Sr. Partner Business Development Manager- Full-Stack Observability

  • Location:
    Herndon, Virginia, US
  • Alternate Location
    Any non-Bay area US location
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
    AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security, Service Provider, Software Development, Testing, Wireless, Mobility
  • Job Id
Please note this posting is to advertise potential job opportunities. This exact role may not be open today, but could open in the near future. When you apply, a Cisco representative may contact you directly if a relevant position opens.

The Global Partner Organization’s Enterprise Networking & Cloud Partner GTM team is a collection of high performing experts who develop globally scalable channel go-to-market strategies focused on:

  • Identifying, developing and optimizing route to market opportunities
  • Capturing partner mind/wallet share through enablement, incentives and practice building
  • Building an extended ecosystem capable of delivering customer outcomes
  • Representing thought leadership externally and the ‘voice of the partner’ internally to various Cisco functions – including, but not limited to, Business Units and WW Sales.

As a result of our work, Cisco is better equipped to:

  • Scale sales and accelerate time to revenue for key products/architectures
  • Clearly understand partner business models and the economic impact of Cisco decisions
  • Improve partner value exchanges & define unique roles partners play in Cisco’s success
  • Accelerate the market adoption of key technologies and acquisition integrations

Specifically, this role requires leading GPO’s AppD Channel GTM. This role will interlock with AppD Channel Leadership and teams to create tighter alignment with Cisco’s channel teams, partner programs and partner practice building processes. Success requires a mix of technical / product depth combined with very strong business and leadership skills.

What You'll Do
The GPO AppD SBDM will be responsible for influencing global strategy and associated activities that enhance AppD channel partner practices. This is both within the AppD portfolio, but also recommending how AppD combines with other key offers such as ThousandEyes to form a comprehensive Cisco Observability Stack. The GPO AppD SBDM will be required to work cross-functionally with business units, marketing, finance, sales teams, regional channel teams and other subject matter experts across Cisco to:

  • Understand business & technical uses cases that increase partners investment in Cisco
  • Prioritize partner projects and influence where to invest for the greatest ROI
  • Develop a ‘point of view’ on financial impacts, business trends, and new partner opportunities
  • Evangelize partners as a critical RTM and help update assets for partner consumption
  • Create enablement and practice building frameworks
  • Develop and/or influence budget proposals and business cases
  • Be a central point and proactively interlock best practices / case studies across regions
  • Interface with internal stakeholders and external partner key contacts
  • Be a channel subject matter expert for relevant acquisition integrations
  • Understand offer roadmaps and insert the partner perspective into new product introductions
  • Regularly interlock with field sales/channel teams to uncover new strategic needs and subsequently execute those via pilots, and lead Tiger Teams to drive those initiatives.
  • Champion internal / external partner tools and programs

Who We Are Looking For

While candidates are not required to have all of these experiences/skills, the ideal candidate skill set will include:

  • Excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new ways to solve problems. Prior management consulting, business development, or strategy & planning experiences are desired.
  • Experience in field sales roles (e.g. direct, channels)
  • A keen understanding of relationship development and influence in highly matrixed environments
  • Financial aptitude with Excel business case modeling and/or budget development
  • Experience in designing/driving complex projects, programs and processes at scale
  • An understanding of strategy, industry, and market concepts (e.g. TAM, Competition)
  • Comfortable in a remote team working environment; self-motivated and results-oriented
  • Strong communication and presentation skills – an ability to graphically represent new ideas and concepts to executive leaders
  • Report directly to the Sr. Director of Enterprise Networking & Cloud Partner GTM (EPG) within Cisco’s Global Partner Organization
  • Subject matter, and technical, expertise in relevant Cisco solutions
  • Education:
    • BS/BA or equivalent in a related field
    • Top MBA is strongly preferred