Managed Services GTM Lead - SaaS & Partnerships

Commercial Central Team Opportunity
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The Commercial Central Team is tasked with accelerating the growth and transformation of our entire portfolio for our customers. In doing so, Managed Services will be a key transformation for all our sellers to ensure we meet our customers where they are and have multiple consumption offerings for how our customers work with Cisco. You will work directly with the Commercial Central Director of Strategy & Planning to develop a GTM market model that aligns with the field sales management and sellers to perform against our goals. You will work closely with the Partner Managed Services team to drive the direction and programs of the go-to-market strategy while developing key collaborators inside the field sales organization to drive the existing pipeline and help the sales teams build new pipeline along with key managed services partners.

Your Impact
Reporting to the Commercial Central AVP, you will be responsible for building and driving a Go-To-Market (GTM) plan for Managed Services driving an analytic-based sales motion with our MSP partners, Sales Account Managers, and Sales Leaders. The primary focus of this role is to accelerate the awareness, insertion, and growth of the Managed Service RTM for the Commercial Central Area. You will play an integral role in contributing to the success of the overall Commercial Central sales team. In addition, you will:

Leverage sales and finance data analysis and provide insights to aid in identifying and establishing Managed Services sales and growth opportunities.

Build a business plan for the segment that captures the Managed Service opportunity within the install base and capturing new logos through demand generation campaigns with MSPs and the field sales teams.

Develop and maintain key relationships with key partner and customer executives.

Develop a full understanding of key partner managed service offers.

Provide detailed activity forecasts and regular pipeline reporting.

Provide insights into growth opportunities for accelerating MS bookings and operationalizing new ideas.

Work with the APO-MS & Cisco Business Units to drive the evolution of the partner managed service offerings in line with specific area/theatre needs.

Develop a comprehensive enablement program for the Cisco managed service portfolio with key partners.

Conduct monthly/quarterly training sessions with field sales to educate them on the MS RTM.

Keep the pulse of industry trends, competitive landscape, and customer challenges in Managed Services and incorporate this knowledge in enablement programs, offers, and promotions that Business Units and Partners are developing.

Provide input to APO-MS marketing messaging, positioning, and branding. Refine messaging per market segment and ensure all communications are aligned with approved messaging.

Demonstrate excellent verbal and written communication and presentation skills to manage interactions with customers, partners, and other important parties.

Travel 25-50%

Minimum Qualifications
5+ years of sales or strategy experience working with channel partners, managed service providers and/or direct sales.

Understands how to evaluate, interpret, and incorporate financial data in building business plans and sales strategies and making daily decisions to support and accelerate sales growth.

Bachelor's degree or equivalent experience in finance or business-related fields.

Preferred Qualifications
You are a highly motivated sales specialist with experience in SaaS sales and have a good understanding of Managed Services. You are sales-minded with an understanding of sales processes and the importance of driving an efficient and intuitive process in supporting a multi-million-dollar business in close alignment with product business units, partner teams, and account teams.

Experience analyzing sales data to determine trends and productivity.

Knowledge of the Managed Service RTM, including Managed SD-WAN, Multi-Cloud networking, and Security offers.

Salesforce skills

Experience using the MEDDPICC methodology.

Ability to work in a matrix organization and manage cross-functional teaming to build support, secure sponsorship, and ensure alignment for desired outcomes.

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