The DMR Partner Leader serves as a liaison between the Juniper Field Sales Account Managers and assigned Juniper’s Partner(s). They are responsible for building, maintaining, and managing long-term relationships with current and prospective partners. This includes working with the supplier and program teams to develop go-to-market strategies and execute demand-generation activities, such as email marketing campaigns, events for customers and prospects, and webinars. Partner account managers also work with partners to establish and track business goals and performance metrics, such as sales pipeline and revenue generation.
The DMR Partner Sales Leader is responsible for expanding and growing the assigned partner revenue along with market share. The DMR Partner Sales Leader will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. This includes developing annual business plans and holding quarterly business reviews to ensure partners is on track to meet sales commitments.
The DMR Partner Sales Leader is also responsible for positioning end-to-end solutions and articulating our strategies to SI’s program and innovation owners, senior management and partner personnel. Develop relationships with partner sales teams to obtain and develop leads that foster opportunities. Work closely with Juniper regional sales teams to ensure proper Channel engagement and Customer satisfaction. Coordinate regional sales operations, service, and marketing activities with local partners.
Key Responsibilities:
Partner Enablement:
- Must have experience managing a Commercial, SLED or Enterprise Sales Team and/or Partner Organization focused on driving Commercial and/or Enterprise Sales.
- Oversee enablement efforts toward this set of partners, serving as the Juniper point of contact for information, processes and tool that assist in overall partner enablement to sell and to support.
- Drive assigned partners and recruit new partners to meet and exceed set revenue targets.
- Experience in helping partners move into strategic areas for Juniper around ecosystems in Data Center, Campus, NFV and Automation
- Support partner enablement across multiple LOB and organization subsidiaries with how network solutions fit into large technology deals, with special focus on the following domains: Routing, Switching, Security, Core, Campus & Branch, Datacenter & Cloud Services.
- Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting networking and security product including the ability to align Juniper’s value propositions into a partner's strategic priorities to create compelling events for their sales force.
- Collaborate with Marketing to identify key activities for the Partners that will drive incremental growth such as campaigns, events or other means.
Field Sales Alignment:
- Develop a strong alignment with the Enterprise Field sales teams including contributing to the quarterly and annual JNRP sales planning process and assume ownership for the partner’s implementation.
- Develop strong relationship and initiate regular interlocks with the Inside Sales Teams Supporting regional and solution specific demand generation and opportunity creation.
- Coordinates the involvement of company personnel, including Enterprise field sales, services, distribution and management resources, in order to meet partner Sales Achievement targets and performance objectives.
Partner Account Management:
- Provide reliable regional partner forecasts on a weekly, quarterly and annual interval
- Ability to develop and execute a joint business plan with the assigned Partners and Field accounts.
- Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
- Excellent written and verbal communication skills
- 10+ years sales experience in technology
Desired Qualifications:
- Solid success experience working with large DMR partners
- Successful track record in meeting sales objectives
- Strong interpersonal and relationship management skills.
- Experience in directly selling networking and security products and in managing partners and channels.
- Experience in developing sales and channel strategies, preparing proposals and presentations, and presenting networking and security products as required.
- Ability to demonstrate skills necessary for win/win negotiation of issues with peers, distributors, and partners required.
- Experience working with Salesforce.com.
- Understanding of and experience in strategic selling and working with partners and distributors
- Ability to map Juniper’s value propositions into a partner's strategic priorities to create compelling events for their sales force.
Minimum Salary: $239,360.00
Maximum Salary:$344,080.00
The pay range for this position is expected to be between $239,360.00 and $344,080.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.
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