Latam Regional Partner Account Manager - 2015

We are looking for a Regional Partner Account Manager

will be an orchestrator of our relationship with regional

partners and will be responsible for driving strategic

alignment between us and our partner(s) solutions &

GTM that include and align to Cisco core technologies and

market strategies (examples are Intercloud / Intercloud

fabric, ACI, IoT, Data Center, Collaboration, etc).

Role and Responsibilities:

He/she will be responsible to define and execute growth

strategies and comprehensive sales and business

development plans related to selected Partners for

development in the Latam Region.

The targeted Partner for this regional role would

possibly be Promon Logicalis, Sonda and IBM.

The Regional PAM will lead the engagement to work with

key stakeholders – partner & Cisco executives and key

operational leaders in cross functional groups – identify

the target strategic alignments, structure a joint &

differentiated business proposition & solution with

mutual company support for success. From there, candidate

will develop and lead a Regional GTM sales strategy and

drive demand for solutions and architectures working with

the direct Sales teams, BUs, channels organizations both

at Cisco and the partner(s) as well as interfacing with

select Cisco & partner senior executives.

The Regional Partner Account Manager will drive

collaboration on the definition of new solution

requirements and partner development priorities of

Regional Strategic Partners, as well as, new business

models and GTM strategies based on feedback from

partners, account team, and internal stakeholders. They

will play a significant role in aligning, enabling and

supporting the field and Cisco (WWPO, APO, Latam,

field)/Partner customers with all sales engagement

needs.

Additional responsibilities also include leading

discussions with customer business decision makers

regarding ROI and business outcomes, and effectively

helping the field close large deals with their partner

ecosystem. While the candidate will not be expected to be

an expert in all areas, it is critical to success that

the candidate can quickly identify the key needs and

opportunities and proactively secure support for targeted

initiatives with key stakeholders, and then build and

manage a virtual team to success.

Other Responsibilities:

1. Successfully balance the short-term goals and

longer-term vision.

2. Development of clear and executable partner account

plans, GTM and strategy (including cross functional

resources)

3. Joint definition of investment areas

4. Provide visibility of business opportunities, bets,

and challenges

5. Drive growth of sales with Strategic Partners through

both expansion of coverage by technology and geography.

Focus on increasing the Strategic Partners overall

investment in Cisco’s technology (getting our fair

share)

6. Ensure field sales team are aware of the partner

capabilities and leverage them as much as it makes

sense

7. Coordinate with peer leaders from across Cisco to

ensure that the full execution of Strategic Partners

plans is aligned with the overall Latam and APO regional

strategy.

8. Drive certifications and specializations as well as

program adoption

9. Drive regional and local engagement of Cisco’s Team –

Field Channels, Service Creation, Marketing, GSPPO,

APO.

10. Nurture and Maintain with high level Executive

relationship with Strategic Partners leadership team, as

well as, promote the high level executive engagement with

Cisco’s leadership teams (Latam, APO, GSSO, CMSO, GSP)

Qualifications

• BA/BS required preferably with a concentration in

business – MBA or Advanced Degree preferred.

• 10+ years in Networking, Data center or High-Technology

Industry Sales

• Be capable of establishing strong

consultant-liaison

• 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 – Earning

trust

• Strategic Business Planning: Demonstrating significant

knowledge of Cisco and the industry; developing

strategies that leverage core strengths of one’s own

group and Cisco.

• Business and Financial Acumen: Understanding basic

business mathematics, financial strategies, and

performance indicators, and applying that knowledge to

client’s economic and buying environment.

• 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.

• Project Management Skills – Developing project plans

and revising them as needed in response to obstacles;

identifying and marshaling resources to implement plans;

managing, monitoring, and communicating progress and

parameters to team members and stakeholders.

• Solid knowledge and experience of channel and customer

management practices.

• Solid understanding and experience in management of all

aspects of sales support processes.

• Ability to handle large geographical territories across

multi-cultural environments.

• Excellent conflict resolution, negotiation and team

building skills and proven Ability to establish clear

objectives and direction.

• Team player

• Clear record of achievement, a willingness to work hard

and perseverance to make things happen

• Fluency in English, Spanish and relevant local

languages