Description
This role qualifies and progresses sales opportunities within a broad geographic territory covering both Small and Medium Business (SMB) and Mid-Market segments.
You will process a high volume of virtual transactions, engaging directly with a select subset of customers to validate opportunities and ensure sufficient resource allocation.
As an opportunity facilitator, you will receive and manage inbound opportunities from partners, marketing teams, and Sales Development Representatives (SDRs).
You will maintain a comprehensive understanding of Cisco's full product portfolio to deliver the 'One Cisco Story'.
Your responsibilities include:
- Managing complex opportunities with Partners across a shared set of Mid-Market and SMB accounts within a pod
- Cultivating collaboration across the pod to stay informed and identify when to engage team members at any given time to maximize opportunities
- Strengthening relationships with iAE team members within the pod and partners
- Providing critical input to cross-architecture initiatives to optimize strategic opportunities across the pod
- Engaging and managing Mid-Market accounts using RAD data and AI tools to drive customer acquisition and retention through effective cross-pod coordination
- Developing in-depth understanding of customer(s), product(s), organization, industry, challenges, to align Cisco's solutions with decision-makers; researching other relevant solutions as required
- Empowering partners with market analysis and strategic support to enhance opportunity targeting and build a strong Mid-Market pipeline
- Facilitating workshops and strategic planning sessions with multiple customer stakeholders
- Providing Partners with tools and resources to deliver multi-technology, cross-architecture solutions
- Leveraging outbound marketing campaign content and insights to aid Partners in tailoring outreach efforts
- Delivering strategic insights that influence deal direction
- Combining advanced knowledge of a primary Cisco portfolio with working knowledge of other Cisco architectures
- Collaborating with partners and cross-functional teams to support design and proposal of advanced, customized solutions that address nuanced customer needs
- Facilitating technical discussions with customer IT and business leaders to co-develop solution roadmaps
- Using standard and occasional non-standard methods to describe Cisco's solution value and address customer challenges in discovery conversations
- Ensuring real-time updates across deal stages, legal forecasts, and key customer interactions through consistent virtual connection with partners
- Collaborating with finance to accelerate deal closure and resolve complex issues
- Influencing partners and team members by shaping strategies and providing Networking portfolio expertise
- Operationalizing knowledge sharing, leveraging informal and formal channels to foster collaboration and drive a culture of continuous learning and innovation amongst partners and the pod
The ideal candidate will have:
- Bachelor's degree + 5 years of related experience, or Master's degree + 3 years of related experience, or PhD + 0 years of related experience