What You'll Do

Over the past three years, APJC has transformed into a region recognised for its outstanding results, innovation, and impactful teams within Cisco. The Cisco APJC Small-Medium Business (SMB) segment plays a crucial role in driving growth for the region. Asia Pacific, Japan & Greater China is passionately pursuing strategies to expand in this market segment, such as launching a selective portfolio of products and services specifically designed for SMB customers.

The SMB business is a channel-led, programmatic, data-intensive, and promotion-driven venture targeting SMB customers in the region with minimal to no Cisco sales touch. One key route to market involves leveraging our service providers or managed service providers, focusing on leading with Cisco’s Cloud portfolio, including Meraki, Webex, and SaaS security.

As a member of the Cisco APJC SMB Growth Office team, you will be responsible for selecting, managing, and driving the development of significant products, bundles, and offers for primarily SP and MSP channels in ANZ market. This includes positioning the right product against our competition, collaborating with business entities/units to localise product portfolios, driving demand generation efforts, providing insights, and recommending Cisco’s response to competitor actions. Additionally, you will be responsible for developing and aligning pricing strategies at the APJC regional level as well. Pricing responsibilities include analysing the price via SP/MSP route vs than different routes, particularly benchmarking and managing cross-channel price conflicts or cannibalisation.

You are also expected to build relationships, particularly with the Cisco SP/Managed SPaaCH team under our channel organization, T2 partners, Distribution, BU teams, local sales leadership, and other cross-functional Cisco teams such as theatre and regional Marketing, Finance and SMB sales, Architecture Sales, and other ANZ functions. Your collaboration efforts will drive growth in the market.

Roles and Responsibilities

As the SP and MSP Portfolio Business Development Manager for ANZ SMB, you will be responsible for driving portfolio growth in the SP and MSP channels with a platform-driven approach and managing portfolio pricing across major routes to market. Key responsibilities include:

• Defining, developing, and managing the SP and MSP relevant Cisco product and solutions portfolio.
• Creating SP and MSP services for the SMB segment to support in-theatre execution and accelerate services growth.
• Developing pricing and margin analysis knowledge and conducting discount strategies and pricing negotiations skill sets.
• Gaining an in-depth technical understanding of products and solutions across various Cisco architectures.
• Collaborating with Architecture Sales teams, Distribution sales teams, SMB Sales Teams, Partner Organization teams, and Marketing to ensure a unified Cisco approach.
• Supporting the creation of regular business reviews, success metrics, and reports tracking SP and MSP channel portfolio development and project management for theatre sales, partner teams, and other key functional groups to ensure GTM execution.
• Serving as the ANZ escalation point for SP and MSP countries on product and portfolio business-related requirements.

Who You'll Work With

Cisco stands out as a unique innovator, accelerator, and connector. We connect our employees to our partners and customers, ensuring that the speed, agility, and security of Cisco solutions have a multiplying effect worldwide. In the Asia Pacific, Japan, and Greater China region, the SMB and Marketing teams work together to build our brand, advance key Cisco growth areas such as Security & Software, and implement our technologies alongside our partners.

We are continually inspired by our SMB customers, who constantly surprise us with their forward-thinking and unwavering aim to grow their businesses in an ever-evolving digital landscape. Our customers and partners are APJC Cisco's growth engine, and we take pride in contributing to this success as we continue to connect everything, innovate everywhere, and benefit everyone.

Our journey involves further harmonising our SMB sales power with the most advanced digital marketing techniques available. We believe our competitive edge stems from our cohesive team, capable of finding the audience, meeting every technology challenge, and making the sale.

Who You Are

• 15+ years of experience in the IT industry, preferably in sales or engineering, with a consistent track record of success in achieving rapid growth in technology areas.
• Familiarity with Cisco's comprehensive products, architectures, and service offerings in the SMB space.
• A strategic and creative thinker, able to propose innovative strategies for significant growth in a technology area and guide technologies from Pre- to Post-chasm.
• Working experience in SP and MSP, particularly in service development, service acceleration divisions, or NOC/SOC roles serving SMB customers.
• Demonstrated ability to collaborate cross-functionally across various organizations to drive results.
• Capability to influence and lead effectively in a highly matrixed environment.
• Excellent written and verbal communication, listening, and presentation skills, with the ability to articulate complex ideas and strategies to individuals at all levels of the organization.
• A strong background and understanding of product, service, and channel sales at Cisco or comparable experience from another company.
• A successful track record as a "change agent" within Cisco or other organizations.
• A bachelor's degree from a reputable university or college.

Why Cisco?

#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters – with people like you!

Nearly every internet connection around the world touches Cisco. We’re the Internet’s optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it’s not what we make but what we make happen which marks us out. We’re helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We’re helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world – whether through 5G, or otherwise.

We tackle whatever challenges come our way. We have each other’s backs, we recognize our accomplishments, and we grow together. We celebrate and support one another – from big and small things in life to big career moments. And giving back is in our DNA (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we’re committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! #WeAreCisco