Job Description

Partner Manager (Cloud)

Our client are looking for an individual to drive our cloud business within the UK partner management team as they continue to grow its market relevance and serve their customers. Focus on the customer and business outcomes is critical to the success of this role. The Partner Manager is responsible for maintaining internal and external relationships and executing strategies to support cloud business growth.

Main responsibilities:

• Define the aligned cloud partner business plans and GTM strategies to support business growth, in line with global counterparts

• Work closely with executive stakeholders to develop new markets and strategies to drive cloud business growth, including managed and professional services portfolio

• Maintain full compliance with aligned cloud partners across all geographies for which you are responsible

• Work closely with solutions, R&D, services and sales to create upsell opportunities in new/existing markets that drive revenue and profitability, including partner investment plans

• Act as a market expert across cloud technologies and provide expertise internally across different business units using an outcome-based approach

• Support the commercial outcome for the business through deal management, customer engagement and seller assistance

• Manage and cultivate relationships between partner sales teams, internal sales and leadership teams to align strategy and communication

• Build and maintain successful relationships with partners, and act as the liaison and escalation point for sales related issues between the business and the partners

• Evangelise the clients capabilities internally and externally, differentiating us through our productised services, consulting capability, diverse portfolio and ability to execute

• Work closely with sellers and aligned cloud partner management/sellers to forecast accurate closure of opportunities

• Define and lead marketing initiatives for aligned cloud partners to promote go to market strategies

• UK and International travel opportunities

Knowledge & Experience:

The successful candidate will have a demonstrable track record of successful senior level sales or partner management, consistent high performance and be capable of leading senior engagements within the cloud partners (QBR’s, business alignment) and internally, as well as:

• Strong market knowledge and understanding of trends that impact organisational strategy

• Experience in defining and driving strategic business and marketing campaigns

• Communication skills and ability to build senior and executive relationships

• Broad understanding of cloud technologies and the business challenges that they address

• Proficient commercial acumen and understanding the impact of business outcomes

• Strong planning, organization and reporting skills

• Mentality to execute and deliver

Job Description

Role Overview

As a core member of the client success team, you will be responsible for developing a deep understanding of business needs and will guide key clients towards value realisation. You will

work closely with some of the best Cisco professionals in the industry, delivering growth for the business, driving retention and expansion of the core Cisco Security portfolio.

The successful applicant will demonstrate confidence and professionalism during client engagements, and will possess the ability to communicate effectively with both technical and

executive stakeholders. Highly motivated, collaborative and driven by enabling business outcomes, you will be committed to proactively delivering measurable value across the client lifecycle.

Responsibilities and Duties

• Demonstrate a deep understanding of Cisco security technology and articulate its value proposition.
• Orchestrate the clients’ security journey with Cisco, leverage wider expertise where appropriate.
• Lead client workshops to map tangible business value to solution delivery.
• Understand the clients’ desired outcomes: building and owning measurable plans for achieving success.
• Proactively build and manage relationships with multiple client stakeholders.
• Lead business reviews with key stakeholders that centre around value delivery.
• Deliver updates on product roadmaps and feature enhancements.
• Monitor client health: tracking changes, identifying and escalating risk.
• Drive product expansion through strategic and tactical engagement. Understand and interpret telemetry to deliver contextualised value reporting. Provide advice and guidance on improvement and optimisation.
• Identify additional opportunities to support the clients across other areas of the business, introducing the sales teams where relevant.
• Identify and capitalise on advocacy opportunity
• Facilitate expert led education to ensure product value and functionality is understood and maximised.
• Assist with the creation of bespoke content where required.
• Act as a point of escalation and champion for the clients within the business and Cisco, while managing expectation

Desired Experience

• Minimum 2 years’ experience working in a customer success, software sales, account management, or service delivery role.
• Experience working with Cisco or a similar technology vendor / partner.
• Understanding of SaaS and recurring revenue
• Understanding of Cisco Security desirable.

Knowledge, Skills, and Abilities Required

They are looking for someone with a genuine interest in customer success and a passion for

helping clients achieve their goals. Existing knowledge of Cisco or a similar technology partner

is preferred and an understanding of Cisco Security beneficial. They do not require existing

expertise in all areas; however, they do expect applicants to possess the ability and drive to

achieve expertise within the training that will be provided. The skills and abilities required,

include:

• Genuine interest in customer success. Passionate about helping clients achieve business outcomes.
• Enthusiastic, self-motivated, and committed to continual development. Possess a willingness to learn, share knowledge, and contribute with ideas.
• Excellent communication skills. Able to build and maintain relationships across multiple levels. Able to speak and present credibly at both technical and executive level.
• Team player. Able to work collaboratively across departments, championing our clients and ensuring a high-quality experience.
• Highly analytical and able to translate data into insights.
• Adept at problem solving and able to think creatively and dynamically in response to problems.
• Comfortable contributing in an agile environment
• Effective time management and strong prioritisation skills.
• Willing to travel occasionally to clients within the UK.

Benefits

• Opportunity to work with some of the best minds in the industry to help shape your career.
• Be on the cutting edge of new technology and part of a team that is recognised globally for its expertise.
• Competitive salary based on experience.
• Employee benefits including private healthcare.
• Performance based incentives.
• Full on the job training and support.
• Significant opportunity for advancement.