Partner Success Manager

  • Location:
    Tokyo, Kanto, Japan
  • Area of Interest
    Business Strategy and Operations
  • Job Type
  • Technology Interest
  • Job Id

<b>The Business Entity</b>

The Partner Success Manager (PSM) is an extended member of the Partner Sales teams focused on the helping Partner develop an ADOPT and EXPAND sales practice. This role is introduced by Cisco into its most relevant partners to drive and accelerate mutual success through an effective ADOPTION and EXPANSION of Cisco offerings around solutions, services subscriptions and software. The PSM interlocks with the Partner Integrated Sales team to drive adoption business models within the partner operating model that increases Customer  Partner  and Cisco value stack.

<b>The Team</b>

The Partner Success Management Charter is to lead the long-term ADOPTION and EXPANSION strategies of Cisco offerings through a three phase process (Adopt Activation, Adopt Delivery, Adopt Scale).

The PSM helps Cisco partners to accelerate & monetize their planned ROI for Cisco Adoption practice investment, and improves mutual operational readiness and performance.  This role is executed in close alignment with Cisco Sales. Cisco Service Delivery, & Business unit Subject Matter Expertise where necessary.

As an additional result derived from the appropriate execution of this role, a timely and expanded RENEW sales motion is facilitated to the respective Cisco Sales teams.  This result also has a direct relationship to the customer achieving one of four major business outcomes including:  increased revenue, decreased cost, mitigated risk, improved overall customer satisfaction.

<b>Role & Responsibilities</b>

  • Represent & be the expert of the Global Customer Success Portfolio & Strategy, accelerating customer time to value & expanded annuity business
  • Drive partner-led adoption growth through collaboration with Cisco Integrated Sales Organization, Field Marketing, individual BE’s.
  • Delivery weekly & accurate adoption forecasts & updates to management
  • Interlock with Partner Integrated Sales team to drive adoption business models within partner operating model that increases partner value
  • Masters Adopt and Expand Playbook deliverables and executes same within targeted partners to ensure partner and end customer value and business outcomes realization.  Contributes to optimization and modification of Playbook content
  • Executes best practices engagements with targeted partners utilizing cross functional and SME resources where applicable.
  • Analyze and act on Adopt and Expand triggers to support both Land and Annuity selling motions:  Result would be visible growth in Adopt and Expand measurable by targeted partners as well as growth in overall service sales.
  • Interlock with other sales, marketing, engineering, and service delivery teams to drive GCS Adopt and Expand plan and conversations with our partners
  • Focused on achievement of 4 major business outcomes (increased revenue, decreased cost, mitigate risk, improved customer satisfaction).
  • Lead to the EXPANSION of current solutions as new opportunities are identified through an intimate business relationship with the key roles of the customer.
  • Proactively qualify, communicate and transition the identified opportunities into Cisco Sales
  • Drive the successful introduction of the new solutions based on the customer expected outcomes.
  • Establish a common understanding with the partner for the ROI they are receiving from Cisco Solutions as the ADOPTION and EXPANSION strategy is executed.
  • Advocate on behalf of the Customer ensuring a superior Cisco experience.
  • 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 service portfolio
  • Candidate should be comfortable with Partner 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.

<b>Minimum Qualifications</b>

  • 10+ years’ experience in successful channel sales, business development and/or channel marketing, preferably in a technical environment.
  • 5+ years’ experience working with channel and/or alliance partner programs.
  • 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.

<b>Desired Skills</b>

  • 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

<b>About Cisco</b>

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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