Partner Account Manager - Scotland
Location:Offsite, Edinburgh, United Kingdom
Area of InterestSales - Services, Solutions, Customer Success
Technology InterestInternet of Everything
What You’ll Do
The primary responsibility for a Partner Account Manager (PAM) is to build credibility and trust to inspire investments in Cisco-centric practices with Partners in Scotland.
Role & Responsibilities
You will influence Partners’ business transformation while developing and promoting Partners’ unique value propositions, sales & operational processes, and internal consumption of Cisco solutions. You will also need to build trust, credibility and relevance with Partners’ sales teams to increase the number of active Partner AM sellers of Cisco solutions. Success will require a strong baseline of experience in customer-centric sales of Cisco solutions and the related ability to coach by example (adopting a “train, teach, position” methodology for Partner AM success).
Another area of focus is to drive strategic alignment between our Partners and Cisco’s direct sales teams to maximise our collective success. This will require working with Cisco Regional Sales Leadership to develop, communicate, and execute regional go-to-market plans.
Key Responsibilities include the ability to:
- Understand key industry trends and dynamics that are driving the need for major Partner and customer change.
- Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation.
- Engage and coordinate extended team resources to provide multiple touchpoints within a Partner’s organisation to scale resources, and drive accountability for the achievement of goals and objectives.
- Establish a reputation as a sales leader capable of articulating how customers achieve business transformation (assist Partners with GTM strategies, planning, & provide sales coaching through customer-facing engagements).
- Demonstrate, quantify, and translate how technology can provide customers (through Partners) with sustainable competitive advantage and improve business outcomes.
- Leverage financial acumen and sales experience to grow mindshare & wallet share within Partner’s account teams.
Who You'll Work With
Working as a core member of the Cisco Scotland team but with alignment to the UKI Channel Team. You will be responsible for the Service Creation and GTM strategies and execution across all Cisco architectures including: Collaboration, DC, Cloud, Security, and Enterprise Network Solutions.
Who You Are
The successful candidate will bring a significant knowledge base and in-depth understanding of both Sales and Channels dynamics.
Individual must be able to quickly establish credibility with Partner principals and sales teams. They must inspire trust and be viewed as a sales leader capable of training, teaching, and helping Partners position Cisco’s solutions/architectures in customer-facing engagements.
The ability to listen, make recommendations and influence Partner executives is required. A strong personal network of executive relationships is preferable. This person will need to be a strategic thinker with effective communication and influence skills.
The successful candidate will be customer focused and achievement driven. She/he will bring a true team orientation and collaborative approach in addition to possessing excellent presentation skills, including strong verbal and writing capabilities.
Finally, this individual must have a level of business maturity, flexibility and the instincts to adapt to a high-energy, dynamic environment characterised by high growth expectations and a collaborative culture. This individual must work extremely well in cooperative teams, but also expect to work independently and with a set of diverse individuals on a regular basis.
#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.
We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!
But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)
Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.
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