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
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate with no cap on incentive compensation. For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.