AddressThe Global Partner Organization’s GTM Initiative Scaling team (GIS) is a collection of successful experts who develop globally scalable channel go-to-market strategies passionate about:
- 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, Cisco Business Units and WW Sales organizations.
- 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 outstanding roles partners play in Cisco’s success
- Accelerate the market adoption of key technologies and acquisition integrations
Specifically, this role will be a member of GPO’s - GIS team and will focus more on driving Sales Analytics while driving POV from a Business Development (GTM) perspective. Success requires a mix of technical / product depth combined with very strong business and analytic skills. Financial modeling skills required.
What You'll Do
The GPO Incentive Strategy SBDM will be responsible for influencing global strategy and associated activities that improve channel partner practices. The GPO Incentive Strategy SBDM would be required to 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 return on investment
- 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 Biz cases
- Be a central point and proactively interlock standard methodologies / case studies across regions
- Collaborate with internal partners 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 implement those via pilots.
- Proficient with internal / external partner tools and programs
Who We Are Looking For
While candidates are not required to have all these experiences / skills, the ideal candidate’s abilities 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 proficiency with Excel business case modeling and 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 to the Sales Business Development Manager within Cisco’s Global Partner Organization
- Subject matter, and technical, expertise in relevant Cisco solutions
- Education:
- BS/BA or equivalent experience in a related field
- Top MBA or equivalent experience is strongly preferred
Why Cisco
#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.
We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re "old" (36 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do - you can’t put us in a box!
But "Digital Transformation" is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)
Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.
So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us!
