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Open nowPosted 22 days ago

Partner Account Executive

Cisco1,340 open roles

Where
Minato, Japan
Work mode
Hybrid
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Your applicationOpen nowPartner Account ExecutiveCisco · Minato, Japan

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The clock on this job

Early applications get read.

12.1% of postings close within 7 days. Measured by our own scanner across the market. Cisco postings stay open a median of 24 days.

Share of postings closed within
  1. 2.1%1 day
  2. 4.5%3 days
  3. 12.1%7 days
  4. 19.1%14 days
  5. 35.6%30 days
  6. 52.7%60 days
This job: posted 22 days ago

Cisco median: 24 days open

The posting

職務概要

ディストリビューターを担当するパートナーアカウントエグゼグティブとして、パートナーとの信頼関係を構築・維持し、彼らのビジネスモデル、戦略、および能力を深く理解します。

パートナーのビジネス戦略をシスコの方向性と合致させ、シスコのテクノロジーやビジネス慣行の採用・拡大を促進し、パートナーがシスコを優先するよう誘導します。

市場トレンドや洞察を活用し、パートナーをシスコテクノロジーの推奨プロバイダーとして位置付け、主要製品、サービス、セグメントに合わせてビジネスの幅を広げます。

戦略的なパートナーアカウントプランを策定・実行し、パフォーマンスの最適化や変革の優先順位を特定しながら、能力開発を支援します。

パートナーの能力と慣行を構築・強化し、各部門で成長を促進するための差別化されたGo-to-Market（市場投入）戦略を展開します。

パートナーエコシステムをシスコのテクノロジーポートフォリオと調整し、イノベーション、市場拡大、競争優位性を推進します。営業チームと早期に連携し、パートナーの能力をシスコの戦略と整合させ、パートナーの収益性と共同販売の機会を高めるためのサービスを構築します。社内チームに対してパートナーの代弁者となり、彼らの能力をアカウントプランに統合し、専門家（ソリューションエンジニア、プラクティスセラーなど）を巻き込んでパートナーの準備状況やソリューション開発を支援します。需要創出活動を計画・推進し、パートナーの提供物と顧客ニーズを整合させてパイプラインを構築します。ビジネスパフォーマンスを最大化し、パートナープログラムやインセンティブの活用、パートナー投資の促進、統合的な計画立案、予測、およびQBR（四半期ビジネスレビュー）などのパフォーマンス監視を通じてオペレーショナル・エクセレンスを推進します。データに基づいた洞察を用いてパートナーのパフォーマンスを監視・最適化し、収益性向上プログラムや手法を活用してパートナーの成功を強化します。

主な責任と焦点

  • 専門化とフォーカス: パートナーがシスコの製品・サービスポートフォリオ全体を彼らの戦略的優先事項と整合させ、シスコのプログラム、プロモーション、リソースを最大限に活用できるよう指導・影響を与えます。
  • 顧客エンゲージメントとアカウンタビリティ: パートナーの投資決定における強力な主要インフルエンサーとして機能。時間の80%を関係構築、戦略・計画策定、プラクティス開発、ビジネス開発に費やします。
  • 社内営業プロセス: 取引の全フェーズを担当。
  • 社内連携: 中程度の社内連携（事業部、地域リーダーとの調整）。
  • 一般的な営業サイクル: 変動あり。取引の複雑さも、ソリューション販売の普及に伴い、エコシステム、ソフトウェア、アーキテクチャが関与する複雑な案件へと変化する可能性があります。
  • 成功指標: 年次ビジネスプラン（主要イニシアチブおよび売上目標）、パートナーのシスコビジネス成長率（前年比）、ポートフォリオ全体のパートナーバリューインデックススコア、投資および需要創出活動のROI。

業務内容

  • 大規模または複雑で、戦略的に重要な1社以上のパートナーを管理。
  • 担当ビジネス: 大きく影響力のある売上成長とビジネス貢献に対する責任。
  • パートナープロファイル: 大規模な国内企業、またはグローバルなインテグレーターが中心で、高度なシスコ関連のニーズに対応。
  • シスコのパートナービジネス開発チームと協力し、補完的なパートナーアライアンスの特定とエコシステム構築を推進。
  • 収益分配、知的財産権、市場投入に関するコミットメントを含む複雑な契約交渉。
  • 広範なリソースやエコシステムパートナーを活用した大規模かつ複雑な成長イニシアチブの構築。
  • 変革的な価値提案（エコシステム全体のソリューションなど）を共同設計し、経営層（C-level）向けにプレゼンテーションを行い、合意を形成。
  • 企業レベルの課題（スケーラビリティなど）を予測し、特注の戦略で対応することで経営層の信頼を強固にする。
  • パートナーのイノベーションを社内で推奨し、シスコのGTM戦略との整合性を確保することで、長期的なパートナーシップを育成。
  • 次世代イノベーションとの整合を支援するリソース（技術戦略会議など）をパートナーに提供。
  • 破壊的な技術シフトを予測し、将来を見据えた戦略の実践的な方法をGTMリーダーシップに提言。
  • パートナーのガバナンスフレームワークがグローバルな規制基準に準拠していることを確認。
  • パートナーシップに影響を与える戦略的課題に取り組むため、部門横断的なタスクフォースを主導。グローバルな業界イベントにて会社を代表するソートリーダーとして登壇。
  • 高難易度の交渉においてエグゼクティブ・プレゼンスを発揮し、チーム間の協調を促進。
  • 大規模な機会を創出するためのコンサルティング・エンゲージメントを提供。
  • 企業優先事項とパートナーエコシステム戦略の整合を効果的に推進。

