What are the responsibilities and job description for the Business Development Manager, Security Partner Programs position at Cisco Systems?
Why You’ll Love Cisco
We change the World; you will become passionate about your employer and the brand you represent. Everything is converging on the Internet, making networked connections more meaningful than ever before in our lives. Our employees' groundbreaking ideas impact everything. Here, that means we take creative ideas from the drawing board to dynamic solutions that have real world impact. You'll collaborate with Cisco leaders, partner with mentors, and develop incredible relationships with colleagues who share your interest in connecting the unconnected. You'll be part a team that cares about its customers, enjoys having fun, and you'll take part in changing the lives of those in our local communities. Come prepared to be encouraged and inspired.
What You'll Do
The Global Security Partner Programs Business Development Manager (BDM) creates global strategy and associated program and incentive alignment to build and enhance Cisco’s partner practices related to Security technologies. The Global BDM will work cross-functionally with business units, marketing, finance, sales teams, regional channel teams and other SME’s across Cisco to:
- Support, enhance and innovate on Cisco’s Value Incentive Program (VIP) for Security
- Grow the use and efficacy of Not for Resale (NFR) initiatives
- Consult and align on new investment strategies and create innovative and scalable investments (via MOUs)
- Drive Security Certification and Specialization evolution in alignment with overall Cisco Partner Program across all Partner roles and routes to market
- Identify opportunities to drive improved activation, adoption and renewal opportunities through Lifecycle Incentives offers in partnership with the Lifecycle incentive owners.
- Identify opportunities to improve deal registration opportunities with Security working alongside the Deal Registration owners.
- Leverage reporting, metrics & analytics to develop a ‘point of view’ on financial impacts, business trends, and new partner opportunities
- Evangelize partners and routes as a critical RTM and help update assets for partner consumption
- Develop and/or influence budget proposals and business cases
- 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 early pilot initiatives
Who You'll Work With
The Global GTM and Programs team is a collection of high-performing experts across multiple organizations aligned to develop globally scalable channel go-to-market strategies focused on:
- Balancing delivering on channels programs of today with long-term transformative channel initiatives
- Identifying, developing and optimizing route to market opportunities for specific Security workloads
- Capturing partner mind/wallet share through enablement, incentives and practice building
- Aligning with theater channels specialists to drive specific growth initiatives
- Building an extended ecosystem capable of delivering customer / business outcomes
- Representing thought leadership and the ‘voice of the partner’ back into Cisco’s various functions – including, but not limited to Business Units, WW Sales, Corporate Development, Operations, etc.
As a result of our work, Cisco is better equipped to:
- Scale Cisco’s sales and accelerate time to revenue for the Security
- Clearly understand partner business models and the economic impact of Cisco decisions
- Improve partner value exchanges & define unique roles partners play in Cisco’s success
- Accelerate the market adoption of key technologies
Specifically, this role will support Cisco’s Security Partner Programs and drive alignment across the incentive portfolio for Security.
Who You Are
The ideal candidate will have:
- 7 years’ experience working in a partner driven GTM model including multiple routes to market, different consumption/buying models, etc., with understanding of software, SaaS selling motions and associated lifecycle/customer success journey
- Excellent critical thinking, problem solving 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 enterprise or strategic sales roles (e.g., direct, channels)
- A keen understanding of relationship development and influence in highly matrixed environments
- Experience in designing/driving complex projects, programs and processes at scale
- In-depth experience of Cisco’s Partner Program and incentives, Partner roles and Routes to Market and individual incentive strategy
- Strong financial acumen including accounting rules, opex/contra funding rules, margin analysis, etc.
- An understanding of strategy, industry, and market concepts (e.g. TAM, Competition)
- Comfortable in a remote team working environment; self-motivated and results-oriented
- Desire for large amounts of teamwork and collaboration but still independently motivated
- Strong communication and presentation skills – an ability to graphically represent new ideas and concepts to executive leaders
- Senior-level skills in developing PPT content designed for executive-level and partner-facing audiences, including representation of analytical insights in a clear way
- Creative, strategic mind, ability to execute with a high sense of urgency
- Subject matter expert in relevant Cisco Security solutions
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!
#WeAreCisco
We recognize that diverse teams make the strongest teams, and we encourage people from all backgrounds to apply.
Message to applicants applying to work in the U.S. and/or Canada:
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate with no cap on incentive compensation. For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.
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