Director, Partner Architectures and Engineering

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  • Location:
    Singapore, Singapore
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None, Cloud and Data Center, Networking, Security
  • Job Id
    1430445

The Director, Partner Architectures and Engineering is responsible for developing partner engineering strategy to ensure partners of all types are capable to sell and deliver Cisco’s platform capabilities across our full portfolio and ensure customer adoption of our technologies across the customer lifecycle. The individual is also responsible for bringing together the Architecture specialist teams on cross-architecture initiatives and also set the foundational enablement strategy across all technologies.

This team will transform our partner technology practices in line with Cisco’s portfolio transformation by enabling partners to design, implement and deploy Cisco technologies, integrate with other solutions, support and build on top of our platforms, ensure adoption of the use cases and ensure they are able to sell these solutions to end customers.

Working across Business Units, Architecture Specialists, other Solutions Engineering and ecosystem team and the Theater Sales Leadership, this role will help partners to develop differentiated practices and offers with the partners’ own unique value and services and sell them in the market.

To be successful, the individual would need to understand the evolving channel business model, transformation of Cisco’s technology portfolio and its impact on the partner ecosystem, as well as market dynamics and competitive environment. The Consultant would collaborate across the cross-functional teams theater and regional teams from Partner Sales, Architectures, SE organization, field sales teams, etc.


Roles and Responsibilities

  • Lead Cisco partner solutions engineers and manage support of partners in their development and implementation of Cisco technologies in the GTM of choice – including architecture partner solution engineers, managed services solution engineers as well as cross-architecture specialists
  • Develop cross-architecture strategy and execution by working across all Architecture Specialist teams in areas such as Secure Networking, Secure AI ready infrastructure etc.
  • Present Cisco’s technology strategy on behalf of the Partner Sales Organization in external forums, partner events and engage in thought leadership with Partner CTOs
  • Understand competitor’s positioning and capabilities and develop strategies and positioning on how Cisco can be successful against the competition
  • Serves as company liaison on specific technical projects with partners especially
  • Work with marketing and product managers to define new products that are also easy for partners to deploy. May provide product feasibility analysis in support of sales efforts with sales representatives.
  • Selects, develops, and evaluates personnel to ensure the efficient operation of the partner engineering function
  • Develop frameworks and methodologies for helping partners in evolving their overall Cisco technology and business practices
  • Engage partners to build up new technology practices on Cisco’s platforms
  • Work with partners on the customer use cases for the technology, where they can add value, how they make money and how to ensure adoption
  • Develop partners’ capabilities to leverage the Cisco ecosystem of ISVs, industry consultants, cloud service providers to further add value to their customer offers
  • Provide feedback and insights to the BU and Architecture teams on the partner requirements
  • Develop a scalable approach for executing technology practice development engagements
  • Conduct regular reviews with the theater sales and partner sales teams and other key functional groups to ensure execution of the practice development strategy
  • Analyze and track partners performance against target metrics for the technology areas
  • Be the escalation point for theaters/countries for work with Region and WW teams on timely resolution matters relating to the technology practices developed during the engagements

Desired Skills and qualifications

  • 15+ years experience in the IT/technology industry, preferably as a consulting technical or solutions architect or technology consultant working for vendors or the vendors’ channel
  • Strong understanding of Cisco’s core technology portfolio in Networking, Security, Data Center and Collaboration - CCIE certification in one or more of these areas desired
  • Sound knowledge of AI, hybrid cloud, containers and microservices desired. Proven experience in software development or API driven development also a plus.
  • Familiarity with competitive vendors’ solutions and offerings in the market
  • Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes - requires ability to influence without owning processes or organizations directly.
  • Experience leading large teams desirable. Proven ability to influence and lead in a highly matrixed model
  • Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
  • Background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
  • Track record of successful performance as a “change agent”
  • Experience building actionable business plans based on a deep understanding of the market and execution levers
  • Bachelor’s degree from a reputable university/college in a technical field

Why Cisco?

#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters – with people like you!

Nearly every internet connection around the world touches Cisco. We’re the Internet’s optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it’s not what we make but what we make happen which marks us out. We’re helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We’re helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world – whether through 5G, or otherwise.

We tackle whatever challenges come our way. We have each other’s backs, we recognize our accomplishments, and we grow together. We celebrate and support one another – from big and small things in life to big career moments. And giving back is in our DNA (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we’re committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! #WeAreCisco 

Message to applicants applying to work in the U.S. and/or Canada:

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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

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.

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