1+ months

Sr. Manager, New Buying Centers Acceleration

Cisco Systems Inc.
Carolina Shores, NC 28467
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Sr Manager, New Buying Centers Acceleration

Global Partner Organization Transformation Office

San Jose, CA


The Business Entity

Ciscos partners transact the vast majority of our business and are truly a world class differentiator for us in the market. They span every geography, industry, segment and architecture. In tight partnership with Cisco, they are focused on Performing and Transforming to grow their businesses profitably. We are enabling them in this endeavor by facilitating their ability to grow profitably by 1) Accessing New Buying Centers, including Line of Business buyers, 2) Create and Execute Selling Platform Enabled Outcomes, 3) Activating Lifecycle selling capabilities.


The Team

The Transformation Office sits in the Global Partner Organization and is the Center of Excellence for developing/coordinating best practices, enablement, best practice frameworks/methodologies for Transform motions in the Regions and countries. 


Reporting to: Director, New Buying Center


Role & Responsibilities

The New Buying Center Accelerator 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:


Identify New Buying Center opportunities and focus areas for solutions across the Cisco portfolio together with stakeholders.   

o Align POV on where Cisco is at the field level with accessing new buying centers 

o Confirm vertical prioritization with GSSI, Product BEs, Sales Regions

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

o Be the primary SME for joint solutions, partner value exchange and GTM creation, piloting and execution. 

o Provide guidance on offer roadmaps as it relates to the impact across all partner types. 

Define, design and pilot partner routes built with new multi-partner selling motions across new partner types/roles and based on new value exchanges.

o Work with Global segments and regions to understand/prioritize major GTM and Sales transformational initiatives (for e.g. IT as a Business, Multi-domain engagements, Industry 4.0, etc.) and strategic competitive landscape (for e.g. VMWare, Huawei)

o 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)

o Identify lighthouse accounts, and partner capacity needed in Geo.  Pilot coverage models with Geos.

o Connect existing partners to new partner types in a P2P motion (partner to partner).

o Be a catalyst to drive a new type of engagement with multiple partner types with our Cisco AMs.

Create business cases (callout key proposals needed: GEO, BE, Funding models to drive partner profitability for the ecosystem) for further funding of pilots or scale motions

o Manage budgets and investment plans as well as associated return on investments based on metrics.

o Create and implement leading and lagging metrics designed to assess progress of New Buying Center access.

Create and support enablement and practice building frameworks with the Geo teams to drive goals (Ex: 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.

o Advise our programs and operations team on process improvements and profitability guidance as it relates to the joint solutions with our ecosystem of partners. 

o Drive awareness around joint solutions by developing and executing communications

o 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 Transformation Strategy & Planning Director, DevNet, GSSI, Regional Partner Org 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+)



Posted: 2019-08-26 Expires: 2019-10-31

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Sr. Manager, New Buying Centers Acceleration

Cisco Systems Inc.
Carolina Shores, NC 28467
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