Virtual Partner Engagement Manager - Mumbai
Cisco
Mumbai, Maharashtra, India
What You'll Do As a VPEM – Midsize SCALE, your primary responsibility will be to support and enable our partner network to effectively sell and promote our solutions to customers in the Commercial Midsize segment. You will work closely with a group of ~10-12 mapped partners in the respective hubs in India, helping them understand our solution's value proposition and align it with customer needs. Your success in this role will be measured based on the bookings generated by these partners. As a VPEM, your goal is to empower partners with the knowledge and tools they need to effectively sell our solution within GVSE’s programmatic selling motion. By enabling partners to deliver our value proposition with confidence, you'll contribute significantly to the growth and success of both the partners and our organization. Key Roles and Responsibility: Sales Support and Alignment: Collaborate with partners to understand their specific customer requirements and align our solution to meet those needs. Guide partners in identifying the key stakeholders within customer organizations, such as the champion and economic buyer, to expedite the sales process. Help partners identify and address any competing solutions in the market, positioning our solution as the best fit. Relationship Management: Build and maintain strong relationships with the assigned partner network, acting as the main point of contact for any queries or support they may need. Regularly communicate updates, product information, and sales collateral to partners to keep them informed and engaged. Address any partner concerns or challenges promptly, ensuring a positive and productive working relationship. Leverage MEDDPIC to Drive Programmatic Sales Motion: Implementing the MEDDPIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, and Champion) framework to guide partners in understanding customer needs, aligning our solution effectively, and expediting the sales process. Performance Monitoring and Analysis: Monitor the performance of each partner in terms of bookings and sales metrics. Analyze partner sales data to identify areas for improvement and growth opportunities. Provide regular reports and updates on partner performance to the management team. Process Optimization and Efficiency: Work with partners to streamline the sales process and improve efficiency in closing deals. Share best practices and success stories among the partner network to drive overall performance improvement. Continuously seek feedback from partners on the effectiveness of our support and implement improvements accordingly. Market and Competitive Insights: Stay up-to-date with industry trends, market dynamics, and competitor offerings to offer relevant insights to partners. Provide feedback to the internal teams about partner needs and market demands to enhance our solution.
