Leader, Partner Sales

Responsibilities

• Leads and manages Partner accounts and Security Channel Architecture teams, ensuring alignment with Cisco's strategic goals while driving team performance and portfolio profitability.
• Builds and maintains executive-level relationships with Partner stakeholders, including Partner Executives, Sales Managers, CTOs, CIOs, and key decision-makers, positioning Cisco as a trusted advisor and strategic partner.
• Influences Partner decision-making by aligning Cisco's solutions with customer demands, market opportunities, and Partners' business objectives.
• Collaborates with Partners to identify upsell/cross-sell opportunities and co-create joint value propositions that support business growth and market expansion.
• Leads Partner account teams managing broad portfolios and product-specific architecture teams, with accountability for multi-year sales growth across products, portfolios, or regions within Partner ecosystems.
• Drives financial and strategic objectives, including partner-led market entry and expansion initiatives, while optimizing resource utilization in line with strategic sales priorities.
• Reviews forecasts, sales performance, and Partner account insights to refine sales strategies, provide actionable recommendations, and influence broader sales planning.
• Oversees execution of Partner sales strategies by aligning field, Partner, and virtual teams, ensuring operational consistency and effective collaboration.
• Leads competitive analysis, joint account planning sessions, and strategic initiatives with Partners to translate market insights into actionable business outcomes.
• Establishes and refines Partner success metrics while leading capability-building and skill development initiatives to improve team effectiveness and quota attainment.
• Responsibiliti es will include:
• Will be responsible for building a strong Security channel team across India, bringing multiple highly skilled individuals together to run as an outstanding and highly effective team!
• Serves as the Partner Orchestrator, aligning and integrating Cisco's technology solutions with Partner capabilities, driving sustainable cross-portfolio growth through coordination and competitive deal packing.
• Leads both the product and services partner strategy, across portfolio or architecture to optimize Partner engagement and success.
• Maintains a comprehensive understanding of Cisco's full product portfolio and Partners' offering, enabling development of integrated solutions that enhance partner profitability and market reach.
• Engages specialist teams to enhance the sales and support process, particularly in areas where deep technical expertise is required, ensuring Partners are well-equipped to deliver Cisco's advanced technological solutions.
• Aids in building the Partner sales funnel through demand generation activities.
• Reviews business plans and forecasting data and presents to senior leadership to shape data driven account strategies.
• Stays informed about industry trends, market dynamics, and competitive landscapes.
• Specialization and Focus - Manages all business done with the Partner (sell-to, sell-thru, sell-with)
• Customer Engagement and Accountability - Spends over 50% of time in direct contact with the Partner CXO level executives, Spends 25%-50% of time focused on building awareness of new offerings
• The Internal Sales Process - Indirect influence on roles not reporting into it - Corporate Interlock - Cross functional team (Mid to High Corporate Interlock) - Typical Sales Cycle - Varies by deal type
• Success Measures - Varies substantially by Geo/Segment; may include:, Increased revenue for both Cisco and the Partner, New joint GTM offerings, Execution of long-term strategic plays, Meeting team goals

Requirements

• Bachelor's degree with 12+ years, a Master's degree with 8+ years, or a PhD with 5+ years of related experience.
• 6 + years Channel Sales experience in the computer networking or security space.
• Strong leadership skills with the ability to prioritize and execute in a disciplined manner.
• Exceptional written and oral communications skills. The role requires an ability to understand and clearly articulate the business benefits (value proposition) of Cisco security products and services.
• Good understanding of security solutions and technologies
• THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS
• Why Cisco?
• Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that

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