1+ months

Global Director, Sales Business Development, IBN Channel GTM

Cisco Systems Inc.
Herndon, VA 20170
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The Global Partner Organizations Enterprise Networking & Cloud Partner GTM team is a collection of high performing experts who develop globally scalable channel go-to-market strategies focused on:  

       Identifying, developing and optimizing route to market opportunities 

       Capturing partner mind/wallet share through enablement, incentives and practice building 

       Building an extended ecosystem capable of delivering customer outcomes 

       Representing thought leadership externally and the voice of the partner internally to various Cisco functions including, but not limited to, Business Units and WW Sales. 

As a result of our work, Cisco is better equipped to: 

       Scale sales and accelerate time to revenue for key products/architectures 

       Clearly understand partner business models and the economic impact of Cisco decisions 

       Improve partner value exchanges & define unique roles partners play in Ciscos success 

       Accelerate the market adoption of key technologies and acquisition integrations 

Specifically, this role requires leading Ciscos Intent Based Networking Channel GTM team consisting of approximately 10 global sales business development managers and another 20 - 25 indirect reports across Ciscos highly matrixed functions and global geographies. Success requires a mix of technical / product depth combined with very strong business and leadership skills. 

What You'll Do 
The GPO Intent Based Networking Director will be responsible for creating global strategy and associated activities to build and enhance Ciscos channel partner practices related to Intent Based Networking technologies Those technologies include Routing/SDWAN, Switching, Wireless, Industrial IOT, Data Center Networking, and Location Analytics. The GPO Intent Based Networking Director will work cross-functionally with business units, marketing, finance, sales teams, regional channel teams and other subject matter experts across Cisco to: 

       Understand business & technical uses cases that increase partners investment in Cisco 

       Prioritize partner projects and influence where to invest for the greatest ROI 

       Develop a point of view on financial impacts, business trends, and new partner opportunities 

       Evangelize partners as a critical RTM and help update assets for partner consumption 

       Create enablement and practice building frameworks 

       Develop and/or influence budget proposals and business cases 

       Be a central point and proactively interlock best practices / case studies across regions 

       Interface with internal stakeholders and external partner key contacts 

       Be a channel subject matter expert for relevant acquisition integrations 

       Understand offer roadmaps and insert the partner perspective into new product introductions 

       Regularly interlock with field sales/channel teams to uncover new strategic needs and subsequently execute those via pilots, and lead Tiger Teams to drive those initiatives.  

       Champion internal / external partner tools and programs 

Who We Are Looking For 

While candidates are not required to have all of these experiences/skills, the ideal candidate skill set will include: 

       Excellent intellectual and analytical skills - ability to structure problem statements and be the catalyst for uncovering new ways to solve problems.

       Prior management consulting, business development, or strategy & planning experiences are desired. 

       Experience in field sales roles (e.g. direct, channels) 

       A keen understanding of relationship development and influence in highly matrixed environments 

       Financial aptitude with Excel business case modeling and/or budget development 

       Experience in designing/driving complex projects, programs and processes at scale 

       An understanding of strategy, industry, and market concepts (e.g. TAM, Competition) 

       Comfortable in a remote team working environment; self-motivated and results-oriented 

       Strong communication and presentation skills  an ability to graphically represent new ideas and concepts to executive leaders 

       Report directly to the Sr. Director of Enterprise Networking & Cloud Partner GTM (EPG) within Ciscos Global Partner Organization 

       Subject matter, and technical expertise in relevant Cisco solutions 


o   BS/BA or equivalent in a related field  

o   Top MBA is strongly preferred 

Posted: 2020-10-21 Expires: 2020-12-21
Sponsored by:
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Global Director, Sales Business Development, IBN Channel GTM

Cisco Systems Inc.
Herndon, VA 20170
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