Partner Business Development Specialist
About the job
Partner Business Development Specialist
Cisco Systems is one of the most innovative companies in the high-technology industry. We hire highly talented individuals who will continue Cisco global leadership in delivering networking products and solutions that help customers achieve their business goals.
The EMEAR Services Sales strategy is largely focused on our Go-To-Market model through Partners. We are building business with Partners in many areas, incl. Services and Software. Our mission is to expand our Annuity Business with these partners, and at the same time support them in their journey to Digitalization. CX IB Methodology, our data-driven sales approach, is the corner stone of this strategy.
What you’ll do
The Partner Business Development Specialist (PBDS) is a partner-facing sales role. The main responsibility of PBDS is to drive the implementation of Cisco’s Annuity Business strategy with Partners.
You are an ambassador for Cisco’s IB Methodology program in EMEAR.
In addition to the PBDS being the Cisco subject matter expert with regards to Cisco Services programs and processes, the role requires engagement at all levels of the Partner’s organization to ensure there is transparency on the Cisco vision and strategy.
You assess partner capabilities and provide assistance in covering potential gaps with Cisco offerings. As such, you drive insertion of Cisco Services to complement the partner’s own service offering and optimize the customer experience.
You help partners develop service capabilities, drive profitability from improved operational efficiency and transform the partner’s business to create new revenue streams and increase market share. You are expected to create joint business plans with clear milestones and agreed outcomes.
You execute against the business plan initiatives with relevant Cisco and Partner stakeholders.
You help our partners understand the Cisco Customer Experience lifecycle journey and how they can be profitable at each stage.
In short, the PBDS is the Cisco advocate within the partner and the partner advocate within Cisco.
Make sure partners are fully on board with regards to our Services Sales methodology and ensure seamless execution of our strategy.
Engage with partners at executive level and drive initiatives to grow their business and improve the customer experience, whilst evolving their business to a true annuity-based business model.
Drive CX IB Methodology adoption and guide partners through the different stages of the partner maturity model.
Review and provide input to the partners’ strategy, analyze the service offering of the partners towards their end customers and help them increase value by focusing on coverage, contract consolidation and co termination.
Engage in QBRs and EBCs with partner executives and turn review outcomes into actionable improvement processes, with clear milestones and focus on incremental revenue.
Help partners create and develop their service offering based on Cisco Smart-services, ensure adoption of Cisco Smart capabilities in operational processes, e.g. API integration and development of end customer portal to provide visibility and data accuracy.
Act as contact point for partners for all sales motions related to service annuity.
Engage internally with Sales and CX Renewal Managers to ensure flawless execution on our strategy at Partner executive level.
Who you are
You have 5+ years experience in business development, services delivery or service creation
You have strong expertise in running Go-To-Market plans of partners.
You possess extraordinary interpersonal skills with proven track record of building, growing and sustaining CxO ‘trusted advisor’ status.
You have exceptional business acuity, technology and strategic analysis skills.
You have high degree of integrity, trust, transparency, equanimity and set team success as the priority.
Willing to contribute to a team whilst still able to demonstrate individual responsibility for delivering desired outcomes.
Strong blend of vertical and eye for business.
Strong focus on business & sales outcomes.