Managed Service Business Development Manager

The ideal candidate will be responsible for engaging with a variety of MSPs, Service Providers,Telcos to drive and support the building of Managed Services and as-a-Service offers. You will have a background in having worked with partners to build and scale Managed Services offers that have become profitable. An understanding in how these partners build and productize Managed Services, as well as how their organizations are structured, is key.

• You are a self-starter. You have been performing well in a dynamic environment and possess interpersonal skills to run multiple projects with tight deadlines effectively.
• You have strong executive presence, cross-group teamwork, and communication skills that drive influence among the senior leaders across a highly matrixed organization.
• A customer-facing subject matter authority who focuses on Business Development, delivering and orchestrating Managed Services offers with large Service Providers.
• You possess experience in the Service Provider services portfolio, industry standard methodologies, and operational processes.
• You are a go-getter and are capable of developing a working knowledge of Cisco architectures, products, and solutions capable of delivering a value proposition to customers.
• You are experienced with solution selling and have a consistent track record of converting engagements into solutions and service sales.
• You engage and build relationships at the client and present complex ideas in succinct yet compelling form that builds urgency to execute the proposed engagement.

• Sales Expertise – ability to propose solutions, addressing client business issues and objectives using both Cisco and third-party solutions / services in a clear and concise manner. Having worked closely with Cisco and / or key competitors to build managed security services offers is a plus.
• Technical Expertise – demonstrated technical expertise in one or more architectures offered via large MSPs, telcos (e.g. Security, SSE, SD-WAN, SASE), academic training or knowledge of Service Provider technologies is required to provide a comprehensive, differentiated, and valuable level of consulting advice to our clients.
• Industry Expertise – demonstrated knowledge of MS, Telco business to be conversant enough to present a compelling point-of-view to the client of what work should be undertaken, to help the client’s company achieve ambitious advantage and differentiation.
• Delivery Expertise – proven ability to successfully own the delivery of projects, which exceed client expectations in terms of deliverable quality and positive impact to the business.

• Work closely with select SP Partners, MSPs to jointly create new solutions, services based on Cisco offers with focus on security and take them to market
• Be able to build relationships with (and influence investment decisions ) senior executives of select SP Partners, MSPs
• As part of the process be able to build business cases and pitch solutions as needed , keeping SP Partner/MSP’s business model in perspective
• You will be part of the team responsible for driving governance on the Managed Services business, working closely with multiple cross functional teams across Theatre Sales – across segments, Partner, WW, Finance, Operations etc. You shall be responsible for:
• Owning and driving the Service Creation E2E GTM motion, with SP Partners, Managed Service Providers . Ownership and accountable for the business.
• Working closely with in-theatre and regional Managed Service Business stakeholders (including PO, Architecture, SE org, Theatre leadership) to drive the focus, investments and E2E motion.
• Liaising with Region, WW on latest SP Partners,, MSP plays – Managed Services/XaaS services applicable . Enabling the in-theatre Cisco teams on the latest offers and facilitating service creation/ GTM with partners.

Travel will vary with return to normal business from COVID, expect up to 25% travel long term.

• You will experience working with MS partners/customers developing the MS business. Experience in network & cloud security technologies will be added advantage.
• You will possess both a business and technology background that enables engagement with Cisco's sales leadership within our MS community, as well as the ability to promote relevance of their mission to sales organizations, both within Cisco and our broader partner community.
• You should also have a demonstrated ability to think strategically about business and technology challenges. Experience in Service Creation, Sales Acceleration with MSPs across different solutions (Managed Services, XaaS).
• Good understanding of the MS/XaaS business model, value exchange between Cisco and MSPs, commercial constructs (high level)

• 12+ years' experience in channel sales, direct sales or Business Development with a technology company preferably in Security domain.
• Understands the importance of the channel to driving Cisco's business
• Ability to drive strategy to execution through significant business expertise and a drive towards business outcomes
• Experience in sales to Managed Service providers in a direct or channel capacity
• Experience in leading virtual and indirect teams across multiple geographies in APJC
• Experience in creation of complex / cross portfolio services with MSPs.
• Bold and takes ownership with proven ability to lead a business in the APJC region
• Dedicated with ability to succeed in a dynamic environment

WE ARE CISCO

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) and only about hardware, but we’re also a software company. And a security company. A blockchain company. An AI/Machine Learning 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, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take the difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.