Security Partner Lead, Strategic Partners @ Cisco

Join the team transforming how Cisco works with providers and partners to build compelling managed services & as-a-service offerings for Security architectures.

This role is key to supporting the Service Provider sales teams driving and developing the strategy for Security infrastructure, physical and virtual offers, and outbound program creation for demand generation of product/solution/software sales go-to-market. Experience in the IT sector and Security architectures is critical.

In this role, you will craft, implement, and grow an emerging business within Cisco. You will work closely with leading security technologies to develop compelling offerings, and Sales GTM strategy and drive big bets within our customers.

The service creation team is focused on driving long-term strategy and successful execution. You will collaborate with cross functional groups across sales, product management, operations, and marketing to drive the key security and Security strategies and areas of opportunity in Ciscos Service Providers.

The ideal candidate will be responsible for engaging with various Providers to support key sales and business activities in a dynamic environment. You will have a background containing high-tech sales, or experience in strategy management consulting.

• Understanding of Partner (SP/ITSP/MSP) business models, relationship building, and capturing partner focus.
• Awareness of MSP Industry trends, addressable market, Cisco products, competitive dynamics, and ability to evaluate the applicability of this with partner catalog and security service offerings.
• Ability to act as a Trusted Advisor, conceptualize End-to-End service offerings, and winning themes, and build a business case with the Partner.
• Ensure timely information (product and buying models) updates to partners for each relevant technology and SASE architecture area.
• Work with various internal Cisco teams to build the service offering and develop launch content with partners.
• Work with the partner to build the commercial modeling based on service package(s) and SLAs.
• Able to Identify and predict relevant technology challenges and pitfalls in the service offering.
• Able to work with partner and Cisco teams to create marketing campaigns, sales awareness, and enablement programs.
• Evangelize partner service offerings and voice-of-the-partner back into BU and Cisco Sales organization.
• Ability to drive program management and governance for service offering launch.
• Able to collaborate with sales, client executives & delivery teams of partners to deliver the business outcome.
• Able to create GTM models with partners to sell the Security service offering.

• You are a self-starter. You have been performing well in a dynamic environment and possess interpersonal skills to run multiple projects with tight deadlines effectively.
• You have strong executive presence, cross-group teamwork, and communication skills that drive influence among the senior leaders across a highly matrixed organization.
• A customer-facing subject matter authority who focuses on business development, delivering and orchestrating Managed Services offers with large Service Providers.
• You possess experience in the Service Provider routing portfolio, industry standard methodologies, and operational processes.
• You are a go-getter and are capable of developing a working competency of Cisco architectures, products, and solutions capable of delivering a value proposition to customers.
• You are experienced with solution selling and have a consistent track record of converting engagements into solutions and service sales.
• You engage and build relationships at the client and present complex ideas in succinct yet compelling form that builds urgency to execute the proposed engagement.

• Sales Expertise ability to propose solutions, addressing client business issues and objectives using both Cisco and third-party solutions / services in a clear and concise manner. Having worked closely with Cisco and / or key competitors to build managed services offers is a plus.
• Technical Expertise demonstrated technical expertise in one or more architectures offered via large telcos and MSPs (e.g. SD-WAN, SASE, Security, Campus Networking), academic training or knowledge of Service Provider technologies is required to provide a comprehensive, differentiated, and valuable level of consulting advice to our clients.
• Industry Expertise demonstrated knowledge of telecommunications business to be conversant enough to present a compelling point-of-view to the client of what work should be undertaken, to help the clients company achieve ambitious advantage and differentiation. Knowledge of ITIL service management is a plus.
• Delivery Expertise demonstrable ability to successfully own the delivery of projects, that exceed client expectations in terms of deliverable quality and positive impact to the business.

This position can be based anywhere in the U.S. Travel will vary with up to 25% travel.