Responsibilities

• Channel Route-to-Market
• Design and optimize global distribution channel routes-to-market (RTM) across geographies, segments, and partner types with emphasis on driving through distribution partners (T1) to reach Silver / Business / Proximity (T2) partners
• Develop and manage partner segmentation frameworks, coverage models, and capacity planning strategies to maximize market reach and partner productivity.
• Define scalable operating models that balance global standardization with regional flexibility and market-specific needs.
• Evaluate distribution and reseller partner ecosystem performance and identify growth opportunities, gaps, and market expansion priorities.
• GTM Program Alignment and Cross-Functional Leaderships
• Lead the Channel Sales Play Center of Excellence (CoE) and manage alignment with Business Unit (BU) pillar leaders.
• Align GTM initiatives with partner program strategies, value propositions, and sales motions.
• Partner closely with Sales, Marketing, Operations, Finance, Product, and Regional Channel teams to execute integrated channel strategies.
• Ensure consistency in messaging, enablement, and execution across partner ecosystems.

Requirements

• Bachelor’s degree in business, Technology, Information Systems, Marketing, or related field.
• 10+ years of experience in channel sales, sales operations, program management, or related functions driving high impact and complex channel initiatives.
• Experience managing cross-functional projects and stakeholder relationships.
• Excellent communication, presentation, and facilitation skills.
• Strong analytical and problem-solving abilities.
• Experience with sales enablement, learning management, and collaboration platforms.
• Technical experience and knowledge with Networking technology in the Campus and Branch areas with focus on Juniper Mist and/or competitive products
• In-depth knowledge of product management, channel ecosystems and the networking industry.
• Proven ability to lead cross functional and geographic teams to achieve results in a demanding environment.
• Excellent verbal and written communication and presentation skills. Highly developed group facilitation and negotiation skills to influence stakeholders and build strong consensus.