Partner Success Manager

  • Location:
    Frankfurt, Hessen, Germany
  • Additional Location(s)
    Germany - Munich, any large city
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    Collaboration, Video, Security, Service Provider
  • Job Id
    1223641
New

What You’ll Do

Responsible for assisting Cisco’s partner community in planning, building, scaling and monetizing their adoption practices to accelerate a partner’s planned ROI on Cisco Software solutions.

Who You'll Work With

Key Stakeholder Engagement: close alignment with Cisco’s Partner Organizations, Sales, GVE, Architecture leads, Cisco Service Delivery, Business unit Subject Matter Expertise and other cross-functional teams focused on LAER.

Individual accountability/responsibilities:

•Role is introduced by Cisco into its most relevant partners to drive and accelerate mutual success through an effective ADOPTION and EXPANSION of Cisco solutions, services subscriptions and software.

•Represent and drive the GVS&CS Portfolio and Strategy via Partners, increasing customer time to value and Cisco’s annuity business.

•Interlock with Partner Field Sales team to drive adoption business models within partner operating model that increases partner value.

•Drive adoption practice growth and success by conducting QBRs, workshops, demonstrating ROI, mentoring partner CuSMs, leveraging A&E programs (Advantage/Advisor) & monitoring metrics that reflect overall customer and partner health

•Master and contribute to A&E Playbook deliverables and execute same within targeted partners to ensure partner and customer value and business outcomes realization.

•Enable success by helping partners leverage all available resources within the Customer Success Roadmap.

•Advocate on behalf of the partner ensuring a superior Cisco experience.

•Within partner account team framework, drive development of medium to long-term service adoption and expansion strategy.

•Deliver (bi-) weekly adoption-related forecasts to the GVS&CS management team.

•Support the partner with examples on identifying areas of expand (cross sell – upsell) opportunities per offer inside the VALUE framework engagement methodology

•Work with partner on identified expand opportunities and feed back to Cisco Sales/Forecast.

PSM Skills, Abilities, Core Competencies

·       Aligns actions and execution plans with GCS Vision and strategy to deliver desired outcomes as documented through specific partner planning

·       Communicate and correlate GCS strategy and portfolio to partner growth and sales objectives

·       Practice Building: Tie financial impact to partner’s investments in both short term and long term investment models needed to deliver Adopt and Expand value based on Cisco Software & Service portfolio

·       Candidate should be comfortable with Partner Software/Services Offer Definition: have the capability to build and manage packaging workshops. This would include blending of intellectual property (I do, you do, we do) to build next generation adoption programs.

·       Balance Planning and Reacting

·       Innovate and take risks

·       Proactively work to eliminate barriers, handle objections, and remove impediments to success.

·       Proven track record of collaboration across multiple organizations in order to accomplish significant achievements driving customer satisfaction and Cisco revenue.

·       Must be excellent communicator, team builder and motivator with a proven ability to provide leadership while exhibiting outstanding interpersonal written and verbal communication skills.

·       Must be organized and self-motivated

·       Ability and willingness to travel on demand

·       Ability to learn and follow company’s trainings and certifications relative to the specific job description.

Who You Are:

 ·       5/10+ years’ experience in successful channel sales, business development and/or channel marketing, preferably in a technical environment (Grade dependent – see below table)

·       5+ years’ experience working with channel and/or alliance partner programs.

·       Collaboration or Security or Cisco One Software portfolio knowledge is a plus

·       A proven track record in business analysis and translating customer needs into a high level statement of requirements for internal product/service package alignment.

·       Bachelor’s degree from accredited college or technical institution.

·       Strong partner recruitment and sales capabilities.

·       Industry certifications a plus (e.g. ITIL, PMP, COBIT, Six Sigma)

·       Training or skills transfer experience preferable.

PSM Global Community

The PSM will be charged to document and share partner/customer best practices with the global PSM team and implement best practices from the global community within their assigned accounts. Each PSM will be expected to build cross functional relationships within Cisco to more effectively support the customer. The PSM supports cross-functional initiatives, and participates in theatre/global initiatives to drive the development of the PSM community

Why Cisco

The Internet of Everything is a phenomenon driving new opportunities for Cisco and it's transforming our customers' businesses worldwide. We are pioneers and have been since the early days of connectivity. Today, we are building teams that are expanding our technology solutions in the mobile, cloud, security, IT, and big data spaces, including software and consulting services. As Cisco delivers the network that powers the Internet, we are connecting the unconnected. Imagine creating unprecedented disruption. Your revolutionary ideas will impact everything from retail, healthcare, and entertainment, to public and private sectors, and far beyond. Collaborate with like-minded innovators in a fun and flexible culture that has earned Cisco global recognition as a Great Place To Work. With roughly 10 billion connected things in the world now and over 50 billion estimated in the future, your career has exponential possibilities at Cisco.

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