Cisco Distribution Partner Account Manager in Shanghai, China
Distribution Partner Account Manager
Location: Shanghai, China
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1217592
Distribution Partner Account Manager Job Role Job Description
Collaborate & build multi-level relationships - both internal and external that support distributor success
Manage Distribution profitability and Partner Satisfaction
Create business plans to (manage distribution partners) drive business growth both for Cisco & disti
Manage and optimize distributors inventory & credit line usage
Drive technical & sales readiness within distribution
Implement marketing & market development plans with assigned distributors
And execute distribution marketing budgets with assigned distributors
Communicate programs, promotions to Distribution sales teams and analyze usage trends
Share Cisco VSEM ( internal visibility of plans ) and execution
Develop & execute strategic sales and 2-tier partner enablement programs
Drive specific opportunities for 2 nd Tier partner and the commercial growth
Manage POS and booking forecasts & pipeline development on a weekly, Monthly and Quarterly basis with high accuracy.
To work closely & communicate effectively across all of Cisco’s line of businesses to support the best outcomes for the business through distribution
Strong selling skills in major accounts and/or a territory is essential.
Must have strong relationship selling skills within the channels / distribution community and be able to lead sales calls at every level of an account, executive level or otherwise.
The role requires a self-starter with the ability to multi-task.
Must be able to work as an individual and as part of a team.
Understanding of business organizations and their buying cycles is required.
Indirect sales experience in IT industry, especially server/storage and networking is required. Deep knowledge of server virtualization, data center optimization, and campus networking is required.
Result Driven with Excellent negotiation and closing skills are a must.
Requires practical experience using influence management to achieve goals.
Should possess a general understanding of legal contracts.
Requires excellent written and verbal communication skills.
Prior management experience desirable.
Excellent knowledge of MS Office, specifically MS Excel, possess an analytical mind with excellent accuracy to detail.
Responsibilities will include:-
·Provide weekly, monthly, quarterly forecasting – POS , Bookings and Quarter End Inventory and CBN
·Working with distributors to provide accurate forecast and minimize the variance.
·Working with distributors to provision right mix and right level of inventory
·Provide the distributors with regular performance updates / reviews
·Provide analysis and plan with distributors to develop and expand 2-tier partner coverage, capacity and capabilities.
·Work with Customer Service on expediting product delivery of distributor orders
·Communication of monthly promotional updates to the sales people / Product managers within the distributors
·Collaboration with distioperations, architectural teams
·Analyze and feedback promotional usage trends
·Coordinating with the distributors on the usage of Co-op spend
·Achievement of distributor MBO/CIR incentives and other available funding
·Organize and manage spiff and distributor sales floor enablement activities
·Coordinating with APJC Distribution team on operational metrics ie Inventory, Seal of Compliance and communication of data and resulting actions, if any
·Responsible for managing the Cisco relative operational aspects of the Cisco distributors.
Educational & Experience Background Recommended
BA degree in a technical discipline or equivalent and 3 years Distribution experience in a fast-growth, high technology Distributor.
Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.