Principal Consultant, Partner Consulting Team, APJ Parter Organization

  • Location:
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
    Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security
  • Job Id

General Description

Cisco is undergoing a transformation of its business and innovating our portfolio and how our customers consume our solutions, leading to a change in our business model towards a greater mix of recurring revenue/subscription models for our hardware, software and services.  The Partner Consulting Team in APJ is set up to help partners evolve with Cisco in this significant transformation.

The Principal Consultant is the Partner Consulting Team lead for the APJ Partner Organization, managing a small team of business consultants who will work with partners on their business evolution. The primary responsibilities of this role are to develop the APJ Partner Transformation / Evolution strategy and to deliver business transformation and practice building engagements with selected partners with the support of external consultants, Cisco cross-functional teams and help the partners to transform their business along with Cisco’s business transformation. The Principal Consultant would also consult with internal teams on how to evolve the partner landscape over time in line with Cisco’s strategy.

To be successful, the Principal Consultant would need to understand the evolving channel business model as well as market dynamics and competitive environment. The Principal Consultant would collaborate across the various cross-functional teams including external consultants, theater and regional teams from Partner Organization, Architectures, SE organization, GCS, sales teams, etc. This role is also responsible for packaging these practice builders for scaling across the partner base.

Roles and Responsibilities

The Principal Consultant, Partner Consulting Team Lead is responsible for the planning, development, implementation, operationalization and execution our partner transformation strategy across APJ:

  • Develop an understanding of the APJ Partner Landscape across each country and how it should evolve based on the local market and customer needs and Cisco’s portfolio and business models
  • Develop frameworks and methodologies for helping partners in evolving their business models by through consulting engagements with Cisco
  • Segment and qualify partners based on defined criteria for deep or light touch engagements
  • Develop business case for joint investments with partners in the transformation initiatives
  • Enable the field teams on the methodologies for developing new practices with partners and to engage partners on business transformation topics
  • Execute consulting engagements based on the developed frameworks and methodologies
  • Run a PMO to manage ongoing consulting engagements, measuring progress, ensure execution of activities, and measure ROI to Cisco
  • Evaluate external consultants to be hired for these engagements, manage  their activities and scope of work
  • Develop a scalable approach for executing thought leadership on partner transformation using various engagement platforms and to build new ones if necessary for the Region

·       Collaborate with the cross-functional organizations across the Region to develop the practices content: Sales teams, Partner Organization teams, Marketing, Virtual Sales teams, Services Sales, Distribution, Architecture teams, Legal, Tax etc. to deliver the right operating model for the consulting engagements

  • Benchmark Cisco’s business transformation initiative against the competitors
  • Conduct regular reviews with the theater sales and partner teams and other key functional groups to ensure execution of the partner transformation engagements
  • Analyze and track partners performance against target metrics
  • Be the escalation point for theaters/countries for work with Region and WW teams on timely resolution matters relating to the engagements
  • Develop and maintain the budget for this initiative and engagements, as well as measure return over time (ROI)

Desired Skills and qualifications

  • 12+ years experience in the IT/technology industry, preferably in strategy and planning, channel development, or sales and/or partner programs development, or consulting-led sales
  • Must have a prior management consulting experience of at least 3 years from a reputable consulting firm

·       Ability to transition from strategic thinking to managing and solving operational issues

  • Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes  - requires ability to influence without owning processes or organizations directly
  • Proven ability to influence and lead in a highly matrixed model
  • Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
  • Familiarity with Cisco’s full products, architectures and services offerings an added plus
  • Background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
  • Track record of successful performance as a “change agent”
  • Experience building actionable business plans based on a deep understanding of the market and execution levers
  • Bachelor’s degree from a reputable university/college. MBA desirable but not required.


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