Lead Partner Account Manager

At Juniper, we believe the network is the single greatest vehicle for knowledge, understanding, and human advancement the world has ever known.

To achieve real outcomes, we know that experience is the most important requirement for networking teams and the people they serve. Delivering an experience-first, AI-Native Network pivots on the creativity and commitment of our people. It requires a consistent and committed practice, something we call the Juniper Way.

This is primarily a GSI global alliance role based in USA reporting to Director of this business.  The mission of the GSI team is to boost partner led sales (Hybrid Cloud/Multicloud, AI driven Enterprise, Security) via Juniper embedded solutions in the partner led sales motion. This will involve working with global system integrators e.g. TCS, Wipro, HCL,TechM, Infosys and other GSI’s in AMER and lead our global growth efforts with them. The ideal candidate should have extensive experience in leading solution sales business in DC, Security, AI driven Enterprise, Managed services in Enterprise and Telco accounts working with large SI partners globally. Prior experience working with GSI’s in a global partner role will be preferred.

Key duties and responsibilities:

The alliance lead will develop 360 degree engagement with focused GSI partners and maintain knowledge/skills of Juniper powered GSI solutions and the surrounding systems, software and vendor landscape. The GSI business lead will engage with GSI’s with a focus on assisting them to position the Juniper powered solutions to their key accounts and focus verticals and lead the overall growth objective with them.

The candidate will demonstrate knowledge of GSI’s business and a solid understanding of Hybrid Cloud/Multi cloud, AI driven Enterprise market trends.  The candidate will seek out, identify and develop a sustainable working relationship with the solution and sales teams of the GSI partners and lead the solution sales business for Juniper with these partners in North America and lead our global growth efforts working closely with Juniper/GSI account and alliance teams.

Key Performance metrics are:

• Meet Q/Yearly sales achievement targets for GSI partners assigned.
• Build strategic goals, relationship with key stakeholders and lead the overall execution towards mutual success for Juniper and our GSI partners.
• Lead with Juniper powered GSI solutions and be responsible for the success of this business in AMER/Globally.
• Identify, develop and grow pipeline of Hybrid cloud, AI driven Enterprise, Security, Managed services opportunities with GSI partners while working closely with Juniper’s AM and SE community to close large deals.
• Manage a stream of opportunities through the delivery of compelling presentations to GSI partners business and technical decision makers.
• Align and work closely with Juniper and partner stake holders to identify new areas of collaboration, lead timely execution and drive expected results.
• Establish yourself as a trusted advisor to both communities, internal and external.
• Analyze the competitive landscape and effectively communicate Juniper differentiators and value proposition to GSI solution and account teams and leadership teams.
• Responsible for 360 degree relationship with GSI partners assigned.

Experience/Background

• 15+ years experience in consultative selling driving growth in Enterprise and Telco accounts.
• 10+ years experience in virtualization, security, networking sales with leading tech companies.
• Strong Alliance management experience required.
• Experience working with GSI’s in a global role, have strong CXO relationships.
• Successful track record as a sales/alliance professional driving transformation opportunities in large Enterprise/Telco accounts.
• Bachelor in Computer Science, Engineering or MBA’s preferred.

Personal Skills/Attributes

• Leadership skills.
• Effective planning, communication and presentation skills.
• Ablity to simultaneously manage multiple projects.
• Proven ability to navigate a matrix reporting structure and drive collaboration of stakeholders from different business units internal to Juniper and within GSI Partners; towards a common goal.
• Strategic thinker with strong sales execution skills.

Minimum Salary: $239,360.00

Maximum Salary:$344,080.00

The pay range for this position is expected to be between $239,360.00 and $344,080.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.

ABOUT JUNIPER NETWORKS

Juniper Networks challenges the inherent complexity that comes with networking and security in the multicloud era. We do this with products, solutions and services that transform the way people connect, work and live. We simplify the process of transitioning to a secure and automated multicloud environment to enable secure, AI-driven networks that connect the world. Additional information can be found at Juniper Networks (www.juniper.net) or connect with Juniper on Twitter, LinkedIn and Facebook.

WHERE WILL YOU DO YOUR BEST WORK?

Wherever you are in the world, whether it's downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking - where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life's work. At Juniper we believe this is more than a job - it's an opportunity to help change the world...