最低応募資格

  • 学士号取得者：関連経験8年以上
  • 修士号取得者：関連経験6年以上
  • 博士号取得者：関連経験3年以上

Owns the Partner business relationship. Establishes, develops and maintains trusted advisor relationships with Partners and understands their business models, strategy and capabilities. Guides partner business strategies towards Cisco, encouraging the adoption and expansion of Cisco technologies and business practices and driving Cisco preference. Leverages market trends and insights to position Partners as preferred providers of Cisco technologies, expanding their practices to align with key products, services, and segments. Develops and executes strategic partner account plans, identifying priorities for performance optimization and transformation, while enabling capability development. Builds and/or strengthens Partner capabilities & practices and develops differentiated GTM strategies to drive growth across each practice. Orchestrates Partner ecosystems to align with the company’s technology portfolio, driving innovation, market expansion, and competitive differentiation. Engages sales teams early to align Partner capabilities with Cisco strategies, exposing and building upon services to enhance partner profitability and co-sell opportunities. Advocates for Partners within internal teams, integrating their capabilities into account plans and engaging specialists (e.g., solution engineers, practice sellers) to support Partner readiness and solution development. Plans and drives demand generation activities aligning Partner offerings and customer needs to create pipeline. Manages and maximizes business performance. Maximizes Partner programs and incentives, leverages and drives Partner investments, and drives operational excellence through integrated planning, forecasting, and performance monitoring (e.g., QBRs). Monitors and optimizes Partner performance through data-driven insights, utilizing profitability programs and methodologies to strengthen Partner success

• Specialization and Focus - Guide and influence Partners to align with the full portfolio of Cisco products and services with Partner’s strategic priorities; and fully utilize Cisco's programs, promotions and resources • Customer Engagement and Accountability - Strong/primary influencer in Partner’s decision to make an investment, 80% of time spent on relationship orchestration, strategy & planning, practice development and business development with assigned Partner(s) • The Internal Sales Process - All stages of the deal • Corporate Interlock - Low to medium corporate interlock (interaction with BE, region leaders) • Typical Sales Cycle - Sales cycle varies, Deal complexity varies (may be high complexity if the Partner is moving toward more complex deals as solution selling becomes more prevalent, or involve ecosystem, software and/or architecture) • Success Measures - Annual Business Plan with Key Initiatives and Revenue Goals ($ Target), Partner’s Cisco business growth (% Y/Y), Partner’s Value Index Score across the Portfolios (#), ROI on investments and Demand Generation activities (%)

What You'll Do: • Typically manages/ is dedicated to one or more large or complex, tactically important Partners • Book of Business: Responsible for significant and impactful revenue growth and business contributions • Partner Profile: Partners are typically large, national, may be global integrators, managing sophisticated Cisco needs • Partners with Cisco’s Partner business development teams to identify complementary Partner alliances and create Partner ecosystems • Negotiates complex agreements covering revenue sharing, IP rights, and go-to-market commitments • Constructs large and complex growth initiatives leveraging extended resources and eco-system Partners • Co-designs transformative value propositions (e.g., ecosystem-wide solutions), presenting to C-level audiences to drive buy-in • Anticipates and addresses enterprise-level challenges (e.g., scalability) with bespoke strategies, solidifying executive trust • Fosters enduring partnerships by championing Partner innovations internally, ensuring alignment with Cisco GTM strategies • Identifies resources for Partners (e.g. technical strategy councils) to help Partners align plans with next-gen innovations • Anticipates disruptive tech shifts and advises GTM leadership on practical ways to future-proof strategies, sharing insights with senior/executive leadership • Ensures any Partner governance frameworks align with global regulatory standards • Leads cross-functional task forces to address strategic challenges impacting Partnerships; represent the company as a thought leader at global industry event • Inspires collaboration across teams by demonstrating executive presence during high-stakes negotiations • Provides consultative engagement to unlock large scale opportunities • Drives alignment between corporate priorities and partner ecosystem strategies effectively

Minimum Qualifications: Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience

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.

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