Manager, RTM and Channels Competitive Enablement

The Team

The Competitive Intelligence team informs on Cisco strategic GTM and driving strategy across Routing, Switching, Wireless, Optics, Security, CAI, OT, Core Software and Solutions.  Our customer is Sales and Partner Sales.  Our stakeholders include Networking and Compute AI, Security, Collaboration and I&MI Architecture teams, as well as, WW Channels, Services, Systems Engineering, Marketing, Sales Enablement, Strategic Product Marketing, and Distribution Teams.  

Our accountabilities include:

·      Drive channel strategy by partnering with worldwide and regional partner orgs, worldwide and regional distribution orgs, and managed service provider org.

·      Drive field and channel investment and pricing decisions for standard and non-standard programs.

·      Create new competitive product offers to drive growth.

·      Create localized offers for country or segment specific initiatives.

·      Drive competitive testing, enablement, and strategy to arm the sales, systems engineering, and partners with the right information at the right time to win.

·      Provide feedback to platform product management groups on market trends and competitive threats.

·      Drive QBR content from GTM perspective.

·      Partner with Product and Solutions Marketing team to map GTM initiatives directly to marketing plan.

·      Lead development of new business models that cut across multiple product groups.

To achieve the above objectives Channel Partners are a key part of GTM success for the BE including offers, programs, early field trials (EFT), Alpha and Beta Product Controlled Introduction and global segment readiness.   The BE Partner Leader accomplishes this by understanding global markets by Enterprise, Commercial, and Small Business segments, value chain assessments, and competitive intelligence.

Key Responsibilities Include: 

·     Product Positioning by GEO, Segment, RTM

·     Portfolio Rationalization based upon how Partners/Customer sell/purchase EISG products

·     SME for Cisco Channels Tier One, Tier 2, Dist’y as requested by GPO

·     Partner Readiness Content Creation – partner with Marketing to ensure content is field ready and not we are the partner enablement team

·     Forecast EN Partner Capacity for EN portfolio

·     Identify EFT opportunities for Tier One, Two and Disty Partners

·     Regular Partner visits accompanied by Channels, Account Team Members

·     Value Chain Assessments of Partners, Coopetitors, Emerging Competitors

·     Collaborate daily (if not hourly) with GPO for strategic alignment, ideation

·      Offer/Promotion Creation

Demonstrated Competencies Required:

§  Business Acumen

§  Relationship Management

§  Conflict Management

§  Stakeholder Management

§  Collaboration

§  Results and Action Orientation

§  Entrepreneurial

§  Developmental People Leadership

§  Executive Presence

§  Communications, Written, Public Speaking

Experience Required:

§  5 years business, channels, engineering

§  2-5 Years Cisco Sales or Channels Management Experience

§  2-5 Years Accounting or  FP&A

§  Understanding of Cisco Routes to Market

§  Bilingual+, Preferred

§  B. S. or B. A or Military Equivalent

§  MBA or Masters, Preferred