Regional Partner Account Manager
Cisco Systems, Inc
Mexico City, Mexico
hace 1 día

LatAm Regional PAM (Partner Account Manager)

The LatAm Regional PAM is the orchestrator of the Cisco relationship with a set of our top partners in Latin America. Responsible for defining and executing on targeted growth strategies and comprehensive sales and business development plans related to the assigned set of partners in the LatAm Region.

The role includes aligning with Cisco’s account teams, Global and Americas Partner Organization teams, ensuring an end-to-

end vision, as well as, maintaining an in-depth understanding of competitive conditions, industry practices, market opportunities, and theatre, customer and partner requirements.

The role would work very closely with the field Channels team (PAMs) in each region where the assigned partners have operations, and maintain a close engagement with the Cloud & MS regional team.

Collaborate on the definition of new solution requirements and partner development priorities of Regional Strategic Partners, as well as, new business models and GTM strategies based on feedback from partners, account team, and internal stakeholders.

Role would be accountable for developing and following the joint GTM Strategy and the investment that these strategies determine in the different technologies and territories of Latam.

Successfully balance the short-term goals and longer-term vision.

Key Responsibilities

  • Develops and drives a joint partner account plan and strategy, pulling in all cross-functional resources to plan for a mutually beneficial outcome.
  • Develop and Maintain the Long term strategic partner plans and investment in technologies

  • Nurture and Maintain with high level Executive relationship with assigned partners’ leadership team, as well as, promote the high level executive engagement with Cisco’s leadership team, including LatAm and APO
  • Drive regional and local engagement of Cisco’s Team Sales, Field Channels, Services, Marketing, GSSO, APO, GPO, etc.
  • Provide Enablelent and Drive adoption of all of Cisco’s key priorities including Software, Adoption, Managed Services, etc
  • Drive usage of Partner Programs, Incentives and Promotions
  • Maintain visibility of high value partner opportunities
  • Drive growth of sales with Strategic Partners through both expansion of coverage by technology and geography. Focus on increasing the Strategic Partners overall investment in Cisco’s technology (getting our fair share)
  • Coordinate with peer leaders from across Cisco to ensure that the full execution of Strategic Partners plans is aligned with the overall LatAm and APO regional strategy.
  • Overall sales direction

  • Develop a strategy that supports the growth targets determined for assigned Strategic Partners by the regions leadership team.
  • Define overall Strategic Partners aligned with the theater goals
  • Define strategies to win share of wallet in our Strategic Partners
  • Work with assigned Strategic Partners to determine technologies and countries (regions) GTM and capacity
  • Develop and deliver a comprehensive sales development plan for assigned Strategic partners.
  • Cross-Cisco coordination
  • Reporting

    This role reports into the Latin America Partner Organization under the Americas Partner Organization

    Travel Expectations

    About 35% of time is expected to involve travel.

    Person Specification

    The Strategic Partner Service Provider PAM is a senior professional with experience in managing and maintaining high level partner relationships on a regional level.

    Requirements

    7+ Years working in a Channel Partner role with senior level exposure

    Required Competencies

  • 1. Building Influential Relationships : Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives;
  • using appropriate communication methods to influence others and establish relationships

    2. Strategic Business Planning : Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.

    3. Business and Financial Acumen : Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.

    4. Negotiation : Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal.

  • 5. Project Management Skills Developing project plans and revising them as needed in response to obstacles; identifying and marshaling resources to implement plans;
  • managing, monitoring, and communicating progress and parameters to team members and stakeholders.

    6. Goal Alignment : Creating a line of sight between own and other’s objectives and those of the business unit as driven by strategy, maintain consistency between individual and organizational goals, and realign goals in response to the changing realities of the marketplace and the competitive landscape.

  • Solid knowledge and experience of channel and customer management practices.
  • Solid understanding and experience in management of all aspects of sales support processes.
  • Ability to handle large geographical territories across multi-cultural environments.
  • Excellent conflict resolution, negotiation and team building skills and proven Ability to establish clear objectives and direction.
  • Team player
  • Clear record of achievement, a willingness to work hard and perseverance to make things happen
  • Full proficiency in English and Spanish. Portuguese desirable.
  • Holder of relevant work permit
  • Educational Requirements

  • Bachelor's degree is required. Technical background (engineering, computer science, physical science) degree highly desirable.
  • Master’s degree preferred. MBA highly desirable.
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