Cisco Distributor Partner Account Manager 

Thailand, Bangkok, Bangkok 

96843855

Strategy

• Transform distribution channels into business engine to drive business growth especially SB and RunRate. Identify gaps and derive strategy to transform Cisco velocity GTM via distribution channels.
• Work with key stakeholders in Sales, Marketing, Operations & Finance to clearly define channel strategy; meaningfully increases coverage into SMB marketing & yields minimal channel conflict.
• Work and engage between distributors and partners, provide a push strategy and improve end to end selling cycles from Booking, POS to End-users
• Provide and recommend appropriate product and position pricing especially into SMB via distribution and partners
• Partner with distributors to establish and build sound in-country business and marketing plan

Transformation

• Influence distributors to transform from logistical excellence to beneficial distribution
• Drive distributors to skill up with Cisco certification programs and build service practices to support distribution to non-certified/non-skilled partner/agents of Cisco
• Influence distributors’ mind-set along with Cisco business direction, highlight business preposition and opportunity, bringing them into another incremental arena
• Responsible to influence and provide justification to regional teams to localize policies and implementations for in-country

Operations

• Build a complete database of partners, VARs & retailers in country and work with sales teams to identify strategies to acquire and enable key partners.
• Build a dedicated, well-educated Small & Medium Business reseller sales force for non-named accounts in-country. Maintain a geographical and technological balanced coverage with emphasis on Tier 2 Cities too.
• Work with functional support teams to identify a clear process & launch tools to maintain accurate customer, prospect and register deals information to minimize channel conflict.
• Work with Distributors to design appropriate and directive channel programs to adapt to local needs, driving top-line, profitability and channel loyalty
• Understand distributors’ landscape, identify gap, growth areas and provide recommended performance matrix.
• To monitor and drive distributors’ quota achievement and inventory management
• Conduct regular interlock session with distributors to ensure execution of revenue plan and provide recommendation and assistance if sales get well plan/recovery is needed
• Manages distributors’ pipeline and helps to close deals if needed.

Enablement

• Distributor enablement and drive Distributor readiness for Architecture/ Technology focus
• 2-tier Partner enablement, i.e. new Product release, work with cross-functional team beforehand to deliver complete set of Partner Enablement deliverables: “Partner Readiness” Selling/Marketing Content, Sales & Technical Training and sales/technical tools for distributors and partners
• Increase partner value through differentiation of their value proposition to our customers. Work with selective number of identified channel partners, including improving sales readiness of partners.
• Work with Commercial & Marketing Leads to execute Inbound/outbound demand generation marketing to drive leads and supporting conversion metrics.
• Responsible to take lead on facilitating both the operational and executive channels program councils for in-country

Sales & forecasting

• Provide weekly, Quarterly and Yearly forecast, Pipeline reviews, Distributor quarterly business review & follow-up of key business metrics relating to Sales activities thru channels for local country and region team

• Requires a minimum degree and 8 years channel or distribution sales experience in a fast-growth, high Technology, or IT Distribution company.
• Must have strong relationship selling skills within the channels community and be able to lead business review with partner executives.
• Must be a self-starter and strong closer with multi-tasking ability.
• Understanding of distribution and resellers' business organizations and their business is required.
• Experience selling in a high technology and networking industry and knowledge of LAN and/or WAN networks is required.
• Excellent negotiation and closing skills are a must. Requires practical experience using influence management to achieve goals.
• Possess a general understanding of legal contracts.
• Excellent written and verbal communication skills.
• Strong eye for business
• Partners focus
  
• Phenomenal Teammate & Collaboration abilities
• Leadership
• Organizational versatility