Account Manager

  • Location:
    Beijing, China
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
  • Job Id

Distribution Partner Account Manager Job Role Job Description

  • Collaborate & build multi-level relationships - both internal and external that support distributor success
  • Manage Distribution profitability and Partner Satisfaction
  • Create business plans to (manage distribution partners) drive business growth both for Cisco & disti
  • Manage and optimize distributors inventory & credit line usage
  • Drive technical & sales readiness within distribution
  • Implement marketing & market development plans with assigned distributors

And execute distribution marketing budgets with assigned distributors

  • Communicate programs, promotions to Distribution sales teams and analyze usage trends
  • Share Cisco VSEM ( internal visibility of plans ) and execution
  • Develop & execute strategic sales and 2-tier partner enablement programs
  • Drive specific opportunities for 2nd Tier partner and the commercial growth
  • Manage POS and booking forecasts & pipeline development on a weekly, Monthly and Quarterly basis with high accuracy.
  • To work closely & communicate effectively across all of Cisco’s line of businesses to support the best outcomes for the business through distribution

Skills Required

  • Strong selling skills in major accounts and/or a territory is essential.

  • Must have strong relationship selling skills within the channels / distribution community and be able to lead sales calls at every level of an account, executive level or otherwise. 

  • The role requires a self-starter with the ability to multi-task.

  • Must be able to work as an individual and as part of a team.

  • Understanding of business organizations and their buying cycles is required.

  • Indirect sales experience in IT industry, especially server/storage and networking is required. Deep knowledge of server virtualization, data center optimization, and campus networking is required.

  • Result Driven with Excellent negotiation and closing skills are a must.

  • Requires practical experience using influence management to achieve goals.

  • Should possess a general understanding of legal contracts.

  • Requires excellent written and verbal communication skills.

  • Prior management experience desirable.

  • Excellent knowledge of MS Office, specifically MS Excel, possess an analytical mind with excellent accuracy to detail.


Responsibilities will include:-


· Provide weekly, monthly, quarterly forecasting – POS , Bookings and Quarter End Inventory and CBN

· Working with distributors to provide accurate forecast and minimize the variance.

· Working with distributors to provision right mix and right level of inventory

· Provide the distributors with regular performance updates / reviews

· Provide analysis and plan with distributors to develop and expand 2-tier partner coverage, capacity and capabilities.

· Work with Customer Service on expediting product delivery of distributor orders

· Communication of monthly promotional updates to the sales people / Product managers within the distributors

· Collaboration with disti operations, architectural teams

· Analyze and feedback promotional usage trends

· Coordinating with the distributors on the usage of Co-op spend

· Achievement of distributor MBO/CIR incentives and other available funding

· Organize and manage spiff and distributor sales floor enablement activities

· Coordinating with APJC Distribution team on operational metrics ie Inventory, Seal of Compliance and communication of data and resulting actions, if any

· Responsible for managing the Cisco relative operational aspects of the Cisco distributors.


Educational & Experience Background Recommended

BA degree in a technical discipline or equivalent and 3 years Distribution experience in a fast-growth, high technology Distributor.

We connect everything - people, process, data and things. We innovate everywhere to create fresh ideas and possibilities. We make a meaningful difference that will benefit everyone - our people, our customers and the world around us.

Our technology changes the way the world works, lives, plays and learns. But our edge doesn't come from technology. It comes from our people. We're looking for the kind of people who take smart risks, thrive in diverse environments, inspire their colleagues, and are committed to having an impact on the world. Whether you create technology solutions that redefine business or build connections that strengthen the community, you can make it happen at Cisco!

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