Distributor Account Manager

2 days ago

Kuala Lumpur, Malaysia Cisco Systems Full time

**What You'll Do**:

- **
Strategy**
- Work with key stakeholders in Sales, Marketing, Operations & Finance clearly define channel strategy.
- Work and engage between distributors and partners, provide a push strategy and improve end to end selling cycles from Booking, POS to End-users.
- Provide and recommend appropriate product and position pricing especially into SMB via distribution and partners.
- Partner with distributors to establish and build sound in-country business and marketing plan.
- **
Transformation**
- Influence distributors to transform from logístical excellence to beneficial distribution.
- Drive distributors to skill up with Cisco certification programs and build service practices to support distribution to non-certified/non-skilled partner/agents of Cisco.
- Influence distributors’ mind-set along with Cisco business direction, highlight business preposition and opportunity, bringing them into another incremental arena.
- Responsible to influence and provide justification to regional teams to localize policies and implementations for the country.
- **
Operations**
- Build a complete database of partners, VARs & retailers in country and work with sales teams to identify strategies to acquire and enable key partners.
- Build a dedicated, well-educated Small & Medium Business reseller sales force for non-named accounts in-country. Maintain a geographical and technological balanced coverage with emphasis on Tier 2 Cities too.
- Work with functional support teams to identify a clear process & launch tools to maintain accurate customer, prospect and register deals information to minimize channel conflict.
- Work with Distributors to design appropriate and directive channel programs to adapt to local needs, driving top-line, profitability and channel loyalty.
- Understand distributors’ landscape, identify gap, growth areas and provide recommended performance matrix.
- To monitor and drive distributors’ quota achievement and inventory management.
- Conduct regular interlock session with distributors to ensure execution of revenue plan and provide recommendation and assistance if sales get well plan/recovery is needed.
- Manages distributors’ pipeline and helps to close deals if needed.
- **
Enablement**
- Distributor enablement and drive Distributor readiness for Architecture/ Technology focus.
- 2-tier Partner enablement, i.e. new Product release, work with cross-functional team beforehand to deliver complete set of Partner Enablement deliverables:

- Partner Readiness” Selling/Marketing Content, Sales & Technical Training and sales/technical tools for distributors and partners.
- Increase partner value through differentiation of their value proposition to our customers. Work with selective number of identified channel partners, including improving sales readiness of partner.
- Work with Commercial & Marketing Leads to execute Inbound/outbound demand generation marketing to drive leads and supporting conversion metrics.
- Responsible to take lead on facilitating both the operational and executive channels program councils for in-country Sales & forecasting.
- Provide weekly, Quarterly and Yearly forecast, Pipeline reviews, Distributor quarterly business review & follow-up of key business metrics relating to Sales activities thru channels for local country and region team.

**Who You Are**
- Requires a minimum degree and 8 years channel or distribution sales experience in a fast-growth, high Technology Company, IT Distribution.
- Must have strong relationship selling skills within the channels community and be able to lead business review with partner executives.
- Must be a self-starter and strong closer with multi-tasking ability.
- Understanding of distribution and resellers' business organizations and their business is required.
- Experience selling in a high technology and networking industry and knowledge of LAN and/or WAN networks is required.
- Excellent negotiation and closing skills are a must. Requires practical experience using influence management to achieve goals.
- Possess a general understanding of legal contracts.
- Excellent written and verbal communication skills.
- Strong eye for business. Partners focus, phenomenal Teammate & Collaboration abilities

**Why Cisco**

WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do - you can’t put us in a box

But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the g

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