Managed Services Engagement Lead (Salt Lake City, UT)

| Salt Lake City, UT
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Join a close-knit, fast paced, and highly adaptable team with expertise in managed services, product management, business analysis, and channel partner go-to-market. Our team charter is to drive business growth by enabling provider partners to offer managed services based on Cisco solutions.
In this role, you will lead a portfolio of one or more Global Systems Integrators (GSIs) and ensure a successful partnership with key executive sponsors and partners. The objective of this role is to partner with Alliance Executives, drive insertion into the GSI's practice, and drive joint sales through structured ownership of the managed services business for these accounts via expertise in the same, product and solution management, sales development, and sales relationship management.
You are comfortable living in the GSI realm as well as building cross-functional groups, have a strong aim to help partners achieve their goals, and possess a strong understanding of the service-oriented nature of this position and knowledge of Cisco technologies and related standard methodologies in their use. You will work with account managers, service creation specialists, and sales acceleration teams in different regions to grow end-customer adoption of the offers by enabling GSI's sales organizations.
What You'll Do
You will:
  • Work with Partner Executives to drive engagement strategy for the Cisco managed services partner sales motion, define business review cadences, outreach meetings, workshops and identify executive account sponsorship. on joint business commitments across value exchange, MOUs, and co-investments. Secures partner dedication regarding key new service launches, improvements, and remediation plans.
  • Develop criteria to help prioritize partner investments (including resources, sales and marketing programs)
  • Identify and facilitate partner integration strategies, Cisco and 3rd party API, and cross-vendor opportunities that help build / drive solutions forward. Build business cases for various coordinated solution sets
  • Provide program management across GSI partners and Cisco teams to build GTM and RTM motions.
  • Understand and map key levers to drive competitive differentiation for the partner and Cisco.
  • Deep understanding of, and ability to map, key buyer and seller journeys across physical and digital touches.
  • Defines targets and key metrics that receive dedication from GSI(s) and Cisco to pursue and operationalize.
  • Coordinate weekly, monthly, and quarterly governance, assigning KPIs to roadmap parameters that form part of the structured engagement. Ensure governance touches sales pipeline, defined KPIs, correction of errors, project plans, with outcomes socialized across cross-functional partners.
  • Provide oversight and standard methodologies across product, sales, operations, and marketing functions. Act as the go-to subject matter expert for managed services offers customized to the assigned partner(s) and aware of existing sales engagement materials related to offers.
  • Orchestrates Service Creation and Sales Acceleration engagements, pulling in resources required across organization and driving follow-up.
  • Focus on opportunity discovery and sales pipeline that are validated for market / segment fit and develop key engagement material.
  • Responsible with Account Lead(s) in managing executive sponsor and key partner relationships. Able to drive continuity and navigate roadblocks.

Who You Are
  • Have direct experience working for or with managed services organizations and Global Systems Integrators.
  • Understand the core strategies and gravitas needed to manage these relationships and the efforts required to bring new services to market.
  • Have strong executive presence with executives, including sales and marketing partners, and understand the needs of customer success and sales operations.
  • Able to lead engagements and act as a bridge across different silo-ed organizations / teams that can solve for gaps through structured governance.
  • Proven experience in transitioning strategy to successful execution. Someone who breaks through obstacles and finds a productive path forward where it isn't immediately obvious.
  • You continuously assess new managed services trends to strengthen partnership and determine how to evolve a GSI's strategic roadmap.

Requirements:
  • 10+ years of experience in sales, business development, partner development, or alliances management experience
  • 10+ years of experience with GSIs and/or large enterprise sales and sophisticated agreements
  • 10+ years of experience as a leader of leaders, supporting globally distributed teams
  • Shown success building hard-working global organizations spanning multiple GSIs
  • Experience developing sophisticated solutions with C-suite customers and internal partners
  • Familiarity negotiating complex deals across varying cultural norms in a truly global business
  • Understanding of digital transformation drivers and the technology ecosystem that supports them
  • Familiarity in networking and security particularly with IoT, teamwork, cloud and other services a nice-to-have
  • Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
  • Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
  • Strong executive selling and business development skills; proven track record to understand different partner GTM and interpersonal models.

We Are 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!
Cisco Covid-19 Vaccination Requirements
The health and safety of Cisco's employees, customers, and partners is a top priority. Our goal is to protect and mitigate the spread of COVID-19 infection for strong business resiliency during the pandemic. Therefore, Cisco may require new hires to be fully vaccinated against COVID-19 if the role requires business-related travel, meeting with customers/partners (including visiting third-party sites on behalf of Cisco), attending trade events, and Cisco office entry, unless otherwise prohibited by applicable law, and in countries where COVID-19 vaccination is legally required. The company will consider legally required accommodations/exceptions for medical, religious, and other reasons as per the requirements of the role and in accordance with applicable law. Additional information will be provided to candidates about the requirements and accommodation process at the offer time based on region.
More Information on Cisco
Cisco operates in the Cloud industry. The company is located in San Jose, CA, Irvine, CA, San Antonio, TX, Richardson, TX, Overland Park, KS, Bloomington, MN, Chicago, IL, Chicago, IL, Franklin, TN, St. Petersburg, FL, Charlotte, NC, Derndon, VA, Morrisville, NC, Morrisville, NC, Pittsburgh, PA and Boxborough, MA. Cisco was founded in 1984. It has 77500 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 97 open jobs at Cisco, click here.
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