
Cisco Certifications/Specialisations – Identify the optimal strategic path for each partner across architectures and Customer Experience Business Units and offer guidance on the process of achievement. Be proactive in helping the partners renew relevant certifications/specialisations.
Who You'll Work With
Driving revenue with partners in ACT through delivery of Cisco Solutions to our mutual customers. The Partner landscape includes System Integrators, Service providers, Ecosystem partners, ISVs, specialized industry partners, Outsource and Influence partners. Partner organisations that strengthen Cisco’s differentiation by the addition of Partner specific services, applications and professional services to address our customer’s needs. These partners are key to increase our market reach and provide local market knowledge.
Who You Are
The ideal candidate will have a passion for sales with proven track record and 5 - 7 years experience in either Direct or in Channel sales.A high degree of business acumen is required for the role, with benefit in understanding P&L and how various partner types make money and measure their business.The candidate should be willing to immerse themselves into the Partner community, have high energy and a tenacious personality.
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.
We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.
We Are Cisco.