1. What You'll Do

Over the past three years, APJC has transformed into a region recognized for its outstanding results, innovation, and high-performing teams within Cisco. The Cisco APJC Small-Medium Business (SMB) segment plays a crucial role in driving growth for the region.

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 sales development of Cybersecurity focused portfolio, bundles, and offers with primarily SP and MSP channels in Greater China market. This includes positioning the right security product against our competition, collaborating with business entities/units to localize 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 GC 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 cannibalization.

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

2. Roles and Responsibilities

As Cisco Cybersecurity Portfolio Business Development Manager for SMB, primary focus on SP/MSPaaCh, your key responsibilities include:

• Defining, developing, and managing Cisco cybersecurity portfolios, offers and solutions bundles.

• Creating SP and MSP services for the SMB segment to support in-theater execution and accelerate cybersecurity 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 theater sales, partner teams, and other key functional groups to ensure GTM execution.

• Serving as the GC escalation point for SP and MSP countries on product and portfolio business-related requirements.

3. 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 drive to grow their businesses in an ever-evolving digital landscape. Our customers and partners make 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 harmonizing 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.

4. Who You Are

10-15 Years of experience in Security OEM / Service Provider Environment in managing Sales/ Pre-Sales/Product Management/Business Development functions

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.