Virtual Partner Account Manager

  • Location:
    Tokyo, Kanto, Japan
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1022921
The Virtual Partner Account Manager (VPAM) is responsible for managing a portfolio of Partners from a planning, enablement and partner development perspective. Simply, you will be helping our Partners grow their business with Cisco. This will require both a proactive approach to developing the overall business as well as being highly reactive and available in responding to partner queries and requests for information. This role is in one of the most exciting and dynamic parts of the company, Virtual Sales.

Key Responsibilities:
* Be the primary day to day point of contact for those partners managed in terms of Planning, Partner enablement and development, and any other sales / non-sales opportunity-specific queries
* Create awareness and drive revenue growth leveraging Cisco programs and be able to articulate the business benefits (rebates, incentives).
* Drive, manage and support on Marketing campaigns, both bespoke and related to the Partner Plus program (as relevant). Facilitate the securing of funding for Marketing initiatives with the relevant stakeholders, and act as the internal Cisco coordination point for Marketing AM's within the partner's organisation
* Training - identify any gaps in partner knowledge base/qualifications and educate the partners on all available sales and technical training resources within Cisco. Prepare a training plan for each partner aligned to the wider Partner Plan, and be accountable for driving execution against that plan. Facilitate enrolment to any relevant training programs
* Cisco Certifications/Specialisations - Identify the optimal strategic path for each partner and offer guidance on the process of achievement. Be proactive in helping the partners renew relevant certs/specs
* Drive growth of Cisco business growth as a share of partner's business by driving above listed activities and mindshare with the partner


Required Competencies:
1. Forecasting and Pipeline Management: Applying knowledge of sales trends, market drivers, and key customer issues and opportunities to do strategic account planning; establishing, prioritising, executing, and monitoring a course of action to accomplish broad territory objectives and sales strategies; using knowledge to identify and cultivate future sales opportunities to build a strong pipeline.
2. Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.
3. Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
4. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support
ones proposal.
5. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer's/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
6. Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.

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