Sr Partner Account Manager

The Partner HQ Leader serves as a liaison between the Juniper Field Sales Account Managers and the assigned Juniper Partner.  They are responsible for building, maintaining, and driving long-term relationship with current partner.  This includes working with the supplier and program teams to develop go-to-market strategies and execute demand-generation activities, such as email marketing campaigns, events for customers and prospects, and webinars. Partner account managers also work with partners to establish and drive business goals and performance metrics, such as sales pipeline and revenue generation.
The Partner HQ Leader is also responsible for expanding and growing the assigned partner revenue along with market share. The Partner HQ Leader will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, and compliance with certification requirements. This includes developing annual business plans and holding quarterly business planning sessions to ensure partner is on track to meet sales commitments. 
The Partner HQ Leader is also responsible for positioning end-to-end solutions and articulating our strategies to partner’s program and innovation owners, senior management and partner personnel. 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. Coordinate regional sales operations, service, and marketing activities with local resources at both Juniper and partner regional geographies. 
Key Responsibilities:
Partner Enablement:
•    Must have experience managing a Commercial, SLED or Enterprise Sales Team and/or Partner Organization focused on driving Commercial and/or Enterprise Sales.  
•    Oversee enablement efforts toward this partner, serving as the Juniper point of contact for information, processes and tools that assist in overall partner enablement to sell and to support.
•    Drive assigned partner to recruit new end clients to meet and exceed set revenue targets.
•    Experience in helping partner move into strategic areas for Juniper around ecosystems in Data Center, Campus and Branch, WAN, Security and Software
•    Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting networking and security products including the ability to align Juniper’s value propositions into a partner's strategic priorities to create compelling events for their sales force. 
•    Collaborate with Marketing to identify key activities for the Partner that will drive incremental growth such as campaigns, events or other means.
 

Field Sales Alignment:
Develop a strong alignment with the Enterprise Field sales teams including contributing to the quarterly and annual JNRP sales planning process and assume ownership for the partner’s implementation.
•    Develop strong relationships and initiate regular interlocks with the partner’s Sales Teams Supporting regional and solution specific demand generation and opportunity creation.
•    Coordinates the involvement of company personnel, including Enterprise field sales, services, distribution and management resources, in order to meet partner Sales Achievement targets and performance objectives. 
Partner Account Management:
•    Ability to develop and execute a joint business plan with the assigned Partners and Field accounts.
•    Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
•    Excellent written and verbal communication skills
•    7+ years sales experience in technology
•    Strong collaboration skills both external and internal
Desired Qualifications:
•    Solid success experience working with large Global or National partners
•    Successful track record in meeting sales objectives
•    Strong interpersonal and relationship management skills.
•    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.
•    Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
•    Understanding of and experience in strategic selling and working with partners 
•    Ability to map Juniper’s value propositions into a partner's strategic priorities to create compelling events for their sales force.

Minimum Salary: $236,544.00

Maximum Salary:$340,032.00

The pay range for this position is expected to be between $236,544.00 and $340,032.00/year; however, the base pay offered may vary depending on multiple individualized factors, including mar