Cisco Sales Alliance Partner
1 month ago
The role
of the Diversified Cisco Sales Alliance Partner (CSAP) is focused on driving strategic growth and partnership initiatives within the Cisco Alliance ecosystem and portfolio. It is the CSAP’s primary responsibility to develop and foster collaborative relationships with Cisco and its partners, maximize Cisco incentives, conduct pipeline-generating activities, promote sales motions to expedite the sales cycle, and lead account mapping sessions between sales teams. These responsibilities are to be performed to foster growth within the workplace collaboration and broadcast business lines. The CSAP will work in tandem with the Cisco marketing team to develop successful customer-facing material and events to drive awareness, increase overall sales, and contribute to the overall success of the business.What will you be doing?
Alliance Development: Identify, initiate, and nurture strategic alliances with Cisco and its partner organizations.Serve as the primary point of contact between Diversified and Cisco, building and maintaining strong relationships at various levels within both organizations to drive joint initiatives and create value for both parties.Collaborate with internal stakeholders to align business objectives and ensure seamless integration of Cisco's offerings with the company's portfolio. Business Strategy:Develop and execute business plans that align with the objectives of Diversified and Cisco, outlining key initiatives, goals, and performance metrics.Analyze market trends, competitor activities, and industry developments to inform strategic decision-making. Identify potential customers and businesses that can benefit from using the Cisco Ecosystem and build a go-to-market co-selling methodology. Sales Enablement:
Work closely with the sales team and solution architects to drive awareness, understanding, and competitive differentiation of Cisco’s products and services.Provide training and support to ensure the team is equipped to effectively position, Co-Sell, and sell Cisco-related offerings. Lead and Revenue Generation:
Utilize various methods, such as High Propensity list targeting, End-of-Life Customer Lists, email campaigns, social media outreach, and networking with Cisco Technology Specialists and AE Teams to create client engagement and generation of leads.Co-sell with Account Teams to understand customer needs, pain points, and requirements. Act as the alliance subject matter expert to provide competitive differentiation, strategic guidance, and solution roadmap insight. Maximize Incentives:
Ensure Diversified is positioned optimally for all relevant Cisco partner programs to maximize incentives, rebates, and special resources. Understand, attain, and maintain Cisco specializations and certifications relevant to our solution set. Maximize additional incentives and benefits aligned to specific technology areas.Work with Supply Chain, Procurement, and Collaboration Category Managers to ensure Diversified has the most competitive pricing and a seamlessly efficient quoting system for market competitiveness and sales cycle velocity. Optimize Market Development Funding:
Actively understand and participate in Cisco’s Market Development Funds (MDF) programs. It is essential to optimize financial support for marketing and promotional activities that drive demand for Cisco Solutions.Align with Diversified marketing team to guide development of joint marketing strategies, aligned messaging, coordinated campaigns, targeted content creation, event participation, and customer success stories. Performance Management:
Key Performance Indicators (KPIs) and metrics are essential for measuring success, effectiveness, and change management.Main performance management categories include revenue growth, pipeline contribution, deal registrations, new business acquisition, deal closure rate, certification attainment rates, marketing ROI, cross-selling achievements, MDF utilization, and overall alliance effectiveness. Follow-Up:
Consistent and relentless follow-up with leads, account management teams, administration teams, partners, and customers to ensure expedited progression through the sales cycle and solution. Address any questions or concerns they may have. Continuous Learning:
Stay informed about updates and new features released by Diversified and Cisco teams and participate in training sessions to enhance your solution knowledge.
What do we require from you?
7+ years of related partner sales or technical experience required, with a preference for video, voice, communication, collaboration & AV, and demonstrated ability to scale through partner sales in a partner-led or partner co-sell motion. Experience working with members of the Cisco sales field, Partner Admin Network, and OEM sales partners. Trusted Advisor & Executive Relationship Builder. Demonstrated experience establishing and expanding executive-level relationships with partners. Ability to identify key sellers that can drive sales of meetings devices solution area. Excellent communication & presentation skills with a high degree of comfort at all levels of anOrganization Advanced problem-solving skills and analytical capabilities, continuous learning, intellectual curiosity, and professional impact. Virtual position
Our compensation ranges reflect the cost of labor across several US geographic markets. The pay details below range from our lowest geographic market up to our highest geographic market. Pay is based on several factors including market location and may vary depending on job-related knowledge, skills and experience depending on the position offered, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits.
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