Sales Business Development Manager
Location:Offsite, Dallas, Texas, US
Alternate LocationAnywhere USA or Canada
Area of InterestSales - Services, Solutions, Customer Success
Technology InterestNetworking, Security, Service Provider
Offer Operations Manager, Global Partner Organization
Who You’ll Work With
Join a close-knit, fast moving, and highly adaptable team with expertise in managed services, product management, business analysis, and channel partner go-to-market. Our team charter is to drive business growth by enabling provider partners to offer managed services based on Cisco solutions. We work across the organization to form coalitions that solve big problems and address new opportunities. As part of Cisco, we help to shape strategic facets of the technology portfolio and business models.
In this role, you will manage the portfolio of Cisco offers for managed service providers, including smaller MSPs, value-added resellers, and telecommunications service providers. The objectives for the role are to increase Cisco’s market share and partner adoption of related Cisco technologies. You’ll bring your expertise in managed services, the business needs of small businesses, product and solution management, and sales enablement development and execution.
You will also be responsible for collecting partner and seller feedback on Buying Programs and formulating growth strategies and programs to drive the scale and maturity of the programs. You will work with sales acceleration teams to grow adoption of the offers.
What You’ll Do
As an Offer Operations Manager you will work on the following key activities:
· Be the Buying Programs Subject Matter Expert for the Partner-Managed Sales team:
o Understand the ins and outs of each Buying Program
o Understand the integration of Cisco products/offers into the Buying Programs
o Understand the integration of the Buying Programs into the Partner-Managed business, the Provider role, and the broader Partner Program
· Offer Enablement:
o Work with the Partner-Managed Offer Managers to onboard products onto the Buying Programs. Will involve building strong relationships with BU PMs and Operations teams.
o Assess the sales performance of the Offers and recommend changes for continuous improvement
· Product Management:
o Collect seller and partner feedback on Buying Programs
o Advise BEs on Buying Program strategies
o Define new Buying Programs and capabilities as needed
o Maintain the Enhancement Request list for submission to the Buying Program Operations teams, including detailed requirements
o Validate requirements with stakeholders, communicate requirements to the Program teams, and share committed/delivered program enhancements to stakeholders
· Seller Enablement:
o Coordinate with marketing and enablement teams to enable internal partner sellers and specialist sellers succeed with buying programs
o As needed, draft enablement materials, deliver Webinars, provider overview briefings, and transfer knowledge to supporting teams
· Develop project proposals and detailed work plans and often present these to senior leaders.
· Build relationships and influence internal stakeholders to foster effective working relations.
Who You Are
You have direct experience working for or with managed services organizations. You understand the core tools that run these businesses and the process required to bring new services to market. You’ve seen successful – and not so successful – services, and you have a good sense from this experience on how to build successful new ones. You also understand the target customer audience of small businesses – how they approach technology decisions, what they expect from a user experience, the personas of decision makers within these businesses, and how to influence them.
You are a doer. Someone who breaks through obstacles and finds a productive path forward where it isn’t immediately obvious. When you set an objective, you are relentless. You are also a collaborative, structured thinker that invites colleagues into your process early and often—relishing opportunities to work side by side. You welcome the opportunity to meet new people and learn from others' viewpoints. You are a diplomat and can lead in a cross-functional environment where there is often no imperative to follow you. In a time-sensitive, fluid working environment you are nimble and maintain positivity during changes of direction. Big complex problems and opportunities don't scare you – you live to organize and simplify them.
You continuously assess new trends to strengthen your offers’ market positions and determine how to evolve their strategic roadmap, making Cisco more relevant to our managed services provider partners and making our managed service provider partners more relevant to the customers they serve.
· Demonstrated experience working and communicating with multiple stakeholders and cross functional teams, including sales and business development, product management, marketing, legal, and executives.
· Proficiency in product or solution management, including business case development, competitive analysis, pricing, value proposition, and commercial models.
· Skilled in go-to-market strategy, customer experience design, customer success, and/or market research.
· Excellent presentation creation and delivery abilities in addition to more broad sales enablement development experience.
· Prior experience with Cisco Buying Programs is a plus
This position can be based in the USA or Canada. This is a global role, supporting Cisco stakeholders and partners around the world; flexibility for meetings outside of local business hours will be required.
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren't afraid to change the way the world works, lives, plays and learns.
We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.
We are Cisco.
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.