Account Manager

  • Location:
    Beijing, China
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
  • Job Id

Distribution Partner Account Manager Job Role Job Description

  • Collaborate & build multi-level relationships - both internal and external that support distributor success
  • Manage Distribution profitability and Partner Satisfaction
  • Create business plans to (manage distribution partners) drive business growth both for Cisco & disti
  • Manage and optimize distributors inventory & credit line usage
  • Drive technical & sales readiness within distribution
  • Implement marketing & market development plans with assigned distributors

And execute distribution marketing budgets with assigned distributors

  • Communicate programs, promotions to Distribution sales teams and analyze usage trends
  • Share Cisco VSEM ( internal visibility of plans ) and execution
  • Develop & execute strategic sales and 2-tier partner enablement programs
  • Drive specific opportunities for 2nd Tier partner and the commercial growth
  • Manage POS and booking forecasts & pipeline development on a weekly, Monthly and Quarterly basis with high accuracy.
  • To work closely & communicate effectively across all of Cisco’s line of businesses to support the best outcomes for the business through distribution

Skills Required

  • Strong selling skills in major accounts and/or a territory is essential.

  • Must have strong relationship selling skills within the channels / distribution community and be able to lead sales calls at every level of an account, executive level or otherwise. 

  • The role requires a self-starter with the ability to multi-task.

  • Must be able to work as an individual and as part of a team.

  • Understanding of business organizations and their buying cycles is required.

  • Indirect sales experience in IT industry, especially server/storage and networking is required. Deep knowledge of server virtualization, data center optimization, and campus networking is required.

  • Result Driven with Excellent negotiation and closing skills are a must.

  • Requires practical experience using influence management to achieve goals.

  • Should possess a general understanding of legal contracts.

  • Requires excellent written and verbal communication skills.

  • Prior management experience desirable.

  • Excellent knowledge of MS Office, specifically MS Excel, possess an analytical mind with excellent accuracy to detail.


Responsibilities will include:-


· Provide weekly, monthly, quarterly forecasting – POS , Bookings and Quarter End Inventory and CBN

· Working with distributors to provide accurate forecast and minimize the variance.

· Working with distributors to provision right mix and right level of inventory

· Provide the distributors with regular performance updates / reviews

· Provide analysis and plan with distributors to develop and expand 2-tier partner coverage, capacity and capabilities.

· Work with Customer Service on expediting product delivery of distributor orders

· Communication of monthly promotional updates to the sales people / Product managers within the distributors

· Collaboration with disti operations, architectural teams

· Analyze and feedback promotional usage trends

· Coordinating with the distributors on the usage of Co-op spend

· Achievement of distributor MBO/CIR incentives and other available funding

· Organize and manage spiff and distributor sales floor enablement activities

· Coordinating with APJC Distribution team on operational metrics ie Inventory, Seal of Compliance and communication of data and resulting actions, if any

· Responsible for managing the Cisco relative operational aspects of the Cisco distributors.


Educational & Experience Background Recommended

BA degree in a technical discipline or equivalent and 3 years Distribution experience in a fast-growth, high technology Distributor.

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