Distribution Account Manager

Job Description

Distribution Account Manager

Together, Partners and Cisco are helping customers on their digital transformation journeys. As a Distribution Account Manager for Cisco, your primary responsibility will be to drive revenue growth through our partners in the 2T route to market and work with Cisco's Partners and Distributors to develop and grow a profitable business focused on Cisco Solutions. You will utilize your exceptional presentation and relationship building skills to convey the Cisco value proposition to large groups of sales people to influence mutual growth. You will also work closely with both the inside and field sales teams to ensure we get the most benefit from the partnership. Successful candidates will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit. If you have a passion for growing a business and proven track record of success, we want to hear from you.

What you will do:

• Develop and leverage executive partner and distribution relationships to grow Cisco mindshare across all levels of the partnership
• Generate enthusiasm and passion for Cisco products among partner sales and engineering teams
• Co-create differentiated solutions and build strong architecture practices
• Build, deliver and maintain quarterly business plans together with your Distribution Partner
• Develop and oversee marketing, sales plays and incentive programs to drive sales
• Coordinate sales and technical training for partners with subject matter experts
• Facilitate communications and, manage the pipeline and deal flow between partner and Cisco sales reps
• Manage EOQ/EOY order processing process
• Key contact for order management tactical issues
• Point of contact for order entry issues for the Distributor

Who You'll Work With: Partner Account Managers work closely with their Distributors and other Ecosystem partners, Account Managers, Business Development teams, Systems Engineers and other Cisco Channel team resources to ensure the success of the joint partnership. This individual should be an advocate for the unique value that their Partner(s) and Ecosystem partners brings to the market. You will develop executive and sales alignment to understand your Partner business model, profitability levers, and strategic objectives.

Past Experience (Or Business & Sales Experience)

• Open and Trustworthy – you think the best of those around you, ask questions to confirm this and avoid jumping to conclusions. You treat others with respect.
• Self-aware – you understand how others perceive you, and have the ability to understand a situation from the perspective of others.
• Results Oriented – you identify areas where we can improve as a team, and raise and address them directly.
• Accountable – you take ownership of yourself and your circumstances
• Collaborative - you share early and often to engage those around you
• Business acumen in Cloud technologies, Software sales, Managed Services and different partner business models and new consumption models
• A business background that enables engagement with Business Decision Makers along with a sales background that will enable collaboration within Cisco and our Partner community
• A demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions for Partners
• The skills to development a Business Plan that combines the Partner’s key initiatives and Cisco’s priorities for mutual success in the marketplace
• A super flexible, positive, and creative attitude and can work in a dynamic, fast paced and changing environment
• An autonomous thought process and can drive business results.
• Ability to establish relationships, gain consensus, rapidly establish credibility with and gain confidence of multiple areas across Cisco and Partners.
• 
  Minimum Requirements:
  
• 3+ years experience working with a Manufacturer or Partner in the Technology Industry
• A bachelor’s degree in a related field or the equivalent experience
• Strong executive presence and financial acumen
• A flexible personality to work within a geographically distributed and matrix environment.
• Excellent interpersonal, facilitation and negotiation skills
• Tenacious and aggressive “hunter” mentality
• Ability to articulate the value of technology in terms of what it allows customers to do, versus the speeds and feeds of a product
• Understanding of current industry trends in automation, analytics, and security
• Good working knowledge of Cisco’s portfolio of solutions and market positioning desired
• Excellent written & verbal communications, influencing, and presentation skills
• Excellent collaboration skills, in particular, ability to effectively lead a large virtual meeting
• Ability to work closely across both sales and technology groups within partners and at Cisco
• Ability to logically plan, set priorities, identify, and resolve problems producing measurable results

Why Cisco
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.