APJC Partner Business Development Manager

Job Description

Meet The Team

Reporting to the VP of APJC Partner and RTM Sales and dotted line to the Director of APJC Partner Investments, Programs and Experience, you are responsible to collaborate with the Partner Sales Leadership on the development and execution of the Partner sales strategy across the full Partner ecosystem, including sell-to & sell-through motions, partner practice development and the partner GTM on Cisco’s technology platforms.

You will collaborate with your regional peers and leaders across APJC to design strategies aimed at maximizing the success of both Cisco and our Partners in the APJC Market. You will work on strategic projects that maximize revenue growth for the region including developing access to new markets, building new Routes-to-Market, enhancing the Cisco Partner Program as well as developing and execution other GTM innovations required for sustainable growth.

You have strong passion and organizational gravitas, working with the APJC Partner Sales leadership team to make strategic decisions because of your influence. Your role requires collaboration and business insight, with the ability to work and leverage across Cisco’s functions, driving the best results for our partners.

The APJC Partner Business Development Manager role is to strategically drive Cisco’s vision for our partners and customers, as well as maintain an in-depth understanding of the competition, industry practices, market opportunities, and business requirements.

You are a thought leader who can drive innovation in the channel, expert in managing stakeholders within and around Cisco, builds and grows relationships based on trust, and resolves issues with best intentions and balance. This is an excellent opportunity to take on a challenging position with responsibility for driving impact through matrixed teams.

Your Impact

• Support the development of the Partner Sales Strategy for APJC channel business across all Partner types and aligning to the APJC sales strategy.
• Lead Strategic Projects supporting the design and execution of regional strategies to accelerate the partner business.
• Engage WW teams on the strategy, operationalization and execution of the Cisco Partner Program and Global Partner Strategy
• Align with WW and Regional Partner strategies across Cisco architectures and evolve the APJC partner strategy to include existing and new partners in the region.
• Develop and maintain an in-depth understanding of the Cisco Partner Program Portfolio and how it impacts the region.
• Influence WW teams on the design and evolution of the Cisco Partner Program aligned to APJC strategy and needs.
• Benchmark Cisco’s Partner Programs and initiatives against the competition and understand key drivers of success to compete with them in the market.
• Collaborate deeply, build deep trust, and work effectively with partners to develop and execute their strategies to support the Cisco business.
• Contribute and have impact on the regional strategy with your APJC peers and functional support leaders with the success of both Cisco and our Partners front of mind.

Desired Skills and Qualifications:

• Strong experience in transforming organizations to make them more efficient and focused.
• Strong executive presence and ability to build credibility and relationships with partner and Cisco executives.
• Must have some business development and strategy/consulting experience but sales management or sales experience highly desirable.
• Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
• Ability to transition from strategic thinking to managing and solving tactical issues.
• Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes - requires ability to influence without owning processes or organizations directly.
• Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
• Familiarity with Cisco’s full products, architectures, and services offerings an added plus
• Background and understanding of product, service, and channels sales at Cisco or comparable experience from another company.
• Experience building actionable mid-term and short-term business plans based on a deep understanding of the market and execution levers.

Who You'll Work With

You will work closely with the APJC and theater sales organization across enterprise, public sector, commercial and SMB segments. You will also work with Systems Engineers and Architecture teams to ensure the right balance of portfolio mix and partner enablement and practice development. Customer Experience will work with you on helping end customers adopt and maximize value via our Partners. Finally, you will partner with functional experts to help you execute and operate effectively within the Cisco business.

The APJC Partner and RTM sales organization develops and enables the growth strategy of Cisco’s APJC partner ecosystem, including distributors, strategic partners, and Independent Software Vendors (ISV’s), Consultants/Advisors, Cloud Service Providers, Managed Service Providers, Industry Partners, System Integrators and Resellers. In addition to nurturing existing partner relationships, the team is focused on driving simplicity, ensuring alignment, and crafting a clear value exchange with the partner community. The team is also responsible for developing the future channel landscape for Cisco in APJC.

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