Senior Director, Cisco Business

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as Pellera's primary senior representative to Cisco, engaging with its partner organization, area sales leadership, and various business units.

• Develop and negotiate the joint business plan and memorandum of understanding.

• Oversee the quarterly business review schedule.

• Manage Pellera's ranking and tier on Cisco's partner scorecard and address any gaps.

• Drive the Cisco business growth initiative across all regions and practices.

• Create and implement a target-account strategy to enhance Cisco's presence within existing Pellera accounts.

• Collaborate with regional sales leadership to integrate Cisco sales methodologies throughout the field.

• Establish pipeline and forecasting protocols to ensure predictable growth for Cisco.

• Take responsibility for the capture, compliance, and reinvestment of Cisco program funding.

• Align certifications, specializations, and partner program milestones with growth objectives.

• Facilitate Cisco sales and technical training across all regions, including onboarding and developing Cisco-focused sellers.

• Evaluate field skills and coverage, and create business cases for additional capability investments.

• Design Cisco-specific offerings, service attachments, and value propositions in networking, security, collaboration, data center, and observability.

• Plan and execute Cisco-funded marketing campaigns in collaboration with marketing teams and practices.

• Represent Pellera at Cisco and industry events and develop reference stories.

• Establish a baseline for regional practices and architecture, securing approval for a three-year growth strategy.

• Implement the joint business plan, enhance program funding capture, and remedy partner-scorecard discrepancies.

• Initiate Cisco enablement across all regions and train newly recruited Cisco sellers.

• Activate a named target-account strategy and increase the number of accounts engaging with Cisco.

• Achieve distributed growth that exceeds the current trajectory of the partnership.

⛳️ Requirements

• Extensive and up-to-date knowledge of Cisco, including partner program structure and tiers, incentive and rebate schemes, partner scorecard, deal registration, architectures, and Cisco partner investment choices.

• Proven history of scaling a vendor practice or partner business with measurable revenue and margin improvements.

• Capacity to lead and influence a geographically dispersed field sales organization without direct reporting authority.

• Strong business acumen to create a credible growth strategy, viable investment case, and manage margins in a competitive, low-margin environment.

• Executive presence when engaging with vendor executives, internal regional leadership, and board-level stakeholders.

• Over 10 years of experience leading a technology partner, channel, or strategic alliance organization, or in Cisco field or channel sales leadership roles.

• A bachelor's degree or equivalent relevant experience.

• Willingness and capability to travel around 40–50% of the time.

• Ability to work for extended periods seated at a desk and using a computer.

• Capability to lift up to 15 pounds occasionally.

• Preferred: experience with Cisco or a Cisco national, Gold, or top-tier partner.

• Preferred: existing executive relationships within Cisco's channel organization and area leadership.

• Preferred: experience across various Cisco architectures.

• Preferred: experience collaborating with distribution partners.

• Preferred: background in developing sales enablement initiatives and partner-funded demand generation.

• Preferred: experience in a private-equity-backed or rapidly growing integrator setting.

🏝️ Benefits

• Access to Cisco-funded campaigns and partner program funding opportunities, encompassing rebates, incentives, co-investment, and marketing development funds.

• Flexible remote work arrangement.

• Opportunities for executive-level leadership responsibilities and a national role.

• Travel required approximately 40–50% of the time.