Secure Edge Partner Business Development Specialist - Norway
Area of InterestBusiness Development
What You'll Do
The primary focus of the role is to build credibility & trust with Partner Senior Executives and to inspire investments in Cisco-centric security practices. There will be two key partner focused objectives: influencing partner sales teams & driving strategic alignment.
First, influencing partner business transformation in the form of new solution/service offerings, unique value propositions & differentiation, sales & operational processes, and internal consumption of Cisco security solutions. Another key component is driving Partner Sales Productivity. This will require the Cyber Security Partner Specialist to grow registered opportunity bookings via Cisco Security Programs (within a specific portfolio of partners) as well as build trust, credibility & relevance with Partners’ sales teams to increase the number of active Partner AM sellers of Cisco security solutions. Success will require a strong baseline of experience in customer-centric sales of Cisco security solutions & the related ability to coach by example (adopting a "train, teach, position" methodology, which may require joint customer calls). Key performance indicators will be followed to measure progress on a monthly, quarterly and annual basis.
The Second focus of the position is to drive strategic alignment between our Partners & Cisco’s Sales Teams to maximize our collective success. This will require working with Cisco Regional Sales Managers (inside & outside of GSSO) as well as the local Manager of Partner Operations to develop, communicate & execute Regional Go-to-Market, Channel Plans which include focus/big bet partner identification, early engagement/inclusion initiatives, and loyalty, recognition, & communication plans.
Who You'll Work With
You must have a level of business maturity, flexibility and the instincts to adapt to a high-energy, dynamic environment characterized by high growth expectations and a collaborative culture. This individual must work extremely well in cooperative teams, but also expect to work independently and with a set of diverse individuals on a regular basis.
Who You Are
The successful candidate will bring a significant knowledge base and in-depth understanding of BOTH: Sales & Channels dynamics. Previous experience of 5+ year working in channel sales and/or a Commercial, Enterprise, SLED, GSP or Security Account Manager is preferred.
Individual must be able to quickly establish credibility with Partner principals & sales teams. They must inspire trust and be viewed as a sales leader - capable of training, teaching, & helping partners position Cisco’s security solutions in customer-facing engagements.
The ability to listen, make recommendations and influence Partner executives is required. A strong personal network of executive relationships is optimal. This person will need to be a strategic thinker with effective communication & influence skills.
A successful candidate will be customer focused, achievement-driven and possess an impressive executive demeanor. They will bring a true team-orientation and collaborative approach in addition to possessing excellent presentation skills, including strong verbal and writing capabilities.
Key Responsibilities include the following:
• Understand key industry trends and dynamics that are driving the need for major partner AND customer change in security
• Build capacity, capability, & collaboration within a portfolio of Partners to achieve: Loyalty & Transformation
• Develop a close partnership with the Cisco Technical Solutions Architect in order to lead and execute a technical strategy that is aligned to the Partner’s commercial strategy
• Engage & Coordinate Extended Team resources to provide multiple touchpoints within a Partner’s organization to scale resources, & drive accountability for the achievement of Partner goals & objectives
• Establish a reputation as a SALES leader- capable of articulating how customers achieve business transformation (assist Partners with GTM strategies, planning, & provide sales coaching through customer-facing engagements)
• Demonstrate, quantify, and translate how technology can provide customers (through partners) with sustainable competitive advantage and improve business outcomes
• Leverage financial acumen & sales experience to grow mindshare & wallet share within Partner’s Account Teams
• Continued investment in personal development (including product / solution expertise tied to Cisco’s Security Priorities)
#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters - with people like you!
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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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
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 pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate 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.