Distributor Partner Account Manager

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  • Location:
    Bangkok, Thailand
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1419061

What You'll Do:


Strategy

  • Transform distribution channels into business engine to drive business growth especially SB and RunRate. Identify gaps and derive strategy to transform Cisco velocity GTM via distribution channels.
  • Work with key stakeholders in Sales, Marketing, Operations & Finance to clearly define channel strategy; meaningfully increases coverage into SMB marketing & yields minimal channel conflict.
  • Work and engage between distributors and partners, provide a push strategy and improve end to end selling cycles from Booking, POS to End-users
  • Provide and recommend appropriate product and position pricing especially into SMB via distribution and partners
  • Partner with distributors to establish and build sound in-country business and marketing plan

Transformation

  • Influence distributors to transform from logistical excellence to beneficial distribution
  • Drive distributors to skill up with Cisco certification programs and build service practices to support distribution to non-certified/non-skilled partner/agents of Cisco
  • Influence distributors’ mind-set along with Cisco business direction, highlight business preposition and opportunity, bringing them into another incremental arena
  • Responsible to influence and provide justification to regional teams to localize policies and implementations for in-country

Operations

  • Build a complete database of partners, VARs & retailers in country and work with sales teams to identify strategies to acquire and enable key partners.
  • Build a dedicated, well-educated Small & Medium Business reseller sales force for non-named accounts in-country. Maintain a geographical and technological balanced coverage with emphasis on Tier 2 Cities too.
  • Work with functional support teams to identify a clear process & launch tools to maintain accurate customer, prospect and register deals information to minimize channel conflict.
  • Work with Distributors to design appropriate and directive channel programs to adapt to local needs, driving top-line, profitability and channel loyalty
  • Understand distributors’ landscape, identify gap, growth areas and provide recommended performance matrix.
  • To monitor and drive distributors’ quota achievement and inventory management
  • Conduct regular interlock session with distributors to ensure execution of revenue plan and provide recommendation and assistance if sales get well plan/recovery is needed
  • Manages distributors’ pipeline and helps to close deals if needed.

Enablement

  • Distributor enablement and drive Distributor readiness for Architecture/ Technology focus
  • 2-tier Partner enablement, i.e. new Product release, work with cross-functional team beforehand to deliver complete set of Partner Enablement deliverables: “Partner Readiness” Selling/Marketing Content, Sales & Technical Training and sales/technical tools for distributors and partners
  • Increase partner value through differentiation of their value proposition to our customers. Work with selective number of identified channel partners, including improving sales readiness of partners.
  • Work with Commercial & Marketing Leads to execute Inbound/outbound demand generation marketing to drive leads and supporting conversion metrics.
  • Responsible to take lead on facilitating both the operational and executive channels program councils for in-country

Sales & forecasting

  • Provide weekly, Quarterly and Yearly forecast, Pipeline reviews, Distributor quarterly business review & follow-up of key business metrics relating to Sales activities thru channels for local country and region team

Who You Are:

  • Requires a minimum degree and 8 years channel or distribution sales experience in a fast-growth, high Technology, or IT Distribution company.
  • Must have strong relationship selling skills within the channels community and be able to lead business review with partner executives.
  • Must be a self-starter and strong closer with multi-tasking ability.
  • Understanding of distribution and resellers' business organizations and their business is required.
  • Experience selling in a high technology and networking industry and knowledge of LAN and/or WAN networks is required.
  • Excellent negotiation and closing skills are a must. Requires practical experience using influence management to achieve goals.
  • Possess a general understanding of legal contracts.
  • Excellent written and verbal communication skills.
  • Strong eye for business
  • Partners focus
  • Phenomenal Teammate & Collaboration abilities
  • Leadership
  • Organizational versatility

Why Cisco?

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all. 


We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!


But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)


Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.


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! 

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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