Partner Account Executive- ITSP (Sell thru BDM)

Apply
  • Location:
    Bangalore, India
  • Alternate Location
    mumbai; New Delhi
  • Area of Interest
    Business Development
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1444428
Meet the Team
Join Cisco's Strategic Partner Sales Team who collaborates with Cisco’s outstanding global, local and strategic partners to build innovative and differentiated solutions that help grow business. 


Your Impact 
As a member of the Team, you will be responsible for growing the overall Cisco business in line with Cisco priorities & handling executive relationships/ engagements, maintaining a strong governance and growing Cisco wallet share with the IT Service Provider (ITSP) partners. In this role, you will lead executive interactions, sales development and go-to-market alignment with your partners. You will need to build partnership plans which enable partner success through the development of a get-to-market and go-to-market plan. You will also need to work closely with the solution architect team to develop balanced partner solution offerings with multiple Cisco technologies that are embedded in partner service offerings across cloud & infrastructure services, cybersecurity & risk services, collaboration and full-stack observability. The role requires a working knowledge of the as-a-service business models and positioning the value of software and subscription with the key partners. 


Key Responsibilities:
  • Develop and carry out ITSP partner strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offerings
  • Build and maintain executive relationships with leaders of key ITSP partners; handle quarterly executive business reviews (QBRs), communication plans both with internal and external stakeholders.
  • Represent Cisco as an advocate of ITSP partner business and subject matter authority and presenter at internal and external events
  • Serve as an escalation point to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses
  • Take a lead in positioning Cisco value proposition, educating, and marketing across ITSPs with both traditional solutions as well as new technologies such as AI/ Gen AI.
  • Lead the development and communication of the partnership performance analysis (financial performance, key metrics, and related insight)
  • Working with ITSP partners BUs on Cisco products, working on joint solutions, drive proficiency through CoE and practicing development.
  • Coordinate training and enablement plans for partner service delivery teams, ensure sufficient technical enablement to deliver Cisco solutions successfully
  • Deliver on key outcomes as a success metric: increased skills and scale of your partner, measurable incremental pipeline, advocacy and increased mindshare for your partners internally and externally, case studies and references, design wins and repeatable solutions, and increased dedication and impact from partner


Preferred Qualifications

•12+ years of experience in Partner sales, Business development and sales, and product management
• Understanding of key industry trends & dynamics and driving the partners with GTM strategies and execution with strong governance.
• Knowledge of cloud & infrastructure solutions, cybersecurity & risk services, full-stack observability and collaboration.
• Experience of effectively collaborating with local, regional and corporate teams in a large cross-functional organization across time zones.
• Good planning and analytical skills with a proven track record to apply these skills to sophisticated situations with conflicting priorities
• Shown ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations
• Having experience of jumping in and solving sophisticated business operations issues with multiple stakeholders


Why Cisco?
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Simply put – we power the future.
Fueled by the depth and breadth of our technology, we experiment and build meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.


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 (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.

Share

Apply