Security Partner Business Development Manager - 1366428

Job Description

What you tell others about yourself in this role.

As a Global Partner BDM, I aspire to prove that Customer Success, specifically adoption, is a service motion with a sales result. My role is mainly dedicated to working with our largest Partners who have moved into selling Cisco Security solutions. I am accountable for ensuring that all my Partners successfully build and monetize a lifecycle practice in order for their customers to adopt and realize value from Cisco’s subscription solutions. Together with Partners we develop and execute on their customer acceleration strategy that leads to achieving the business outcomes from the subscription offers faster. We drive the full monetization of the Customer Success practice and delivery of the customer‘s business outcomes. In tandem with the Transformational lead, I stay vigilant with Partners to showcase the profitability of their evolved, Software-rich business model.

Who you work with.

You work in the Global Security Partner go-to-market team that works alongside our Partners, who are willing to transform their business to deliver new value propositions to their customers, based on subscription solutions. You are responsible for contributing to Partner Sales Programs, Promotions and Specializations you engage with global Partner teams, Specialist teams, as well as the rest of the GPO.

Who you are.

You are a sales professional who gets motivated by traveling the extra mile, while working with a truly collaborative approach. You are passionate about business innovation and helping business drive new engagements models. You bring new ideas, fresh thinking and therefore new perspectives on how to drive our Lifecycle approach to the next level through Partners. You advocate innovation and effectively lead through change.

What you know and what you do.

You understand your Partner’s strategic intent, their model, business objectives, and operational maturity

You understand Partner Go-to-Market & Transformation Frameworks and are capable of mapping Partner current practices across the framework

You build a relationship with Partner execution teams (renewal managers and other members of Partner renewals, Customer Success (CS) team, alliance manager, transformation leader, finance director, sales director, sales managers, sales teams, BDMs), Cisco’s CX resources and Cisco’s PAM team (Channel leader, PAM)

You set the right expectations for roles and interactions within Partners around the globe

You challenge your Partner to think differently and set the overall vision and strategic Security plan for Partners

You customize the Adopt methodology and process for the Partner and ensure that Partner Account team embeds it into overall Partner business plan

You build relationships with Cisco and Global Partner team

You lead your Partner through acceleration of the value lifecycle to realize their expected outcomes with their customers

You share standard methodologies for architectures, implementation, adoption & migrations

You use all available resources that support the adoption practice

You develop Quarterly Success Review approach

You serve as the lead spokesperson and ambassador for Customer Success within GPO

MINIMUM QUALIFICATIONS

Strong sales background who is able to translate outcome-based requirements into Cisco solutions

Experience with Security, SaaS subscriptions and software offers

You make a great teammate and are able to motivate distributed teams also in a matrix organization

Strong communication and influence competency

Strong operational skills, ability to execute agreed goals

Ability to build a strategic partner and regional business plan

Ability to understand & contribute to the partners' business model

Proven desire for continuous learning and improvement

Advanced degree is preferred along with at least 10 years of related Partner experience

Strong “Get it done” attitude

Deep understanding of Cisco Security Partner Specializations

Proven track record working with Partners in EMEAR, LATAM, and APJC

Vertical and Industry Knowledge (Healthcare, Retail, and Education)

If you are looking for hands-on involvement in crafting the future direction of Cisco, Partners and Security, we have a place for you.

WE ARE CISCO

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) and only about hardware, but we’re also a software company. And a security company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!

But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool.