Cisco Distribution Account Manager in Santiago, Chile
Distribution Account Manager
Location: Santiago, Region Metropolitana, Chile
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1227691
What You'll Do
Develops and drives a joint partner account plan and strategy, pulling in all cross-functional resources to plan for a mutually beneficial outcome. Develop and Maintain the Long term strategic partner plans and investment in technologies
Nurture and Maintain with high level Executive relationship with Distribution Partners leadership team, as well as, promote the high level executive engagement with Cisco's leadership team, including Latam and APO
Drive regional and local engagement of Cisco's Team - Field Channels, Service Creation, Marketing, GSPPO, APO.
Drive adoption of Managed Services offerings and programs
Enablement of Distribution Accounts to sell Cisco based Cloud services and Products
Maintain visibility of high value partner opportunities
Drive growth of sales with Distribution Partners through both expansion of coverage by technology and geography. Focus on increasing the Distribution Partners overall investment in Cisco's technology (getting our fair share)
Coordinate with peer leaders from across Cisco to ensure that the full execution of Distribution Partners plans is aligned with the overall Latam and APO regional strategy.
Overall sales direction
Develop a strategy that supports the growth targets determined for assigned Distribution Partners by the regions leadership team.
Define overall Distribution Partners aligned with the theater goals
Define strategies to win and share of wallet in our Strategic Partners
Work with assigned Distribution Partners to determine technologies and countries (regions) GTM and capacity
Develop and deliver a comprehensive sales development plan for assigned Strategic partners.
Who You'll Work With
This role reports into the Latin America Partner Organization - under the Americas Partner Organization
The Distribution Account Manager is the orchestrator of the Cisco relationship with a set of our top partners. Responsible for defining and executing on targeted growth strategies and comprehensive sales and business development plans related to the assigned set of partners in this country.
The role includes aligning with Cisco's account teams, Global and Americas Partner Organization teams, ensuring an end-to-end vision, as well as, maintaining an in-depth understanding of competitive conditions, industry practices, market opportunities, and theatre, customer and partner requirements. The role would work very closely with the field Channels team (PAMs) in each region where the assigned partners have operations, and maintain a close engagement with the Cloud & MS regional team.
Collaborate 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. Role would be accountable for developing and following the joint GTM Strategy and the investment that these strategies determine in the different technologies and territories of Latam. Successfully balance the short-term goals and longer-term vision.
Who You Are
The Distribution Account Manager is a senior professional with experience in managing and maintaining high-level partner relationships on a regional level
5+ Years working in a Channel Partner role with senior level exposure
Experience in Distribution accounts
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
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 one 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.
Goal Alignment: Creating a line of sight between own and other's objectives and those of the business unit as driven by strategy, maintain consistency between individual and organizational goals, and realign goals in response to the changing realities of the marketplace and the competitive landscape.
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.
Clear record of achievement, a willingness to work hard and perseverance to make things happen
Fluency in English and Spanish
Holder of relevant work permit
Bachelor's degree is required, Master's degree preferred
Technical (engineering, computer science, physical science) degree highly desirable
About 35% of time is expected to involve travel.
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