Cisco Sales Business Development Manager, Global Partner Organization, Industry Partners in San Jose, California
Sales Business Development Manager, Global Partner Organization, Industry Partners
Location: San Jose, California, US
Additional Location(s) Pleasanton, California, US
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1225440
Job Description / What You’ll Do:
Cisco Systems is one of the most innovative companies in the high-technology industry. With the convergence of OT and IT, the opportunity for new market pursuit with Industry Partners is accelerating. We hire highly talented individuals who will continue Cisco’s global leadership in industry-oriented solutions, helping customers achieve their business outcomes with our Global Industry Partners.
The Industry Partners is part of Cisco’s Global Partner Organization, working with Cisco’s Ecosystem partners to create and deliver innovative solutions, whole offers and innovative GTM engagement models that deliver significant business value for clients, and increased revenue for Cisco. In doing so, our partners and Cisco create and sustain new and profitable growth engines by aligning and applying an architectural and vertical market sales approach.
The Sales Business Development Manager – Global Partner Organization, Industry Partners will be responsible for creating the joint vision & global strategy/frameworks and associated activities to build and optimize joint GTM for accelerated time to revenues. The Global Industry Partner SBDM will work cross-functionally with business units, marketing, finance, operations, sales teams, regional channel teams and other subject matter experts across Cisco to:
Identify opportunities and focus areas for co-innovation within Enterprise Networking, IoT, Security, Data Center, Software, Meraki & Services.
Be the primary SME for joint solutions, partner value exchange and GTM execution.
Evangelize how Industry Partners can optimize the channel/partner route to market for the entire joint portfolio of solutions.
Regular segment interlock and communications within Cisco internally across sales and partner teams Globally.
Advise our programs and operations team on process improvements and profitability guidance as it relates to the joint solutions with Industry Partners and the adjacent ecosystem of partners.
Understand and provide guidance on offer roadmaps and acquisition integration as it relates to the impact on our Industry Partners and rest of partner types.
Be able to articulate trends in the portfolio and relate to knowledge of the industry/competitive pressures and technical/features comparison.
Create and support enablement and practice building frameworks
Develop and/or influence investment proposals and business cases
Develop a ‘point of view’ on financial impacts, business trends, and new partner opportunities
Develop sales contest, promotions and demand generation where appropriate to help achieve goals.
Evangelize Cisco’s IoT vision to our partner teams and ecosystem community
Develop and execute communications plan to drive awareness around our solutions
Manage budgets and investment plans as well as associated return on investments.
The candidate will be responsible for implementing metrics and measurements designed to meet the goals and objectives of the alliance and our solutions.
Assisting with contract management when appropriate
Who You Are:
While candidates are not required to have all of these experiences/skills, the ideal candidate skill set will include:
5+ years of channel and/or sales experience in the OT & IT industry, preferably with a knowledge of industries such as Manufacturing, Oil & Gas, Utilities, Transportation, Smart Cities, Healthcare, Financial Services or Retail.
Industry knowledge of the architecture landscape (competitive portfolio and market trends) for traditional networking, software and services.
Subject matter and technical expertise in relevant Cisco solutions
Able to quickly understand, articulate and evangelize the value of our IoT portfolio for our Industry and Ecosystem partners.
Executive presence and credibility, including having a strong partner financial acumen.
Excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new and creative ways to solve problems. Prior business development or strategy & planning experiences are desired.
Experience in designing/driving complex projects, programs and processes at scale
A keen understanding of relationship development and influence in highly matrixed environments
Comfortable in a remote team working environment; self-motivated and results-oriented
Strategic thinking, analytical skills, strong communication and presentation skills
Experience working in a fast-paced, start-up type sales organization; being a self-starter will be critical to success in this role.
Who You’ll Work With:
You will work on a team of four (9) Global Industry Partner BDMs across 7 verticals aligned to Cisco’s entire portfolio of offers. As a focused BDM will have area responsibility for driving scalable, repeatable joint solutions with and through our Industry partners and the ecosystem. You will report directly to the Director of Global Industry Partners.
You will also collaborate with the following teams: APO, GPO, Global Distribution, Distribution, Software and Services BDM team, business units and sales segment leads.
We seek someone who has a strong aptitude for teamwork, communication and can handle multiple initiatives across a single geography.
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
We connect everything - people, process, data and things - and we use those connections to change our world for the better.
We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more - from Smart Cities to your everyday devices.
We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
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Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.