Partner Account Manager, Optus

  • Location:
    Sydney, NSW, Australia
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
  • Job Id

What You’ll Do

We currently have an exciting opportunity for a Partner Account Manager to look after one of our largest Service Provider partners, Optus. Service Providers (SP’s) are pivotal to Cisco in driving Digital Transformation across the market customer segments. To support this market dynamic and transformation the key responsibilities will be to;

  • Establish trusted advisor relationships with the assigned Cisco Service Provider Partner(s) at all levels (C-level, LoB, Sales and IT decision makers)
  • Act as a Partner advocate who orchestrates deep relationships between Service Provider Partner(s), Direct Sales Team and the rest of Cisco
  • Build strategic relationships between Cisco, Partners and key ecosystem Partners for joint solutions and offers
  • Work with Optus to support and drive execution of the plan across the core functions of Sell-To, Sell-Through and Sell-With go-to-market motions
  • Use internal teams to identify and build partner capacity by working with Cisco’s SPaaCH team
  • Act as a strategic business advisor that helps Partner(s) develop business outcome-based solutions and capture market transitions for sustainable, profitable growth
  • Work with Cisco and our cross functional teams locally and globally to ensure the Service Provider business goals are aligned to partner offerings
  • Focus on enablement with Partner(s) to develop sales talent, skills and capabilities
  • Promote adoption of certifications, specializations and Cisco Partner Programs
  • Guide partners on how to fully utilize Cisco's programs, promotions and resources to increase profitability
  • Responsible for influencing and driving strategic planning and investment to accelerate Partner(s) sales goals. Accountable for Partner(s) revenue growth and execution of GTM strategies with Partner.
  • Understand and drive partner profitability (i.e. through helping to attach professional, managed and support services, leveraging programs etc.)
  • Develop a differentiated partner value sales proposition (that differentiates from rest of Cisco partner community)
  • Collaborate with Architecture Business Leaders, Product Sales Specialists and Product Managers on presentations, product demonstrations, and on-site customer visits
  • Competitive landscape/awareness and positioning


Who You'll Work With

Most of our revenue is delivered through partners to our mutual customers and Service Providers are an integral part of Cisco’s partner landscape. SP’s also have a broad eco-system of partners that may also have relationships with Cisco. Partners and Service Provider partners strengthen Cisco’s differentiation by adding applications, technology and/or services to address a customer’s need. They increase our reach in market and provide local market knowledge and expertise to support our customer’s needs.


An individual PAM may be responsible for one or a number of predefined partners depending on the particular requirement.


Who You Are

You will have a consistent track record and experience in Sales and/or Sales Management with a deep understanding of complex sales cycles and outcome based selling. A high degree of business insight is required for the role, with benefit in understanding P&L and how various partner types make money and measure their business. You be willing to roll up their sleeves, be able to maintain high energy and have a tenacious personality. You will:

  • Understand a SP’s strategic and business plan to interpret and implements account strategies that leverage this knowledge
  • Identify products, services and/or solutions and work collaboratively with cross-functional teams to orchestrate opportunities for product offering development to meet customer needs
  • Build an understanding of customers key business drivers and use this knowledge for crafting profitable business
  • Act as a business manager, relationship manager, sales person and business developer
  • Have experience and knowledge of the Australian Telecommunications market


Why Cisco

At Cisco, each person brings their unique talents to work as a team and make a difference. 
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
•    We connect everything – people, process, data and things – and we use those connections to change our world for the better.
•    We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more – from Smart Cities to your everyday devices.
•    We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
Colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Be you, with us! #WeAreCisco

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