Co-sell Business Development Manager
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Location:Minato, Japan
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Area of InterestBusiness Development
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Job TypeProfessional
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Technology Interest*None
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Job Id1437088
【所属する組織の概要】
パートナー事業のビジネス本部はシスコのソリューションや製品のパートナーを通じた市場展開および売り上げ貢献に責任を持っています。チームは各パートナー担当営業、担当するソリューションおよび製品群に関わる組織やISVと連携して、パートナーへの販売促進および製品展開を計画・実行します。
【職務内容】
1. シスコの製品群および関連ソリューションを理解し、ISVを始めとするエコシステムパートナーと戦略的協業関係を構築します。
2. この領域において提携する主要なISVやエコシステムパートナーとの共同ソリューションの検討、共同ソリューションの展開および共同販売の計画において主体的な役割を担い、関連するシスコ製品の売り上げ増大に貢献します。
3. 立案したビジネス計画実行のための投資計画、プログラム, プロモーション、キャンペーンの提案、提供を行います。
4. シスコ社内のハイタッチ営業や製品営業と連携して、協業案件の推進や協業案件による売り上げ成果の管理を行います。
5．シスコ本社事業部門やアジアパシフィックチームと連携して、ISVやエコシステムパートナーとのより高度な関係作りを行い戦略的協業関係を推進する。
【このポジションの魅力】
・ISVやエコシステムパートナーとの協業を通じて、業界の最新ソリューションを横断的に経験する機会があり、またシスコのコアソリューションや製品販売推進を他社との協業やアライアンス活動により推進する、貴重な業務経験を積むことができます。
・US事業部門や日本法人のエグゼクティブとの日常的なコミュニケーションも多く、より高いレベルでの仕事環境を得ることができます。
・シスコが新たにチャレンジする事業領域に関わることも多く、その業務の課程ではリーダーシップを発揮する機会が多く、より大きなビジネスを担うための経験を得ることができます。
【必須（MUST）】
・IT営業もしくはプリセールス経験8年以上
・英語 (TOEIC 800 程度prefer)
・リーダーシップと自己解決能力（問題解決のためのチーム作りとリーダーシップの発揮が求められます。）
【歓迎（WANT）】
・ビジネス開発経験
・パートナー営業経験
・ハイタッチセールス経験
・プリセールス経験
•- Partner Activation: Helping Partner build relevant enablement content for Cisco sellers and Cisco specialists/engineers as well as orchestrate training webinars from Ecosystem to Cisco sales
•- Partner Acceleration: Through matching Ecosystem Partners to Partner Resellers in order ignite and foster joint GTM strategy between multiple partner types. Lead and facilitate Joint account mapping and new opportunity identification through co-sell workshops as defined by the Co-sell Execution Lead.
•-Partner solution’ Scaling: Creating repeatable successes across Japan, leveraging the community of Geo Co-sell BDMs, Partners and local Disti, as well as through the creation and amplification of “Win stories”
•Lead and drive Co-sell internal adoption training and enabling to the “Co-sell Squad” (Partner Sales, BDMs and other Channel and ecosystem facing roles) on the End-to-End Co-sell practice (Co-sell business Development and co-sell Operations) fostering and nurturing the “Co-sell Squad” community in the country
-Manage co-sell incentives for Focus Strategic Partners and act as orchestrator that unlocks Partner’s investment potential
-Point of Escalation for Sales Operations. Work cross-functionally and with Co-sell Execution lead to ensure optimal Partner experience across Digital co-sell tool
-QBR: Build and present to Leadership quarterly Business Reviews targeting Top Growth Strategic Partners leveraging metrics & reporting tools, Global dashboards and local co-sell business insights
-Work with Sellers and Partner teams to build pipeline and new bookings growth leveraging the value of Ecosystem Partners by leading the following activities:
oExecute Sales Strategies such as Sales campaigns and Sprint, aligned to Global sales and Geo priorities
oAlign and engage relevant Ecosystem Partners that will help drive increase revenue and bookings through these Sales campaigns and Sprints
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.
Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:
.75% of incentive target for each 1% of revenue attainment up to 50% of quota;
1.5% of incentive target for each 1% of attainment between 50% and 75%;
1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.
For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.
