Juniper’s strong DNA and success in the Service Provider space needs to be enhanced with a solid partnering strategy that drives “lift” for the company in the Enterprise and Commercial segment. The role of APAC Commercial GTM & Channel lead will require the candidate to leverage & orchestrate resources from a myriad of internal stakeholders (like marketing, Region partner leaders, Region sales leaders, inside-sales organization, and worldwide functional leaders) to plan, execute, and measure Channel and Commercial business success. Given the highly matrixed environment, the candidate should be familiar and comfortable working cross-functionally. Two key requirements for the role:
Ability to help lead group and field into “Horizon Two”, where software-defined, virtualized, cloud service models and new ways of partnering are critical – including new business models, new skills and enablement and a different mindset for Juniper and our partners/partner facing resources.
Externally, the candidate, having broad experiences working with Distributors, Value-added Resellers (VARs), and System Integrators (SIs) (hereinafter generally referred to as “partners”), actively seeks out partners who are prepared to jointly invest in the high growth commercial space. Given that different partner types have differing expectations on revenue growth, operating income and margins, the candidate clearly articulates Juniper’s business value proposition in order to attract investment & focus from targeted partners.
When viewed in the light of “Commercial” customer segment, both the “Distribution”, “Channels” and “Inside-sales” organizations are pivotal GTM engines to ensure success to the former. As such, triangulation of these three elements becomes extremely crucial in the creation of synergies, mutual & reciprocal investment, focus & success. As such, the candidate must be able to visualize all such “relationships” and create an eco-system that involves these stakeholders plus more (e.g. marketing, sales).
Position Summary:
Working in collaboration with Region Area Partner Directors (APDs) and WW/Region Commercial Leaders, the APAC Commercial GTM & Channel lead will be responsible for devising a growth-oriented Channel (& Commercial) plan that will leverage a myriad of different partner types, depending on the selling motions.
In working with the Distributors, the candidate will ensure the following:
Clearly articulate APAC Channel (& Commercial) strategy and priorities so Distributors understand where they add value, what Juniper expects of them, and the return on investment they can be looking forward to.
Evaluate distributor landscape in Regions and regularly assess the need for optimization exercise. Having too many, too little, or wrong type of distributors with Juniper is detrimental to our success.
Work with internal stakeholders to construct (value added) programs that would drive incremental partner lift business within APAC, in addition to WW program. For instance, China Incentive Program.
Ensure sustainable allocation and usage of MDF dollars to drive success of Channels (& Commercial) business.
Engagement with Juniper inside sales and create a process for allocating leads to partners through our Distributors; thereby creating a mutually dependent eco-system.
In working with selected Partners, the candidate will ensure the following:
Drive (partner-lift) incremental SA commitment from selected Partners for Commercial Segment.
Understand region’s partner landscape and identify, recruit, motivate selected partners in alignment with Juniper’s GTM plans
Understand partner’s organization strategy and priorities and “fit” with Juniper’s (commercial, xxx) strategy.
Drive bespoke solution offers suited for Partner profile and work with Juniper Partner Marketing team to execute it.
Devise an overarching demand generation plan to ensure success for commercial partners.
Be actively involved and drive monthly pipeline reviews with selected Partners.
Create an UNSOLICITED bid program to drive pipeline growth with selected Partners.
Engagement with inside sales to drive pipeline for selected Partners.
APAC Cadence & governance
Quarterly tracking & analysis of commercial sales productivity, E:SA and other financial measures.
APAC Distribution landscape optimization – continually evaluate Region business requirement and alignment of distributors.
Quarterly inside sales QBR to be conducted with APAC management, Region APDs & Commercial leaders, marketing team.
Monthly cadence with partner marketing to drive programs & promotions; quarterly reporting from team back to management level.
Work with Partner Sales Support Centre (PSSC) to create dashboards for Distribution, inside sales & commercial business management.
Quarterly MDF planning & investment prioritization.
The Candidate should have:
Minimum of 10 years of sales experience in Partner related field (working with Distributors, VARs, SIs, and/or (tech) alliances
Minimum of 10 years’ experience with high tech hardware and networking sales required (or equivalent experience)
Candidates must be willing to travel (>40%) and aggressively grow the Commercial sales territory
Proven track record of both recruiting new partner relationships and growing relationships with a current client base
Ability to make compelling presentations to partners using visual aids and other media
Consistently identifies new sources of business through business development conversations with key internal stakeholders.
Must be willing to work independently. Must be computer literate and proficient in MS Word, Excel, & PowerPoint.
Bachelor’s degree preferred, MBA desired
Strong EQ
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