Partner Sales Manager

  • Location:
    Johannesburg, Gauteng, South Africa
  • Area of Interest
    Sales - Product
  • Job Type
    Management
  • Technology Interest
    *None
  • Job Id
    1027259
The Partner Sales Manager (PSM) is responsible for business planning, developing, and managing Cisco's group of key partners in a specific region or vertical industry to meet or exceed key revenue, services revenue, net new name targets, market share and partner satisfaction, as well as other key channel performance metrics.

The PSM will ensure that partners are technically enabled, and execute joint demand generation activities, support partners in selling Cisco solutions, and manage opportunity pipelines to achieve solutions deployment, sales and services revenue objectives.

The PSM will proactively foster a positive, collaborative and mutually beneficial partner relationships across key executive and senior management roles and functional areas including marketing, sales, professional services and finance both internally and externally.

The PSM will drive growth and profitability through strategic sales of the Cisco's platform by growing mind-share, sales, services and delivery enablement for Cisco's solutions across all areas of the partners business.

The role will require the candidate to have excellent business acumen and commercial sales experience to/through/in channel operations and be able to provide growth to business in velocity.

The PSM must possess strong skills in strategy formulation, execution and management that can be translated into sales motions and be able to demonstrate leadership and co-operation across all areas of the business.
The PSM must have excellent communications skills and the ability/affinity for communicating with customers/senior internal management in both formal and informal situations. Strong people management skills are a requirement and the candidate must exemplify Cisco's culture in decisions and actions and transcends management to true leadership.

Below are the key responsibilities of the role:
*Supports the RSM during territory planning process (together with other members of the territory team) based on an analysis of short- and mid-term business opportunities in his territory, knowledge on accounts within the territory, level of partner coverage, etc.
*Consolidates and regularly updates the business plans in collaboration with Regional Sales Managers across all segments of Cisco business including Product Sales Specialist and Systems engineers.
* Create and maintain a 360degree view of the partner by jointly creating a business plan that indicates partners focused areas in alignment with Cisco priorities in terms of both solutions and service offering.
* Work with the partners to develop the Cisco business to be a highly profitable and strategic part of their overall business.
* Always ensure a strong relationship exists between the partner senior management and Cisco.
* Regularly monitor and review the business plan and overall partner's performance including customer satisfaction and develop action plans to correct as necessary.
* In cooperation with the Channel Lead and Regional Sales managers review partners on a quarterly and annual basis on goals and create corrective actions to ensure that goals are met or exceeded.
* Sets up Quarterly business reviews and Executive business reviews and ensures that the right agenda is set with the right audience in attendance.
* Co-ordinate and manage interaction between Channel Partners and other key Cisco teams including Regional Sales Managers, Marketing, Channel Programs, Business Operations, Finance, Product Sales Specialists etc.
* Proactively covers and engages with all accounts to generate opportunities for Cisco and/or Cisco partners solutions
* Leverages /GVS resources for programmatic and systematic installed base up-selling and cross-selling; Picks up complex deals/opportunities as identified by GVS
* Maintains and drives a healthy (Based on RSM definitions: 3X weighted cover, etc) opportunity pipeline in the territory, leveraging all available resources (PR, Marketing, Industry Alliances, etc.)
* Help the partners to creates, monitors and updates account plans for top accounts (reviewed on a regular basis with RSM & Channel Lead)
* Help the partner to create opportunity management plan for top deals in pipeline (reviewed on a regular basis by RSM & Channel Lead)
* Achieve key business goals including revenue quotas
* Manage lead generation campaigns working with Marketing team and Partner.
* Manage the pipeline of opportunities for partners, assisting the Partner close deals by providing additional resources as required.
* Assist the RSMs to manage the pipeline of opportunities for partners. Assisting the Partner close deals by providing additional resources as required when the Regional Sales Manager is not involved.
* Monitor and report on Partner's sales, marketing and services plans and performance.
* Close liaison with Marketing to drive effective utilization of Partner marketing funds and activities including analysis/ROI of spend and pipeline reviews.
* Drive the Partner execution of marketing campaigns and participation of all relevant Cisco partner programs and events that are relevant to the Partner.
* Build and maintain significant interaction with partners at all levels from CEO through to Sales and beyond to ensure a strong and profitable relationship with Cisco.
* Provide proactive feedback of Partner needs and issues with suggested remedy to the relevant stakeholders at Cisco
* Secure appropriate resources to allow the partners to be effective and achieve the goals set out in the joint business plan.
* Identifying "gaps" for further development.
* Ensure partners have a valid Cisco partner contract and manage the escalation should any obligations not be met.
* Ensure partners meet Cisco's needs, process and certification requirements.
* Ensure resolution of all escalations during the Partner contract renewal process and resolution to all other issues where the partner is involved.

The right fit:

1. University or College degree in one of the following: Math, Computer Science,
2. Business, or Engineering, OR equivalent business experience.
3. A minimum of 7+ years of related experience in dealing with major partner accounts at a strategic level.
4. The ideal candidate will have a strong understanding of enterprise technology solutions and selling strategy and articulate this with confidence to key partner decision makers.
5. Strong strategic selling and negotiation skills.
6. Demonstrated sales management capability.
7. Proven time management skills.
8. Excellent interpersonal, communication and leadership skills.
Results-oriented.

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