Director Partner Sales

Job Description

ABOUT JUNIPER NETWORKSJuniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world?s largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 10,000+ colleagues come together across 46+ countries to realize our company vision ? Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, all of the Global Fortune 100 and hundreds of public sector organizations. Job Purpose:The Director Partner Sales is responsible for the development, implementation and management of the partner community, in support of the EMEA and Global Juniper Channel Strategy. Managing a team of 5 to 7 Partner Account Managers in close cooperation with the Distribution Account Managers team to drive revenue through analysis and optimization within the South region.Main Responsibilities: Develop and manage Partner Account Managers across META/EE (Middle East, Turkey, Sub Saharan Africa and East Europe) with a variety of assigned responsibilities Develop and maintain relationships with executive constituents within the partner community including key reseller and distribution sales management teams Drive the partner/s development strategy for the META/CIS Region. Work with regional sales management teams to set and execute on priorities within the territory Assist with the development of marketing programs and campaigns with strategic partners Actively participate in development of best practices and programs for partners Develop and foster relationships with partner executives Develop strong partner presence in the regional market with related quality in certifications and specialization under the J-Partner Advantage Program Manage key partner(s), including forecasting, quota attainment, sales presentations and opportunity management

• Identify and develop new Channel/Territory Partnerships designed to drive sales opportunities

Drive revenue through analysis and optimization with your set of channel partners

• Enabling push / pull customer engagement in conjunction with the given partner and local sales team

Position end-to-end solutions and articulate Juniper strategies to senior management Develop relationships with partners for leads and joint marketing/sales activities Work closely with the regional Juniper sales teams to ensure the successful implementation of the direct touch sales model Provide accurate and timely forecasts for commercial business to sales management Co-ordinate finance, services and marketing activities within region channels Broad-based technological awareness, complemented by knowledge of data networking and security concepts/products within the data networking arenaPerson Specification: A consistent track record as a top performer throughout his or her career; proven ability to manage and develop channel managers, channel program implementation & management, whilst supporting high growth expectations 10+ years of prior experience in Channel Sales and/or Field Sales Disciplined sales operations and management experience with a proven track-record of executing on the following: forecasting, building and effectively managing large and diverse teams, implementing processes & infrastructure, and setting direction with staff and partner community Ability to lead others to make correct decisions by setting appropriate expectations and holdingpeople accountable Excellent communication skills, both written and oral

• Must have strong interpersonal skills and desire to work in a dynamic and fast-pace environment
• Must have proven track record in Channel/Partner management
• Must have the ability to work autonomously, be self-motivated and a strong team builder
• Strong presenter and closer
• Ability to Travel
• Ability to adapt to changes in roles and responsibilities
• Demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
• Must be willing to adapt as necessary to accommodate changes in industry and company direction
• Must have experience developing sales/channel/partner strategies, preparing proposals and presenting networking and security products
• Must be able to articulate success record and define how they will make a difference
• Must have a commitment to customer service and the motivation to work with limited supervision are important position traits.
• Relationship management skills that translate into identifying decision-makers and influencers
• Required to be a permanent resident and living in one of the countries of the META/CIS region
• Fluent English and local language

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