Business Development Executive - Cisco

Salary depends on experience
Posted on 03/20/18
5 - 7 years experience
Salary depends on experience
Posted on 03/20/18

Essential Functions

FINANCIAL

  • Assumes accountability for corporate wide Cisco Revenue and Gross margin growth targets; including growth of C1 delivered Professional and Managed Services solutions to increase revenue and gross profit in support ofCisco based solutions
  • Expands Cisco business by developing, implementing and managing programs that enable significant growth (both current account expansion and new client acquisition) in all relevant Cisco segmentsincluding Cloud
  • Owns Cisco opportunity pipeline management and deal tracking company wide, reporting and analysis

PROGRAMS

  • Develops, implements and manages programs to maximize JMF, MOU and other associated funding sources to aid in market development and messaging
  • Develops a strategic and tactical plan to grow Cisco business across all segments including Cloud offerings
  • Trains existing sales teams on how to engaged Cisco -- messaging, positioning and key points
  • Develops Cisco sales enablement materials, including programs, playbooks, presentations, sales training, lead generation programs, SPIFF and compensation programs for C1 Sales Organizations
  • Develops Cisco co-branded or White label, customer facing material such as presentations, executive briefs, event material, e-mail/call campaigns
  • Develops program for Cisco Eco-System Partners enabling business outcome solutions, end to end architect offerings including Eco System Partner communications and coordinating with C1 Partner Teams on programs

COORDINATION

  • Partners with sales leadership to leverage account planning methodology (independent from the Cisco sales team) and expands Cisco solutions across all architectures
  • Prepares ConvergeOne Executive to effectively participate in Cisco advisory board(s) (i.e. POAB, PTAB, Architectural related advisory boards, etc.) to insure ConvergeOne is top of mind with Cisco and has an intimate relationship across the organization (i.e. Field Sales, Channel management, BU's etc.)
  • Works closely with C1 Marketing and Offer Development team to identify and develop aligned Cisco offers
  • Participates actively in the field including customer calls and presentations, uncovering new opportunities, target market research and go to market strategies
  • Acts as a liaison and escalation point between Cisco sales teams and C1

Measures of Success

Will be mutually developed in the areas of:

  • Revenueand GrossMargin dollargeneration (Hardware,Softwareand Services)
    • Measured by specific revenue and growth number
    • Measured by product category and solution domain.
  • MDF/MOU/JMF Funding growth, allocation and reporting.
  • New account identification and competitive win backs
  • Generation of new opportunities with/through Distribution/Channels, and addition of new partners
  • Identification and realizations of new offers to market

 

Required Qualifications

  • Proven experience in business development and planning, with an intimate knowledge of the Cisco organization and eco-system
  • Undergraduate degree in business, IT, finance or experience and educational equivalent
  • 5-8years of channel sales experience, business/partner development role
  • Proven track record within Cisco Channel, sales and achieving quota
  • Strong cross functional team skills
  • Ability to manage budget and partner programs
  • Ability to think strategically but also have exceptional attention to detail
  • Excellent written and oral communication skills-ability to present to C-level and senior managers
  • Excellent organizational and project management skills with the ability to multi-task on a wide range of topics and projects
  • Strong conflict resolution skills with the ability to be persuasive

Desired/Preferred Qualifications

  • Experience in marketing and indirect channel selling

#18-0061

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