MANAGER PARTNER OPERATION SALES

  • Location:
    Buenos Aires, Argentina
  • Additional Location(s)
    Chile or Colombia
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1219332
New

What You'll Do

MPO, leader’s role, will be working with internal organizations, partners and prospects to facilitate channel sales in the region.

Will lead the Cisco partners team in MCO. This individual will need to develop and implement an innovative and expansive go to market-oriented to satisfy business opportunities.

This leader must identify and articulate business opportunities, prioritize and create initiative-based strategies to address those opportunities into partner’s environment.

MPO Leader for MCO region will be responsible for:

-Understand the requirements of the region in terms of coverage

-Identify Partners in desired Countries in desired franchises / solutions in order to increase MCO coverage reach

-Establish and build relationships within partner’s Executives (C level) to successfully drive the sales process with existing and potential customers and grow Cisco's market share.

-Create a compelling value proposition is essential to succeed in building partner relationships.

-He or She builds, develops and leads partner teams to execute against defined initiatives and produce impactful business outcomes

- Evaluates performance: rewards, recognizes and takes corrective actions when necessary. In technical environments, understands technical roles and associated behaviors.

- Attracts, develops and grows talent to exceed functional objectives. Often leads remotely / virtually.

- Lead the territory by motivating engagement among Cisco and partner resources to achieve the legal quota of products and services.

-Drive large business organizations and their buying cycles is preferred

Understand the next generation coverage model and create a roadmap to the future
• Develops and drives a joint partner account plan and strategy, pulling in all cross-functional resources to plan for a mutually beneficial outcome
• Maintain visibility of high value partner opportunities
• Drive growth of sales with Strategic Partners through both expansion of coverage by technology and geography. Focus on increasing the Strategic Partners overall investment in Cisco’s technology (getting our fair share)
Accelerate xxx Demand offers and sales across MCO

• Coordinate with peer leaders from across Cisco to ensure that the full execution of Strategic Partners plans is aligned with the overall Latam and APO regional strategy.

 

Key success factors are
• Drive…
• Build…
• Accelerate…
• Enablement…
• Develop and Maintain the Long term strategic partner plans and investment in technologies
• Drive regional and local engagement of Cisco’s Team – e.g….
• Nurture and Maintain with high level Executive relationship with Strategic Partners leadership team, as well as, promote the high level executive engagement with Cisco’s leadership team, including Latam…


Overall sales direction
• Develop a strategy that supports the growth targets determined for assigned Strategic Partners by the regions leadership team.
• Define overall Strategic Partners aligned with the theater goals
• Define strategies to win share of wallet in our Strategic Partners
• Work with assigned Strategic Partners to determine technologies and countries (regions) GTM and capacity
• Develop and deliver a comprehensive sales development plan for assigned Strategic partners.
Cross-Cisco coordination:

Who You'll Work With

MCO (Multry Country Operation) is one of the regions of greatest growth in Latam, and its goal is capturing opportunities through our partners in new spaces that in some cases can be countries, market niches or specific franchises.

Cisco is committed to supporting Partners in developing their business strategies based on the implementation of innovative technological solutions

Manager Partner Operation (MPO) is working together with partners, according to their geographic presence, sales capabilities, and business value.

Partner Account team must drive incremental growth via partners acceleration, in the following solutions: DC / virtualization, Security, and our software portfolio including Collaboration and Webex...

We need an individual who provides leadership to business managers, partners account managers and account managers and functional leaders. He/she is accountable for the performance and results of teams from multiple countries and aligning them with Partners extending Cisco coverage in every franchise and Country we expect growth our business.

MPO is the orchestrator of the Cisco relationship with our MCO top partners. Responsible for defining and executing on targeted growth strategies and comprehensive sales and business development plans related to Strategic Partners selected for development in the Latam Region. Align with MCO account team, World Wide and APO teams to get the end-to-end vision, as well as, maintain an in-depth understanding of competitive conditions, industry practices, market opportunities, and theatre, customer and partner requirements. The role would work very closely with the field Channels team in each country of the region where the partner has operations and maintain a close engagement with the region team. Collaborate on the definition of new solution requirements and partner development priorities of Regional Strategic Partners, as well as, new business models and strategies based on feedback from partners, account team, and internal stakeholders. The role would be accountable for developing and following the Partner Strategy and the investment that these strategies determine in the different technologies and territories of MCO. Successfully balance the short-term goals and longer-term vision.
This role reports into the MCO Sales Operation Lead.

Travel Expectations
About xx% of time is expected to involve travel to attend meetings and training.

Who You Are
The MPO is a senior professional with experience in managing and maintaining high level partner relationships on a regional level.
-x+ Years of working in or with the region

-x+ Years working in a Channel Partner role with senior level exposure and solid knowledge and experience of channel vertical and customer management practices.

- x+ years of successful sales experience and related experience in technologies, solutions and applications.

-The candidate will have to be able to demonstrate significant sales success in both indirect and direct sales environments, preferably combining sales experience in Latam Market and solid understanding and experience in management of all aspects of sales support processes.



Required Competencies
1. Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships

2. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.

3. Business and Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.

4. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal.

5. Project Management Skills – Developing project plans and revising them as needed in response to obstacles; identifying and marshaling resources to implement plans; managing, monitoring, and communicating progress and parameters to team members and stakeholders.

6. Goal Alignment: Creating a line of sight between own and other’s objectives and those of the business unit as driven by strategy, maintain consistency between individual and organizational goals, and realign goals in response to the changing realities of the marketplace and the competitive landscape.

7. Ability to handle geographical territories across multi-cultural environments.

8. Excellent conflict resolution, negotiation and team building skills and proven Ability to establish clear objectives and direction.

9. Team player.

10. Clear record of achievement, a willingness to work hard and perseverance to make things happen.

11. Strong target orientation

12. Strong leadership skills, consultative sales vision, agressive results orientation and the capacity to influence on senior levels.

 

Others Characteristics/Competencies:

Entrepreneurial and visionary - Energetic, adaptable and open minded - Keen to learn and share - Good analytical grasp - Highly self-motivated with a high degree of pressure tolerance - Impressive communication and presentation skills - Inspirational and decisive

 

Management Skills:

Portfolio Management & Strategic Marketing Skills - Organizational Alignment & Focus - Organizational Productivity & Leverage - Governance - Industry Presence - Building and Managing Profitable Businesses - Leading Change - Managing Employee - Managing Government Relations


Educational Requirements
Bachelor's degree is required or equivalent. Master’s degree preferred
Technical (engineering, computer science, physical science) degree highly desirable

Fluency in English and Spanish languages


Why Cisco

We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

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