Partner Ecosystem SBDM

Meet the Team

Join a collaborative and globally focused team dedicated to advancing Cisco's Operational Technology Supplier Program. We pride ourselves on our cross-functional collaboration with partner sales, program teams, technical enablement, and leadership across business units, ensuring the successful onboarding and development of suppliers in operational technology, physical security, and connected building architectures. We are focused on building relationships with new operational technology (OT) suppliers and partners, driving innovation and business growth in these new RTMs. Our team collaborates with a broad range of internal stakeholders—including channel sales, architecture specialists, distribution, and technical enablement—to ensure successful partner recruitment and development.

Your Impact

The Partner Ecosystem Business Development Manager will drive the recruitment and enablement of partners for Cisco's new Operational Technology (OT) Supplier RTM/ecosystem program in APJ. This program aims to expand Cisco's reach into operational technology, physical security, connected buildings, and OT security, focusing on routes to market outside the traditional Cisco channel. The successful candidate will leverage deep experience in channel partner engagement to identify, recruit, and develop new partners with capabilities across OT routes to market to accelerate partner value and bookings for the Cisco industrial networking, physical security, connected buildings, and OT security portfolios.

Key Responsibilities

• Identify, recruit, and onboard new partners for the Operational Technology Supplier Program, specifically those outside the current Cisco channel ecosystem.
• Develop and execute go-to-market strategies with new partners in operational technology, physical security, connected buildings, and OT security.
• Assist in onboarding and enabling the OT Supplier's channel partners optimizing for the RTM
• Lead partner enablement and development initiatives to ensure partners are fully equipped to represent Cisco solutions.
• Collaborate closely with internal teams including channel sales, distribution, and technical enablement and relevant business units.
• Maintain and grow relationships with key stakeholders in the operational technology, physical security, connected buildings, and OT security markets
• Track and report on recruitment progress and partner bookings performance against program goals.
• Support inventory management, and order fulfillment processes as needed.
• Ensure compliance with Cisco's operational standards, channel program requirements, and industry best practices.

Minimum Qualifications

• Demonstrated experience working with channel partners in operational technology, physical security, connected buildings, or OT security.
• Proven ability to recruit, onboard, and develop new partners, ideally those not currently engaged with Cisco.
• In-depth knowledge of Cisco channel programs, distribution models, and partner enablement best practices.
• Strong understanding of the industrial networking and security landscape.
• Excellent communication, stakeholder management, and relationship-building skills.
• Ability to develop and manage partner executive relationships
• Ability to work independently and as part of a virtual, cross-functional team.

Preferred Qualifications

• Excellent intellectual and analytical skills—ability to structure problem statements and be the catalyst for uncovering new ways to solve problems; prior management consulting, business development, or strategy & planning experience is desired
• Experience in field sales roles (e.g., direct, channels)
• A keen understanding of relationship development and influence in highly matrixed environments
• Financial aptitude with Excel business case modeling and/or budget development
• Experience in designing/driving complex projects, programs and processes at scale
• An understanding of strategy, industry, and market concepts (e.g., TAM, Competition)
• Comfortable in a remote team working environment; self-motivated and results-oriented
• Strong communication and presentation skills—an ability to graphically represent new ideas and concepts to executive leaders
• Subject matter and technical expertise in relevant Cisco solutions
• BS/BA or equivalent in a related field
• Top MBA is strongly preferred
• Excellent organizational, problem-solving, and communication skills
• Ability to work effectively in a fast-paced, dynamic environment

Why Cisco?

At Cisco, we're revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We've been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Simply put – we power the future.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.

Message to applicants applying to work in the U.S. and/or Canada

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco's flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco's Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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