About Cisco
The Internet of Everything is a phenomenon driving new
opportunities for Cisco and it’s transforming our
customers’ businesses worldwide. We are pioneers and have
been since the early days of connectivity. Today, we are
building teams that are expanding our technology solutions
in the mobile, cloud, security, IT, and big data spaces,
including software and consulting services. As Cisco
delivers the network that powers the Internet, we are
connecting the unconnected. Imagine creating unprecedented
disruption. Your revolutionary ideas will impact everything
from retail, healthcare, and entertainment, to public and
private sectors, and far beyond. Collaborate with
like-minded innovators in a fun and flexible culture that
has earned Cisco global recognition as a Great Place To
Work. With roughly 10 billion connected things in the world
now and over 50 billion estimated in the future, your
career has exponential possibilities at Cisco.
We are looking for a Regional Partner Account Manager
will be an orchestrator of our relationship with regional
partners and will be responsible for driving strategic
alignment between us and our partner(s) solutions &
GTM that include and align to Cisco core technologies and
market strategies (examples are Intercloud / Intercloud
fabric, ACI, IoT, Data Center, Collaboration, etc).
Role and Responsibilities:
He/she will be responsible to define and execute growth
strategies and comprehensive sales and business
development plans related to selected Partners for
development in the Latam Region.
The targeted Partner for this regional role would
possibly be Promon Logicalis, Sonda and IBM.
The Regional PAM will lead the engagement to work with
key stakeholders – partner & Cisco executives and key
operational leaders in cross functional groups – identify
the target strategic alignments, structure a joint &
differentiated business proposition & solution with
mutual company support for success. From there, candidate
will develop and lead a Regional GTM sales strategy and
drive demand for solutions and architectures working with
the direct Sales teams, BUs, channels organizations both
at Cisco and the partner(s) as well as interfacing with
select Cisco & partner senior executives.
The Regional Partner Account Manager will drive
collaboration on the definition of new solution
requirements and partner development priorities of
Regional Strategic Partners, as well as, new business
models and GTM strategies based on feedback from
partners, account team, and internal stakeholders. They
will play a significant role in aligning, enabling and
supporting the field and Cisco (WWPO, APO, Latam,
field)/Partner customers with all sales engagement
needs.
Additional responsibilities also include leading
discussions with customer business decision makers
regarding ROI and business outcomes, and effectively
helping the field close large deals with their partner
ecosystem. While the candidate will not be expected to be
an expert in all areas, it is critical to success that
the candidate can quickly identify the key needs and
opportunities and proactively secure support for targeted
initiatives with key stakeholders, and then build and
manage a virtual team to success.
Other Responsibilities:
1. Successfully balance the short-term goals and
longer-term vision.
2. Development of clear and executable partner account
plans, GTM and strategy (including cross functional
resources)
3. Joint definition of investment areas
4. Provide visibility of business opportunities, bets,
and challenges
5. Drive growth of sales with Strategic Partners through
both expansion of coverage by technology and geography.
Focus on increasing the Strategic Partners overall
investment in Cisco’s technology (getting our fair
share)
6. Ensure field sales team are aware of the partner
capabilities and leverage them as much as it makes
sense
7. Coordinate with peer leaders from across Cisco to
ensure that the full execution of Strategic Partners
plans is aligned with the overall Latam and APO regional
strategy.
8. Drive certifications and specializations as well as
program adoption
9. Drive regional and local engagement of Cisco’s Team –
Field Channels, Service Creation, Marketing, GSPPO,
APO.
10. Nurture and Maintain with high level Executive
relationship with Strategic Partners leadership team, as
well as, promote the high level executive engagement with
Cisco’s leadership teams (Latam, APO, GSSO, CMSO, GSP)
Qualifications
• BA/BS required preferably with a concentration in
business – MBA or Advanced Degree preferred.
• 10+ years in Networking, Data center or High-Technology
Industry Sales
• Be capable of establishing strong
consultant-liaison
• Building Influential Relationships: Working
collaboratively with customers, channel partners, and
account team members to meet business goals and
objectives; using appropriate communication methods to
influence others and establish relationships – Earning
trust
• Strategic Business Planning: Demonstrating significant
knowledge of Cisco and the industry; developing
strategies that leverage core strengths of one’s own
group and Cisco.
• Business and Financial Acumen: Understanding basic
business mathematics, financial strategies, and
performance indicators, and applying that knowledge to
client’s economic and buying environment.
• Negotiation: Effectively exploring interests and
options to reach outcomes that gain the agreement and
acceptance of all parties by using legitimate data,
objective criteria to support ones proposal.
• Project Management Skills – Developing project plans
and revising them as needed in response to obstacles;
identifying and marshaling resources to implement plans;
managing, monitoring, and communicating progress and
parameters to team members and stakeholders.
• Solid knowledge and experience of channel and customer
management practices.
• Solid understanding and experience in management of all
aspects of sales support processes.
• Ability to handle large geographical territories across
multi-cultural environments.
• Excellent conflict resolution, negotiation and team
building skills and proven Ability to establish clear
objectives and direction.
• Team player
• Clear record of achievement, a willingness to work hard
and perseverance to make things happen
• Fluency in English, Spanish and relevant local
languages
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