22 days old

Manager, New Buying Centers Acceleration

Cisco
San Jose, CA 95113

New Buying Centers Business Development Mangager

Global Partner Transformation Organization

United States

The Business Group

As customers look to expand their digital capabilities, new functional teams, or buying centers within their companies are becoming an increasingly integral part of the technology decision making process.  These new teams often have their own budget and technology influence, and the budgets they control have been growing twice as fast as IT budgets for the past few years.  By accessing these New Buying Centers and connecting them to IT, we collectively increase our relevance to the customer, deliver business outcomes they value, and increase deal sizes together with our partners.  One of the most effective ways to access these New Buying Center budgets is to connect our existing partners and sales teams to new Ecosystem partnerships to create a multi-partner-to-partner (P2P) co-selling motion. 

The New Buying Center Group within the Cisco Global Partner Organization will focus on building these GTM co-selling ecosystem partnerships and multi-partner-to-partner (P2P) motions with and for our cross-Geo and cross functional stakeholders.  The New Buying Center group is a center of excellence for building GTM frameworks/methodologies, piloting new ecosystem co-selling motions and enablement with the sales teams, and packaging best practices to scale across regions and countries.

Reporting to: Director, New Buying Center

Role & Responsibilities

The New Buying Center Business Development Manager will work closely with the Director of New Buying Centers to build, pilot, and develop partner enablement to ensure partner and Cisco success by coordinating cross-functional activities with Global Sales and Segments teams, Geo-Regional Sales and Partner teams, Business Units, Marketing, Finance, Business Operations, and other subject matter experts across Cisco to:

  • and focus areas for solutions across the Cisco portfolio together with stakeholders.  
    • Align point of view on where Cisco is at the field level with accessing new buying centers
    • Confirm industry vertical prioritization with sales segments, product business units, and sales regions.
    • Develop a point of view on financial impacts, business trends, and new partner opportunities 
    • Be the primary subject matter expert (SME) for industry joint solutions, ecosystem partner value exchange and go-to-market (GTM) creation, piloting and execution. 
    • Provide guidance on offer roadmaps as it relates to the impact across all partner types. 

  • built with new multi-partner-to-partner (P2P) selling motions across new partner types/roles and based on new value exchanges.
    • Incubate and Pilot new partner type joint solutions through alternative routes to market relevant to the Geos and determine what makes them successful; lead the change that we need within Cisco to systematically codify the conditions which make them successful (e.g., programs, incentives, enablement)
    • Identify lighthouse accounts, and partner capacity needed in Geo.  Pilot coverage models with Geos.

    • Manage budgets and investment plans as well as associated return on investments based on metrics.
    • Create and implement leading and lagging metrics designed to assess progress of New Buying Center access.

  • Sales-kit with Partner Offer Stack, Customer Wins, enablement, pipeline building sales plays, demand generation, marketing messaging, localized presentation, sales contests, promotions, and best practice capture knowledge base.
    • Drive awareness around joint solutions by developing and executing communications
    • Establish a rigorous communication interlock across Cisco internal stakeholders and partner teams globally.  

       Ability to manage multiple tasks at the for each partner type on how to achieve success, in partnership with New Buying Center Director, Cisco DevNet, global segment teams, regional partner organizations and country partner leaders

Minimum Qualifications:

  • Bachelors degree in Engineering or Finance/Economics, Masters in and/or MBA preferred
  • 5+ years of partner facing and/or sales experience in the OT & IT industry, preferably with a knowledge of industries such as Manufacturing, Oil & Gas, Utilities, Transportation, Smart Cities, Healthcare, Financial Services or Retail. 
  • Proven track record of building up partner relationships and pilot initiatives with different partner types in different regions
  • Demonstrated ability to influence cross-functional virtual teams
  • Industry knowledge of the Cisco architecture landscape (competitive portfolio and market trends) for traditional networking, software and services. 
  • Experience in designing/driving complex projects, programs and processes at scale 
  • Highly organized, strong project management and follow-through skills
  • Intermediate to advanced PowerPoint presentation writing skills
  • A keen understanding of relationship development and influence in highly matrixed environments 
  • Executive presence and credibility, including having a strong partner financial acumen. 
  • Excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new and creative ways to solve problems. Prior business development or strategy & planning experiences are a plus. 
  • Demonstrated ability to work closely with and advise senior executives (VP+)


Categories

Posted: 2019-11-22 Expires: 2019-12-27

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Manager, New Buying Centers Acceleration

Cisco
San Jose, CA 95113

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