The Area Partner Director’s primary role is the implementation and execution of Partner sales strategies and initiatives across an area.
Program Development and Execution
Responsible for understanding & implementing Partner sales strategies
Accountable for the successful deployment to the field of Partner projects
In-area Incentive Deployment for Partners in consultation with the Theatre Partner Team
Working with appropriate cross functional associates, recommend programs to support sales strategies; e.g. marketing programs, etc…
Lead Partner operational plans for sales and marketing campaigns
Work with EMEA Area Leaders to ensure market coverage according to area GTM strategy with appropriate partner model
Ensure partners meet the necessary certifications consistently to drive healthy customer satisfaction
Ensures high levels of partner satisfaction measured by the annual survey
Organizational Effectiveness
Primary interface to theatre team to ensure implementation of all Partner programs as they apply across the area
Primary interface to theatre team to provide feedback, new requirements and challenges to current Partner programs, processes or procedures
Lead the Area Partner Team (directly) and Key Alliance Team (indirectly)
Maintain Partner program for area; inclusive of program integrity, partner criteria, partner coverage, partner recruitment, partner activation and partner termination
Manage exceptions in consultation with the Theatre Team
Review and maintain Partner margins to ensure adequate allowance for investment
Review PAM headcount and other investments to ensure adequate coverage of the Juniper business requirements
Develop guidance for Partner sales operations and plans for sales and marketing campaigns including quarterly business review guidelines
Review any Non-Standard Pricing deal where partner minimum margin is not met
Gather, coordinate and facilitate prioritization of sales requirements that originate from partner requests
Build and maintain in-depth knowledge of partner sales processes and support initiatives
Implement process metrics to monitor and continuously improve partner sales productivity
Create and maintain strong relationships with but not limited to Sales, Marketing, Customer Service and any other adjacent teams
Development and maintenance of the relationships with partner advisory council members of the Juniper Partner Advisory Council in EMEA
Review and ensure committed partners are executing against signed off business plan
Skill Set Required:
University qualification preferred
15+ years of Enterprise / Service Provider Partner Experience; experience with implementation and management of Partner programs
Has a presence; good speaking capability; speaks with confidence and credibility; communicates effectively
Proven leader; can motivate and influence others; raise the bar
Team player; can work cross functionally
Conceptual thinker with good problem solving abilities; can understand complex issues
Not afraid to get into the details; get “hands dirty”
Flexible
Operates with the utmost integrity
Large company experience
Can work in a fast paced, dynamic environment
What it is:
Leads and implements Partner strategy
Drive consistent implementation across all PAMs
Consolidate and provide feedback from Area’s partners
Evangelize and drive partner teaming standard; partner sales development with the sales Teams
Ensuring alignment to overall area strategy and business plan
o It is the Area partner sales leader
o It is the face of the Area partners
o It is the Area PR spokesperson for partner related matters
What it isn’t:
o It is not responsible for creating partner programs or strategy inconsistent with the global programs without consultation and agreement with the Theatre Partner Team.
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