Volume Business Development Lead, APJ Commercial Sales

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  • Area of Interest
    Business Development
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What You'll Do

The Volume Business Development Lead will manage the central sales business development activities and develop scalable business constructs and operating model for the volume business. The primary responsibilities of this role are to identify and develop volume business Routes-to-Market (RTM) to scale the Cisco START portfolio: starting from identifying the targeted RTMs for each market (e.g. by SP Channel, Tier2/3 cities locations, vertical etc), the right offers relevant for the RTM, the right business construct and operating model, integration of the execution components to incubate and grow these Routes to Market. These RTMs may be new digital/online channels or traditional routes.

The success of the role will be measured against the overall business generated by the new Routes to Market and how they contribute to the growth of the overall volume business. 

The Volume BDM lead will collaborate across various cross-functional teams that make up the extended volume team including the portfolio architecture teams, volume sales specialists, operations, distribution, marketing, partner organization, field commercial sales teams, finance, legal, and tax to develop these RTMs and grow them.

This role is also responsible for the scaling of these volume RTMs across the Region, measurement of their impact, as well as ongoing improvements.

The Volume Business Development Lead is responsible for the planning, development, implementation, operationalization and execution of new RTMs and business constructs for the APJ volume business:

  • Develop and maintain an in-depth understanding of the midmarket and SMB customers and channel requirements, market opportunities, and competitive conditions
  • Engage with selected customers and channels to understand their needs and how we may evolve the volume business to meet the needs of the market
  • Identify specific volume routes to market in each country: Managed /Service Providers, Specialized Resellers, Online channels etc. and develop the right business construct to engage and execute the volume business using the Cisco START portfolio
  • Orchestrate the specialized resources – portfolio BDMs, partner and distribution teams, marketing, etc to develop and execute the complete go to market plan.
  • Scale out the volume business constructs by RTM across the region leveraging the full portfolio of solutions and the volume business resources available
  • Collaborate with the cross-functional organizations across the Region: Commercial Sales teams, Partner Organization teams, Theater and Regional/Commercial Marketing, Virtual Sales teams, Services Sales, Distribution, Architecture teams, Legal, Tax etc. to drive execution of the sales program
  • Benchmark Cisco’s volume business against the competition and understand key drivers’ success to compete with them in the market
  • Lead and drive awareness of the volume initiatives to theatres and countries, and work with the stakeholders to provide necessary training to ensure ‘last mile execution’
  • Conduct regular business reviews with the theater sales and partner teams and other key functional groups to ensure GTM execution
  • Analyze and track volume business and RTM performance and provide enhancement recommendations to adjust course as required 

Who You'll Work With

Cisco is a unique innovator, accelerator and connector. We connect our employees to our partners and our customers, to ensure that the speed, agility and security of Cisco solutions have a multiplying effect worldwide. In the Asia Pacific and Japan region, the Commercial and Marketing teams build our brand, advance key Cisco growth areas such as Security & Software and implement our technologies together with our partners.

Every day, we feel inspired by our Commercial customers. They continually surprise us with their forward thinking and incredible drive to grow their business in a changing digital world. Our customers and partners make Commercial in APJ Cisco's growth engine. I am proud to contribute to this success, so we continue to connect everything, innovate everywhere, to benefit everyone.

We are on a journey to further harmonize our Commercial sales power with the most advanced digital marketing techniques available. I believe our edge comes from the combined team: to find the audience, meet every technology challenge and make the sale.

Who You Are

To be successful, the Volume Business Development Lead would need to understand buying behaviors of the midmarket/SMB customers and the solutions and offers that that they need and the channels that cater to these customers. In addition, the BDM will need to take into account the competitive environment that exists in each market, and learn and respond to how our top competitors manage the volume business in the region.

  • 10+ years experience in the IT industry, preferably in channel development, or sales and/or partner programs development, or volume business development 
  • Must have some business development or program management experience but sales management or sales experience highly desirable 
  • Ability to transition from strategic thinking to managing and solving tactical 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 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 mid-term and short term 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

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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