What you'll do:

• Leads and manages Partner accounts and Security Channel Architecture teams, ensuring alignment with Cisco’s strategic goals while driving team performance and portfolio profitability.
• Builds and maintains executive-level relationships with Partner stakeholders, including Partner Executives, Sales Managers, CTOs, CIOs, and key decision-makers, positioning Cisco as a trusted advisor and strategic partner.
• Influences Partner decision-making by aligning Cisco’s solutions with customer demands, market opportunities, and Partners’ business objectives.
• Collaborates with Partners to identify upsell/cross-sell opportunities and co-create joint value propositions that support business growth and market expansion.
• Leads Partner account teams managing broad portfolios and product-specific architecture teams, with accountability for multi-year sales growth across products, portfolios, or regions within Partner ecosystems.
• Drives financial and strategic objectives, including partner-led market entry and expansion initiatives, while optimizing resource utilization in line with strategic sales priorities.
• Reviews forecasts, sales performance, and Partner account insights to refine sales strategies, provide actionable recommendations, and influence broader sales planning.
• Oversees execution of Partner sales strategies by aligning field, Partner, and virtual teams, ensuring operational consistency and effective collaboration.
• Leads competitive analysis, joint account planning sessions, and strategic initiatives with Partners to translate market insights into actionable business outcomes.
• Establishes and refines Partner success metrics while leading capability-building and skill development initiatives to improve team effectiveness and quota attainment.

Responsibilities will include:

• Will be responsible for building a strong Security channel team across India, bringing multiple highly skilled individuals together to run as an outstanding and highly effective team!
• Serves as the Partner Orchestrator, aligning and integrating Cisco’s technology solutions with Partner capabilities, driving sustainable cross-portfolio growth through coordination and competitive deal packing.
• Leads both the product and services partner strategy, across portfolio or architecture to optimize Partner engagement and success.
• Maintains a comprehensive understanding of Cisco’s full product portfolio and Partners’ offering, enabling development of integrated solutions that enhance partner profitability and market reach.
• Engages specialist teams to enhance the sales and support process, particularly in areas where deep technical expertise is required, ensuring Partners are well-equipped to deliver Cisco’s advanced technological solutions.
• Aids in building the Partner sales funnel through demand generation activities.
• Reviews business plans and forecasting data and presents to senior leadership to shape data driven account strategies.
• Stays informed about industry trends, market dynamics, and competitive landscapes.
• Specialization and Focus - Manages all business done with the Partner (sell-to, sell-thru, sell-with)
• Customer Engagement and Accountability - Spends over 50% of time in direct contact with the Partner CXO level executives, Spends 25%-50% of time focused on building awareness of new offerings
• The Internal Sales Process - Indirect influence on roles not reporting into it • Corporate Interlock - Cross functional team (Mid to High Corporate Interlock) • Typical Sales Cycle - Varies by deal type
• Success Measures - Varies substantially by Geo/Segment; may include:, Increased revenue for both Cisco and the Partner, New joint GTM offerings, Execution of long-term strategic plays, Meeting team goals

Minimum Qualifications:

• Bachelor’s degree with 12+ years, a Master’s degree with 8+ years, or a PhD with 5+ years of related experience.
• 6 + years Channel Sales experience in the computer networking or security space.
• Strong leadership skills with the ability to prioritize and execute in a disciplined manner.
• Exceptional written and oral communications skills. The role requires an ability to understand and clearly articulate the business benefits (value proposition) of Cisco security products and services.
• Good understanding of security solutions and technologies

THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS

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.

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.