Cisco Alliance Manager

Diversified•Kenilworth, NJ

3d•Remote

About The Position

The role of the Diversified Cisco Alliance Manager (DCAM) is focused on driving strategic growth and partnership initiatives within the Cisco Alliance ecosystem and portfolio. It is the DCAM’s primary responsibility to develop and foster collaborative relationships with Cisco and its partners, maximize Cisco incentives, conduct pipeline-generating activities, promote sales motions to expedite the sales cycle, and lead account mapping sessions between sales teams. These responsibilities are to be performed to foster growth within the workplace collaboration and media business lines. The DCAM will work in tandem with the Cisco Partner teams to develop successful customer-facing material and events to drive awareness, increase overall sales, and contribute to the overall success of the business.

Requirements

10+ years of related Cisco partner sales or technical experience required
Cisco Partner Alliance and Ecosystem expertise
PXP, CCW, Self-Service & Digital Partner Tools, MDF, MoU, Program Incentives and Specializations, Co-Sell, and Deal Registrations
Experience working with members of the Cisco sales field, Partner Admin Network, and OEM sales partners
Strong, collaborative leadership skills; ability to work independently as well as in a team environment; proactive, driven and positive work attitude; excellent follow-up skills, with a focus on task completion; excellent organizational and time management skills
Ability to participate in and facilitate group meetings to motivate and educate to produce results
Demonstrated experience establishing and expanding executive-level relationships with partners
Excellent communication & presentation skills with a high degree of comfort at all levels of an Organization
Inclusive and collaborative – driving teamwork and cross-team alignment
Experience with cloud technology platforms and solutions with a 200-300 level of technical proficiency.

Nice To Haves

Preference for video, voice, communication, collaboration & AV, and demonstrated ability to scale through partner sales in a partner-led or partner co-sell motion
Direct experience with collaboration voice/video/network/meeting experience solutions is strongly preferred

Responsibilities

Serve as the primary manager liaison between Diversified and Cisco across global and regional teams
Establish multi-level relationships across Cisco (field sales, specialist teams, partner org, executives)
Align Cisco partnership to Diversified’s global business plan, revenue targets, and growth motions
Drive executive-level governance, cadence, and accountability frameworks
Own and operationalize the Cisco growth plan across all regions
Build and execute joint business plans with Cisco
Translate strategy into regional execution plans and KPIs
Align to the 4 growth levers: Standardize what we sell, Industrialize how we sell, Monetize lifecycle (LAER), Expand through product solution adjacencies
Ensure alignment to: Revenue targets, Services attach and lifecycle revenue, Pipeline coverage and conversion metrics
Lead formal co-sell motion with Cisco across geographies
Enforce AE-to-CAM alignment and structured account mapping cadence
Drive: Top 50 strategic account plans, Whitespace account campaigns, Expansion within installed base
Ensure: Cisco is treated as a sales force multiplier (not just a supplier), High participation from Cisco sellers in active deals
Transform Cisco selling into a repeatable system
Enforce: ≥ 90% deal registration early in cycle, ≥ 3.5x pipeline coverage, Trigger-based plays (refresh, RTO, M&A, policy shifts)
Build: Structured pipeline governance, Regional consistency in deal execution, Factory rollout models for enterprise programs
Define and drive adoption of: Standardized Cisco solution bundles, Repeatable “room + platform” offers
Align Sales, Engineering, and Delivery on: Pre-configured BOMs, Pricing models, Deployment playbooks
Ensure: Reduced sales cycle time, Predictable margins, Scalable delivery
Drive transformation from hardware sales → recurring lifecycle revenue
Enforce: Services attach rates (target ~90%+), Rooms under management (target ~70%+), Renewal and adoption tracking
Establish lifecycle model: Land → Adopt → Expand → Renew
Build partnerships across: Managed services, Customer success, Renewals teams
Define and operationalize selling motions inside Cisco footprint
Track: Architectures per account, Multi-offer penetration
Enable Diversified sales teams to: Position full Cisco ecosystem, Sell bundles vs. individual SKUs, Drive lifecycle and adjacency conversations
Deliver: Playbooks, Campaigns, Training programs
Co-own joint GTM with Cisco marketing
Optimize: MDF utilization, Pipeline generation ROI
Maximize Cisco: Rebates, Incentives, Specializations
Align internal teams on: Pricing strategy, Quoting efficiency, Procurement alignment
Establish a single source of truth for Cisco performance
Drive KPI tracking across: Revenue & pipeline, Attach rates, Lifecycle revenue, Co-sell engagement, Deal registration
Lead: QBRs with Cisco, Internal executive reviews