NX Architecture BDM for APJC Distribution

  • Location:
    Singapore, Singapore
  • Alternate Location
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
  • Job Id

APJC Network Xperience Business Development Manager (G12)


Primary location Singapore; Secondary location Australia


General Description


The APJC Network Xperience Business Development Manager for APJC Distribution is a key role in a soon to be integrated Enterprise Networking and Meraki organization to drive execution of the distribution sales investment and programs of the NX portfolio as well as ensure highly efficient channel operations to support the business. The primary responsibilities of this role are to support the design and operationalization of NX portfolio, investment and sales programs working with the central technology team, as well as manage the operations the EN business in APJC distribution in terms of portfolio enablement and investment design, data/analytics, management reporting, funnel and forecast management, monthly and quarterly business reviews, All-Hands etc. and also take on cross-functional initiatives for the NX leader for APJC distribution.


This is a complex hybrid role combining business development, operations, and program management skills to drive sales programs, day-today operations and strategic initiatives spanning cross-functional organizations. The role is also expected to collaborate across the NX specialist teams, TSA teams, central technology teams, partner organization, marketing, segment sales teams, WW distribution, NX Sales, and SPO (Strategy, Planning and Ops). 


The role will be measured against the success of NX portfolio growth and sales booking in T2 via APJC distribution, and strategic initiatives, as well as timely and efficient handling of the business operations for APJC distribution team.


Roles and Responsibilities


The APJC Network Xperience Business Development Manager is primarily responsible support the design and operationalization of NX architecture investment in distribution and via distribution to our T2 partners, manage and organize the distribution & T2 partner enablement on NX portfolio, manage investment execution with each distributor, as well as in terms of analytics, management reporting, monthly and quarterly business reviews, program contra management, funnel and forecast management, as well as lead strategic initiatives:


  • Partner with NX technology specialist team to design and execute NX investment and sales programs via APJC distribution, sprints and incentives (local and global) across APJC, track progress and measure success 
  • Support the annual plan development, monthly and quarterly reporting, business reviews, All-Hands, funnel and forecast management for the NX specialists team

·       Collaborate with the multiple cross-functional organizations across the Region and WW in including: NX theater teams, TSA teams, central technology teams, partner organization, marketing, segment sales teams, WW NX Sales, and SPO (Strategy, Planning and Ops) to develop and drive execution of the NX Plan

  • Engage with NX Theater and Technology Leaders to ensure execution of the sales programs and initiatives and timely management reporting (Quarterly Earnings Commentary, Business Reviews/Outlook Commentary, Specific Deal Info)
  • Drive awareness of investment and programs and initiatives down to theatres and countries, provide necessary training to ensure ‘last mile execution’ of sales programs and initiatives
  • Analyze and track sales programs performance over time and provide enhancement recommendations to adjust course on programs / initiatives as required
  • Manage the monthly and quarterly business reviews (APJC, WW and NX team) and readiness for these reviews
  • Provide funnel reporting and analysis and forecast management support, as well as specific deals analysis
  • Deliver NX investment & program, incentives and performance communications (e.g. SCP and Full Stack Performance) to theater stakeholders and APJC leadership
  • Manage and ensure program governance and theater/country adherence across APJC
  • Lead strategic projects for the NX team e.g.  business case for solutions localization
  • Monitor NX program contra requirements and execution with finance to ensure adequate funding across the fiscal year and report on the ROI to WW stakeholders


Desired Skills and qualifications

  • 10+ years technological experience with industry networking, cloud networking product portfolio, worked on cybersecurity solutions or for security company is an added plus.
  • 6+ years experience with channels or partners organization, worked with distribution channel development is an added plus.
  • Ability to transition from strategic thinking to managing and solving tactical issues.
  • Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes - Requires ability to influence without owning processes or organizations directly
  • 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.
  • Familiarity with Cisco’s full products, architectures and services offerings an added plus
  • Track record of successful performance as a “change agent” within Cisco or other companies
  • Must have strategy and planning, operations, or program management experience: consulting, business development highly desirable.
  • Demonstrated ability to provide planning and project management in a multi-site virtual team environment for complex projects spanning cross functional organizations, areas, and locations worldwide. 
  • Experience building actionable long and short term plans based on am understanding of the market and execution levers
  • Bachelor’s degree from a reputable university/college
  • Demonstrated ability to provide planning and project management in a multi-site virtual team environment for complex projects spanning cross functional organizations, areas, and locations worldwide. 
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.