7 days old

Partner Distribution Account Manager

New York, NY 10007

Distribution Account Manager

Cisco seeks a Distribution Account Manger to drive growth through the distribution within the 2T partner segment. In this position, a strategic focus and the ability to understand distribution and partner business needs is essential. The ideal candidate will have a strong ability develop and execute strategy, determine business drivers, drive growth, and work with internal and external resources to bring that strategy to life. This is a great opportunity for someone with the right capability to develop key skills and achieve career advancement in an exciting solutions-oriented business development role. The successful candidate will be able to work in a fast-paced environment, work independently as well as in a team environment and manage change effectively. 

The ideal candidate will have experience in enabling market growth:

3+ years of proven success in outside sales
Experience selling or interacting with partners/and or customers.
Strong skills in communication, presentation and business acumen.
Demonstrated knowledge of a process for managing a large territory, including demand generation, partner development, forecasting, quota attainment.
Must be an aggressive self-starter with ability articulate Cisco product and business strategies, and create the demand to grow the 2T partner segment.

       Leadership and mentoring skills

       Quarterly QBRs with Cisco and Partner executives

       Drives Joint Account planning workshops between Cisco and partner teams

       Align and be considered part of the extended team for relevant Cisco AVPs and/or ODs

       Ability to also strategically plan with the partner to understand macro/micro technology trends and where their company will be positioned in 1,2,3 years out

       Strategic Thinker Ability to:

o   Develop strategic Partner business plan that includes marketing/demand generation focus, sales alignment, sales enablement, performance forecasting, etc

       Understand and position Cisco solutions in relation to overall technology industry and what is the best fit for partner capabilities/profitability.

       Drive with Partner Director major MOU investments

       Work with SE counterparts to align technical enablement of partner to match strategic technology direction

       Identify strategies to improve partner sales rep effectiveness

o   Executive Relationship and Communication skills

       Monthly 1:1 with relevant partner CXO, Sales and Marketing executives to drive strategic business plan

       Be key point of contact for partner executives for relationship management issues

o   Strong financial acumen

o   Proven ability to Influence

       Partners to invest in new Cisco services and solutions

       Ability to influence Cisco Sales teams to see value of partner and understand white space opportunities in individual Cisco Areas/Operations (and potentially regions)

       Able to lead PAM II and vPAMs as a team without them being direct reports

       Excellent written and oral communication skills

       Point of contact for partner field sales reps on Cisco questions

o   Excellent analytical skills

       Strong working knowledge of Excel Cisco and Partner pipeline reporting, Pipeline variance reporting, and analysis on past/present deal close rates, pipeline efficacy, forecasting accuracy etc.

       Measure Sales ROI for demand generation activities

o   Strong financial acumen

o   Excellent product, services and architecture knowledge

       Identify Distributor strengths and weaknesses in relation to Cisco solutions and work with Distributor to prioritize solution development

       Manage EOQ/EOY order processing process

       Develop and drive Cisco product and potentially soft skills training for Distributor sales organization

o   Excellent operational skills

       Key contact for order management tactical issues 

       Point of contact for order entry issues for the Distributor

       Financial acumen

  General understanding of Balance sheet & Income statement, cash flow, markup & discount, EBITA, valuation impacting factors

  Solid understanding of sales compensation GM vs Revenue i.e. Partner vs.Cisco

Executive presence

  Exceptional presentation skills, demeanor, confidence, engagement, willing to engage those        outside immediate relationship to gather perspective

Business acumen

  Solid understanding of the landscape to ensure positive outcome, competence related to organizational structure - ability to apply

  Ability to balance Cisco and the Partner business needs

  Truly viewed by partners as a trusted advisor that has significance influence on shaping and directing Cisco investments, strategy (able to tailor conversation to match needs of varying partner types & models & personalities

  Student of the industry, understands market trends, looks for creative ways to invest in partner from resources to cash)

2. C-Level Relationships

  Highest level across Cisco & Partner (Customers optimal)

  Highest level of collaboration with Cisco field teams (contributes to planning, holds self and others accountable, is flexible in approach to earn seat at table)

3. Strategic Planning / Strategic Thinker

  Understands next gen partnering (ISV, SI, Outsourcers, Influencers, Consultants)

  Consistent long-term partner planning / goals, execution (Builds 1-3 year plans)

  QBRs/QBPs are transformed to strategic direction planning meetings

  Introduces new business models, GTM practices to accelerate business growth

  Build ONE team with Arch resources, service, Cisco Cap, Marketing, etc.

4. Leadership Skills

  Highest level of conflict mgmt / resolution skills

  Ability to simplify

  Builds a brand as a leader, drives innovation, creative thinking, brings others skills up, aspires to teach, mentor to others

  Represent MPO/Director as needed

  Advanced ability to understand / advocate Business Relevance Outcome selling concepts


5. Execution Skills

  Demonstrates highest levels of responsiveness, prioritization, communications and execution across entire business / target audience (Segments, Partner)


Posted: 2019-12-04 Expires: 2020-01-03

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Partner Distribution Account Manager

New York, NY 10007

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