Sr Partner Account Manager GSI Business USA

Job Description


Sr. Partner Account Manager - GSI Business USA

This position is located in Dallas, TX

Reporting to the GSI Director of business. This role will be the strategic interface between Juniper and key strategic GSI Partner(s).

USA GSI sales lead will be responsible for the Sell & Through relationships, for teaming with CXO and partner field GTM leads across USA and to drive a business plan which will include meeting Quarterly and Yearly revenue growth targets, building new pipeline with joint solution/use cases for GTM, enablement activities and to drive the overall success of this business in USA.

Key Objectives:
Ensure successful execution of USA GSI Business plan for Juniper.
Lead the development of USA sales pipeline, joint opportunities & growth plan with selected GSI Partner(s).
Develop and manage relationships with the GSI partners across functional areas including sales (internal requirement, managed services & target accounts), product/service teams, marketing, alliance and all other strategic functions.
Drive the integration of Juniper offerings with the GSI partner's Go to Market (GTM) initiatives.
Work with the GSI Partner sales force to evangelize Juniper products and solutions.
Work with the Juniper sales force & key stakeholders to evangelize & drive sales with GSI partners.
Drive go-to-market initiatives as well as field enablement activities with GSI partners.
For non-US headquartered relationships, work closely with the Global Alliance Leads to drive increased revenue, opportunity pipeline & for implementing appropriate elements of the global partner plan including offering alignment, services, best practices alignment & key initiatives.
Build & execute, in coordination with technical account manager (TAM), enablement plans and strategies that drive adoption of Juniper products & solutions.
Work closely with all strategic GTM, solution, services, alliance, marketing functions with these GSI partners/Internal Juniper teams to evaluate new business opportunities, joint solutions and other eco system partner alignment for long term success.
Drive overall rhythm of business: QBRs, joint executive alignment and other strategic alignment/activities.

Extensive experience in GSI alliance management with major GSI's in USA (Fujitsu, Atos, DXC, Cap Gemini, Accenture etc.)
Strong solution sales mindset with exposure to Hybrid cloud, Telco cloud, Networking and Security technologies.
Highly driven sales professional with strong sales track record selling to both Enterprise and Telco accounts in USA.
Proven ability to recognize, analyze and take action on go to market approaches, marketing programs, joint value propositions and business cases around strategic engagements.
Cross-functional influence, relationship building and project management skills.
Strong business acumen, leadership and negotiation skills.
Familiarity with a broad range of application and infrastructure solutions is desirable.
The role, responsibilities and geographical focus will change and develop over time along with the
company's growth plans.

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