Sales Business Development Manager - 1385351

  • Location:
    Herndon, Virginia, US
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Internet of Everything, Networking, Security, Service Provider, Software Development, Testing, Webex (Collaboration), Wireless, Mobility
  • Job Id
    1385351
 

The Global Partner Organization’s GTM Initiative Scaling team (GIS) 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, Cisco Business Units and WW Sales organizations.
  • 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 will be a member of GPO’s GIS team and gather input from key stakeholders such as Cisco BUs, Geo leaders, Architecture teams and Partners, to shape the incentive strategies that drive required partner behaviors. This role with team heavily with the GPO Partner Programs team ensuring clear handoffs from the inception of the business ideas over to the programs team owners. Success requires a mix of technical / product depth combined with very strong business and analytic skills. Financial modeling skills required.

 

What You'll Do

The GPO Incentive Strategy SBDM will be responsible for influencing global strategy and associated activities that enhance channel partner practices. The GPO Incentive Strategy 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.
  • Champion internal / external partner tools and programs

 

Who We Are Looking For

 

While candidates are not required to have all these experiences / skills, the ideal candidate’s 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 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 to the Sales Business Development Manager 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
  •  

Cisco Covid-19 Vaccination Policy

The health and safety of Cisco's employees, customers, and partners is a top priority. Our goal is to protect and mitigate the spread of COVID-19 infection for strong business resiliency during the pandemic. Therefore, Cisco requires all new hires to be fully vaccinated against COVID-19 in the U.S., unless otherwise prohibited by applicable law, and in countries where COVID-19 vaccination is legally required. The company will consider legally required accommodations/exceptions for medical, religious, and other reasons as per the requirements of the role and in accordance with applicable law. Additional information will be provided to candidates about the requirements and accommodation process at the offer time based on region.

 
Cisco Covid-19 Vaccination Requirements
The health and safety of Cisco's employees, customers, and partners is a top priority. Our goal is to protect and mitigate the spread of COVID-19 infection for strong business resiliency during the pandemic. Therefore, Cisco may require new hires to be fully vaccinated against COVID-19 if the role requires business-related travel, meeting with customers/partners (including visiting third-party sites on behalf of Cisco), attending trade events, and Cisco office entry, unless otherwise prohibited by applicable law, and in countries where COVID-19 vaccination is legally required. The company will consider legally required accommodations/exceptions for medical, religious, and other reasons as per the requirements of the role and in accordance with applicable law. Additional information will be provided to candidates about the requirements and accommodation process at the offer time based on region.

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