PDM position is located in the South and will be supporting partners in that geography. Some travel is required.
The PDM position centers around partner practice development and sales enablement. This role focuses on Cisco’s collaboration suite of products for enterprise companies. This role engages partners to grow their Cisco collaboration practice with respect to capability and capacity. Senior level relationship building, effective communication and presentation skills as well as an intimate knowledge of Cisco’s collaboration offerings is a must have.
1.Develop and maintain partner relationships at all levels with a focus on growing Cisco’s collaboration practice
2.Align relationships at all levels in cisco and the partner ecosystem to drive growth
3.Develop scalable, sustainable business practices that impact growth of partner revenue and profits
4.Understand Solution Selling approach
5.Integrate partner’s vision and strategy with Cisco’s vision and strategy to grow and sustain mutually profitable revenue
6.Demonstrate strong influence skills
7.Understand the competitive environment with in key areas such as unified communications, Telepresence and Collaboration Applications (Microsoft)
8.Create and execute a comprehensive strategic business plan with respect to Collaboration technologies
9.Provide subject matter expertise, leading practices and training plans for Cisco’s Collaboration portfolio
10.Advocate partners capabilities to internal Cisco sales in an effort to raise awareness of partner coverage and capacity
11.Build joint business plans with the partner to capture new opportunities that maximum revenue share and margin
12.Accelerate Partner self-sufficiency via process improvements, tools awareness/training, and development of repeatable methodology.
1.Collaboration Technology Expertise- A strong understanding of Cisco’s Collaboration products along with key competitive knowledge (Avaya, Shoretel, Microsoft)
2.Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.
3.Business and Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to the partners go to market plan.
4.Building Influential Relationships: Working collaboratively with channel partners, and account team members at all levels to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships
5.Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties
6.Goal Alignment: Creating a line of sight between own and partners objectives for all collaboration products
7.Knowledge of Cisco- An understanding of Cisco structure and go to market approach is a definite plus
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