Director - Partner Sales, IBM - Juniper Networks - Singapore

Job description
About the Position: The Senior Partner Account Director will be responsible for the sales of Juniper products and solutions with and through IBM in ASEAN and responsibility for APAC relationship. Although the primary focus of this activity will be ASEAN, there will also be a need to coordinate Juniper activity with IBM on a worldwide basis. This role is a sales position and does carry quota. It is a critical role for long term revenue generation since our success with IBM is dependent on our ability to position Juniper products into IBM solution offerings and at customer opportunities.
The Senior Partner Account Director’s primary goal will be to generate new revenues for Juniper Networks and increase Juniper relevance within IBM. The Senior Partner Account Director must continue to develop and strengthen the existing alliance between Juniper and IBM through identifying and cultivating new avenues for revenue growth that are consistent with the corporate strategies of both companies.

Responsibilities:
Selling Juniper products and solutions through IBM through close interworking with both the IBM and Juniper sales teams,
A core focus on developing Telco, Government and Finance as target vertical markets and position end-to-end solutions that articulate Juniper value proposition inside an IBM offer to each,
Educate IBM sales teams in relevant Juniper solutions and the benefits of the Juniper partnership
Educate the Juniper sales team in relevant end to end IBM solutions and the benefit of an IBM partnership,
Develop sales strategies with IBM Indian leadership team for target markets that include account targeting, goal setting, messaging, marketing programs etc.,
Forecasting along with lead & opportunity management and reporting,
Manage the effective planning and utilization of allocated Marketing Development Funding (MDF) in pursuit of the IBM business plan in India

Minimum Qualifications:

The ideal candidate for the position should have a minimum of 10 years of sales, business development or partnering experience, with at least 5 years spent in the service provider networking industry and in networking with IBM as customer, partner, employer. Must have minimum technical and business qualifications and EQ, quota carrying expertise and track record of exceeding plan and managing a region (ASEAN or APAC).

Preferred Qualifications:
The ideal candidate for the position should have a minimum of 10 years of sales, business development or partnering experience, with at least 5 years spent in the service provider networking industry,
The ideal candidate will be an entrepreneurial self-starter with a successful track record of developing and growing successful complex solutions with alliance partners and a track record of identifying and developing new revenue opportunities,
Broad-based technological awareness, complemented by knowledge of networking solutions, routing, switching and security,
Experience in an alliance organization; either as an employee or as a vendor partner would be preferable,
Extremely strong communication skills will be required in order to gain trust and credibility across “major alliance partner” and Juniper organizations and strong interpersonal skills and desire to work in a dynamic and fast-pace environment
Must have the ability to work autonomously, be self-motivated and a strong team builder,
Must have experience developing sales/channel/partner strategies, preparing proposals and presenting networking and security products,
Must have a commitment to customer service and the motivation to work with limited supervision are important position traits,
Relationship management skills that translate into identifying decision-makers and influencers.


Other Information:
Relocation is not available for this position

Travel requirements for the position 25-50%

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