Partner Account Manager

Partner Account Manager - SPaaCh WWSP (North America)

Juniper Networks Service Provider segment drives a number of strategic partnership relationships with SP Partners across North America & Europe for the purpose of delivering Managed Services to all tiers of the Enterprise (B2B) market from Large, multi-nationals through to SMB / Mid-Market.

This Partner Account Manager (PAM) role for Juniper's SP-Channel in North America will support our SP Partners across North America in positioning Juniper Full-stack wired and Wireless solutions to all enterprise segments; In addition, our SP Partners are increasingly offering managed Security and Cloud-Services into these segments.

This role is a hybrid Commercial / Partner role (business-level) supporting a group of SP Partners and their associated account PAMs, with knowledge and expertise of Networking, Cloud and Automation.

Primary Responsibilities:

• The PAM will be GTM expert for Managed Services for all SP partners in the assigned territory; with a detailed understanding of the Market(s), Partner-led business models, in addition to a high-level understanding of Architectures/Solutions for Managed Services.
• Support broad-range of GTM activities - in close alignment with the account PAMs for SP partners opportunities in North America; including Juniper evangelist, Partner enablement and acceleration, incremental pipeline creation, lighthouse customer acquisition etc. Focus is on supporting our SP Partners to drive high-value, subscription Managed Services deals (in strategic or $ terms).
• Build strong relationships with and fully support our Partner specific PAMs in each SP Partner; Assist the PAM with the development of their quarterly and annual business plans, including marketing and demand creation activities.
• Build and maintain close alignment with Juniper Enterprise and Commercial (VSE) sales teams to jointly drive specific opportunities with SP partners. Drive preference for SP partners as the preferred GTM vehicle.
• Define, build and execute Sales and marketing Campaigns and Programs in partnership with and alignment with the account PAMs, Marketing and Central partner functions.
• Support agreed Large & Complex Deals across North America (US & Canada) though our SP Partners
• Assist account teams in the creation of commercial offers toward customers and partners, which improve our chances to win, but at the same time maximise Juniper's profitability and stickiness (work with Sales Finance and global pricing on new innovative business models)
• Drive Solution / Use Case NPI activities for the introduction of new architectures/Platforms, Use Case or Domain focus etc. Working with Technical and Se functions, Drive Demo and PoC Activity for top opportunities to demonstrate unique value and re-in force proof-points; increase Juniper's success rate.
• Act in a consultative capacity to assist PS partners and PAMs to use outcome-based selling approaches; lead in creating unique value-propositions, drive target architectures and solutions for top-opportunities. Act as Though Leaders towards partners and end-customers in driving Juniper's messaging and value towards customers for Wired and Wireless (AIDE).

Secondary Responsibilities:

• Build & Maintain close relationships with other internal stakeholders - BU/PLM/XBT, Marketing, Finance/Global Pricing, services (AS/PS) etc. Ensure visibility and alignment across the Sales community.
• Collect and Consolidate Market Input for BU/PLM/XBT Alignment - advocate for the critical market requirements needed for all segment across Juniper. Provide outside-in and inside-out Market/Field feedback to drive BU/PLM/XBT to deliver competitive and market appropriate offerings; architecture, technical and commercial.
• Competitive Analysis - maintain awareness and understanding of competitors in Managed Services (wired & wireless, SD-WAN, SASE, Cloud and Security) offerings including positioning, portfolio and pricing and provide GTM with guidance as how to sell effectively against each.
• Participate fully in relevant Enablement activities with GTM organisation (and partners) to ensure we provide sellers with capability to have value-based conversations, sell based upon outcomes and become (more) self-sufficient over time.

Required Qualifications and Experience:

• Relevant Business/Marketing qualification with an emphasis on technology; or alternatively Engineering/Technology qualification (in relevant discipline)
• Direct experience in leading complex selling activities in the technology industry - Partner GTM or Service Provider Segment experience an advantage.
• Ability to gain consensus through influence in a complex, matrix organization. Self-Motivated and able to drive distributed, cross-functional teams.
• Excellent personal (verbal and written) communication skills; Along with, Outstanding business and technical presentation skills for audiences that includes CxO, customers, partners, analysts.
• At least 5+ years of experience in Partner Management, Marketing or Sales in the Service Provider/Enterprise/Cloud, Networking, Cloud or Software industry - with B2B experience preferred.
• Can be located in any North America location (USA or Canada), close to a major hub Airport. Remote working is actively encouraged.
  

Minimum Salary: $215,040.00

Maximum Salary:$309,120.00

The pay range for this position is expected to be between $215,040.00 and $309,120.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper's pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.