Partner Account Executive

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  • Location:
    Beijing, China
  • Area of Interest
    Business Development
  • Job Type
    Professional
  • Technology Interest
    Networking
  • Job Id
    1446026

The Partner Account Executive – SMB and Mid-Market plays a critical role driving partner activation and scaling efforts across both SMB and Mid-Market in the field. The PAE, SMB & Mid-Market helps build mindshare across both SMB and Mid-Market customers with partners in local territories, executes joint demand generation and business development activities across both SMB and Mid-Market, and partners with the Scale theater leaders to define and activate focus partner/ RTM list across both SMB and Mid-Market in their aligned territory. They work closely with the iAE Mid-Market Pod, and iAE SMB aligned to their territory who are managing the individual opportunities with customers and partners.

Your Impact

We are seeking a dynamic individual to help drive Cisco's partner community, our #1 route to market.

  • Achieve assigned quota targets for the designated Small & Medium Business and Mid-Market territory (and/or Focus Partners).
  • Lead quarterly territory planning and reviews in collaboration with the Mid-Market Pod, and the SMB Pod
  • Lead monthly CCW and SFDC pipeline deep-dives with the Mid-Market Pod and the SMB Pod
  • Own full responsibility for managing SMB opportunities through the entire sales cycle
  • Primarily partner facing, could attend a customer meeting with a partner if local presence needed.
  • Maintain a comprehensive understanding of Cisco’s full product portfolio to deliver the “One Cisco Story”
  • Stay updated on industry trends, market dynamics, and competitive insights to inform strategy and execution
  • Responsible for strategic SMB and Mid-Market engagements with Channel Partners and Distributors
  • Executing joint demand gen activities focused on SMB and Mid-Market: events, call out days, contests, education on new offers, basic enablement

Minimum Qualifications:

  • You have at least 5 years of experience working with Partners in the Technology Industry.
  • You have a business background that enables engagement with Business Decision Makers along with a sales background that will enable teamwork within Cisco and our Partner community.
  • You have the required skills to develop a Business Plan that combines the Partner’s key initiatives and Cisco’s priorities for mutual success in the marketplace.
  • Demonstrate Cisco’s guiding principles throughout everyday interaction and decision making
  • Deep understanding of Cisco’s product portfolio and the ability to convey the “One Cisco Story” effectively
  • Strong relationship management skills to build trust and drive results with partners and the Mid-Market and SMB Pod members as well as the inside sales Pod managers

Preferred Qualifications:

  • A flexible personality to work within a matrix environment.
  • You can develop and clearly articulate objectives using both analytical thinking, reference to facts and standard methodologies.
  • You have passion, energy, excitement and intensity to represent the best channel partners internally.
  • Oral English communication.

#WeAreCisco

#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.

Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.

We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!

Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and 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 (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.

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